Shawn Karol Sandy

How excited does your prospect get when they see your email pop into their inbox? Wouldn’t it be great if they had a Pavlovian response and immediately expected to see something cool, interesting, or insightful when they clicked on your message? Sadly, most clicks on sales messages—especially cold or following

About a year ago, I researched some software to execute some processes in my business. This was a significant investment for me—more so in scaling my business than in price—it was an important decision. Between three options, I chose the one that had the best features for me and the

What thoughts go through your head when you call someone and don’t get a callback? How do you feel when you get no response to an email you sent a prospect? Sellers tell me that the biggest frustration and source of pain in their job is feeling like they’re being

It’s a brand spanky New Year. As most people are, you’re probably pumped to put the last year behind you. The New Year always feels like a clean slate—full of promise and possibilities. Many of you may have plotted out budgets, planned expenses, or set goals and perhaps cemented your

Everyone’s making big promises, resolutions, and vowing to make changes right now just as the ball drops on this New Year. I’ve never had much use for making grand proclamations of my intent or magically thinking I’ll turn into someone who loves running, eating steamed broccoli, or clearing my pantry

Every December in Memphis, TN, thousands of people descend upon the city’s downtown area to participate in the St. Jude Marathon. Runners run or walk a 5k, 10k, half, or full marathon and raise funds to support the mission, research, and children of St. Jude. Many years the marathon weekend

If you’re a salesperson and your company isn’t investing in helping you build responsive sales skills, that really stinks. Maybe we should have a talk about why that is and where you are. In the meantime, if you’re a sales leader or managing a line of business and a sales

How often do you face a stalled sale or wilted opportunity after you propose a solution? This is a GIANT bummer because we know how hard it is to get a prospect’s attention. We hustle and grit it out to make the calls, emails, and connections payoff with conversations and

We talk quite a bit about asking questions in the sales process. Ask better questions. Don’t assume. Listen, don’t tell. And there is one more super-fantastic way “questions” can be the MVP of your sales game. Ask questions about your prospect’s questions. What? I started paying attention to this a

I remember a funny moment about 10 years ago when a client figuratively slammed the door on me. I had set my sights on this customer as an ideal prospect for my printing solution. I found the right contact, called, emailed, called, emailed, called, called, and one day she answered