by Michael | Mar 20, 2019 | appointment setting
Crazy Art Studio in Background The Worst Cold Call Rejection I Ever Experienced So regular day, just pick up the phone… Call this guy, I introduced myself and said, “Hi, this is Eric Brief.” Guy says, “Stop it right now… You are the biggest piece of scum...
by Michael | Feb 27, 2019 | objections
Ever hear of Riker’s Island? It’s New York City’s biggest prison and – Alcatraz style – it’s on an island between the Bronx and Queens. A couple years ago a friend of mine was visiting Riker’s and he told me something that absolutely floored me. Apparently...
by Michael | Feb 20, 2019 | marketing
Baby penguins… and one old guy. Do you want your business to grow at a snail’s pace with referrals or do you want to be able to pump the gas at will to create new clients? I’m definitely not saying you suck at sales. But consider that you may actually have...
by Michael | Feb 5, 2019 | qualifying
top salesperson vs average salesperson – which one are you? Average salespeople think a discovery call is for them to discover what the prospect wants in order qualify the prospect. The top salespeople know that a discovery call is so...
by Michael | Jan 25, 2019 | sales process
by Michael | Oct 4, 2018 | Uncategorized
Finding the right client/agency fit can be a challenging process. It requires a good amount of trust and, as with any relationship, it is crucial for both parties to build trust early in the partnership. It is important to know the right questions to ask the...
by Michael | Oct 4, 2018 | Uncategorized
Just like sports, the use of science to develop elite performers also applies in sales. In both fields, trainers adopt two key scientific elements — metrics and method — to drive practitioners into breaking records and setting new milestones in their game. In sports,...
by Michael | Oct 4, 2018 | Uncategorized
What’s the main difference between a small local agency and a global agency powerhouse? Aside from their big fancy offices, hundreds of employees, and endless stream of employee perks, the answer boils down to one simple thing: clients. And not only the type and...
