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I was finishing up a purchase at a local supermarket when the cashier told me not only the amount I owed,  but told me how much I saved. Needless to say, I left there feeling like I received great value. It also served as an important reminder of how we might want to remind our […]

This Thursday, October 19th, we’re going to take a look inside your prospect’s thought process from how they judge you to how they doubt sales reps in general. We’ll talk about things like how to use 2 really powerful psychological tactics in a cold email to 12 ways you can put a skeptic at ease. I’ll show […]

When it comes to describing all those bells, whistles and the things that make your widget different; Use context to really drive the point home. There are two flavors to this “context” thing; Reduce To The Ridiculous Expand To The Extreme Reduce To The Ridiculous has been around for a while and quite frankly, there […]

There are these things in sales that we know we SHOULD do but we’ve never really thought about why (beyond the obvious). And heck, there are things we just aren’t talking about, but should, when it comes to testimonials! In this week’s episode of The Sales Playbook Podcast, we dive headfirst into this topic and; […]

Many times we look at questions solely as a way to get information but; There’s quite a bit more! Great questions allow YOU to take control of the conversation without being controlling or manipulative. Great questions jump start emotions. Emotions get prospects off the fence. Great questions lead your prospect on a path of self discovery instead […]

I stopped by a local bakery the other day and maybe all the good stuff had already been purchased, but I really didn’t see anything that caught my eye except; One thing but quite frankly, I was on the fence about it. The kind lady behind the counter sees me staring at the cookie, reaches in […]

There’s an old saying in sales . . . If you don’t ask, you don’t get So I thought I would do the unthinkable and ask for you to consider me as a speaker for your next event, sales-kickoff or national conference. Please click HERE to learn more. And by all means, please consider utilizing […]

Many times while prospecting we find ourselves in a really bad “stimulus/response” situation meaning; We call or email and they . . . Disregard Delete Hit Us With An Objection Its basically a pattern that many potential clients go into out of habit; Kind of like when you go to a store and the sales […]

Think about ALL the emotions you experience as a sales professional. If you were to jot them down, you could easily see a wide variety of both good and bad and probably a few emotions that fall in between but; That’s actually the easy part. The hard part is being mindful of the fact that […]

In the world of email automation, and email marketing in general, we get asked a lot of questions.  One glaring question that comes up often is  – How much is too much when it comes to sending emails, and specifically automated emails? I think that the answer to this lies beneath the layers of intent […]