What is assignment selling, and how do you write the email that gets a buyer to do the homework?
Most 'please have a look before our meeting' emails get ignored. Here is the five-part email we used at IMPACK to get buyers to do the homework, with a before/after rewrite you can use on your next deal.
Before you buy an AI sales tool, what should you write down first?
An AI tool can only repeat what your company already knows and agrees on. Here's the boring step we took at IMPACK long before AI, with an answer card template and a 10-day sprint plan.
How long is your sales cycle, really? Measure it from your last 10 deals
'About six months' is a feeling, not a number. Here's how machine builders measure their real sales cycle from the last 10 closed deals, and the other baseline numbers to write down on the same day.
What are the 10 questions every buyer asks, and how do you capture them weekly?
Your best content ideas aren't in a brainstorm. They're in the questions buyers already ask your reps, service techs and engineers. Here's the weekly capture routine, with a Question Bank you can copy.
What should you send before a first sales meeting so you don't spend half of it introducing yourself?
Before a sales trip to Australia, I sent every prospect one email with a who-we-are article and a top-10 FAQ. More than half replied with their pains before we met. Here's the template you can send this week.