the Contact & Engagement Strategy (all in one place)

Here’s the long and short of it: people make major purchasing decisions based on emotion and then they try to justify it afterwards with logic. We’ve all heard this before, and we all know it’s true – this is no secret. I know I covered a ton of information throughout all of this, so if […]

Whenever we speak with anyone new …

Whenever we speak with anyone new (or come across anything new), they instinctively determine answers for these questions: Do I feel safe? YES / NO Do I sense reward? YES / NO Is the person / source credible? YES / NO Is the information useful? YES / NO Is the person / information interesting? YES […]

(legit) Direct Website Inquiries are the HOTTEST LEADS

There are a few key items from back then that are worth a little further explanation, and it has nothing to do with the higher-education industry or the services / products we provided. Digital marketing was still a relatively new concept when I worked there (it’s still relatively new in the grand scheme of things, […]

Nobody likes dealing with needy or desperate people, right?

Nobody likes dealing with needy or desperate people, right? Of course, this isn’t exclusive to sales people; think of if you both swiped right on some dating app and decided to actually meet up in-person. If you show up and she’s immediately telling you all about how when she gets married both families are flying […]

Strategic Cave-persons

I’ve designed a few pretty simple worksheets for a couple different organizations now for their reps to use on calls. And of course the worksheet I designed is really more of a template, so you could design one like it that has a different format or flow to it, but there are some key advantages […]

Strategic Preparation

When developing this course, I ran an experiment on myself. Check this out … I know this material like the back of my hand … And, what you’re getting in these … blocks of instruction … are really the tip of the iceberg … I mean, this stuff took me … literally years … of […]

Pattern Disruption & Steamrolling Gate Keepers

Alright, so we ended that last section with “nailing the greetings on calls,” and … this is crucial … I mean, inside sales, outside sales … doesn’t matter. It all starts with a phone call … or at least with leads you get from my team. But there is a variation to this, and it’s […]