A Fatal, Top of the Funnel Communications Flaw

Another glaring opportunity that I noticed throughout my years at the university, was how the teams that handled leads first, the qualifying center personnel, were oftentimes junior as far as age and experience goes. Add to the mix that they weren’t (in my opinion) paid enough to even take their jobs seriously in the first […]

Revenue Operations

At first, my goal was to develop a resource geared strictly towards communication tactics, but this really wound up morphing into more of a holistic, end-to-end revenue operations strategy, considering how these communicative tactics can be plugged in to every interaction with your clients from first contact to close to onboarding to renewal. So, marketing […]

the PLATE Framework for Initial Interactions

P.L.A.T.E. Framework Purposeful Intro & Agenda Statement This will help you to tiptoe past the Turtle and Dog Brain and quickly access the other person’s Neocortex This is how you take charge without being abrasive You should be asking: “So, what can we help with?” at right about :30 seconds Let them Speak No one […]

WHO RESPONDS WELL TO “SALES” PRESSURE?

Consider this: people who do a Google search for [YOUR SERVICES] and submit requests to be contacted are undoubtedly in a heightened emotional state of mind. They want help, but they don’t want to be “sold” to, right? No one likes being rushed or pressured into making decisions about anything—even when they asked for help! […]

A Call Breakdown for someone who cold-called me to sell Lead Gen Services

This blows me away: the service this guy was pitching was Lead Generation, where his team would cold call potential clients for my company and set appointments for our sales reps. I would NEVER want my potential clients to have this type of experience for their first interaction with someone who represents my organization!