On the topic of getting ghosted by clients. Most salespeople should find this really common or should have at least have 1-2 encounters with a potential prospect. You are having this really good conversation with them, shown the product, spoke to multiple stakeholders. They seem to be really incline and give you a timeline. Out of nowhere, they just stop replying to you. No reponse to emails, calls or text messages. Continue reading →

Do you want to improve the quality of answers you receive from your prospects? One simple yet effective way is to ask better questions. However, this can be challenging as it requires proper phrasing without sounding too salesy or upfront. Fortunately, there are some words that you can use to improve your questioning technique – “positioning,” “typically,” and “usually. Continue reading →

As an experienced cold email writer, I found myself struggling to get responses from prospects at one point despite changing the content of my emails multiple times. While my emails had impressive open rates with prospects opening them multiple times a day, no one was responding. To address this issue, I consulted with my sales enablement manager and put ourselves in the prospect’s shoes. We asked ourselves what would motivate someone to reply to a cold email. Continue reading →

Avoid these first sentences and I’m guilty of writing of them as well! The following lines are common in email communication, but they may not always be effective. Let’s explore how we can improve them: “I work for…” Avoid starting your email by stating where you work as it can come across as pushy and make it obvious that you’re trying to sell something. Continue reading →

Rachel Si has shared another useful tip to help you determine a prospect’s intentions towards your company or product. To do this, you can address their desired outcome at the beginning of the introductory call. Here’s how you can execute this strategy: Start by asking the prospect what they hope to achieve or take away from the call. Make sure to acknowledge the channel they came from (e.g. campaign, demo) to provide context. Continue reading →

The 3 X 3 principle for post meeting emails emphasizes the importance of creating a concise and purposeful summary of the conversation. As one of my former managers used to say, every email should have a clear purpose. In a recent episode of “30 Minutes to President’s Club,” Kyle Coleman shared an effective approach for framing a post meeting email. Continue reading →

Prospects rarely reply in the first engagement. Mind blowing fact: it takes on average 6-8 touches to book a meeting with your prospectCharlotte Lloyd The keys to successful multi-channel prospecting is: TAILORING THE MESSAGING1. Does your outreach contain anything personalised or unique to the prospect? CLEAR CALL TO ACTION 2. Continue reading →

Consistency is not just a sales tactic – it is a fundamental principle for achieving greatness in all areas of life. It is often lauded as a critical factor in achieving success, but few of us fully appreciate its immense power to transform our lives. The book "Atomic Habits" by James Clear has made it clear. Consider this: if we improve by just 1% each day, our results will compound to a whopping 37 times better by the end of the year. Continue reading →

If you’re looking for a game-changing technique that’s both simple and effective, then I’ve got just the thing for you: pausing. All my years of reading sales books, attending workshops, and learning from my mentors. One technique which is common among all is the power of pausing. That’s right, taking a pause during a sales call can work wonders. Continue reading →

I stumbled upon Krysten Conner’s LinkedIn post and was blown away by its sheer usefulness! As someone who works with prospects on a daily basis, I know firsthand the rollercoaster of emotions that come with the job. From wondering if I’m wasting my time with a particular prospect, to second-guessing my priorities, the struggle is real. But then Krysten’s six words hit me like a ton of bricks: “I want to match your urgency. Continue reading →