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by Shawn Karol Sandy, on Jun 12, 2022 3:33:00 PM

Has this ever happened to you? A hot prospect shows tremendous interest. You have a great first conversation. Your initial meeting was promising. You agree to talk next steps. You send them an email to follow up...and get crickets. You leave them a voicemail...and hear nothing. You send another email

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Topics:ProspectingProfessional DevelopmentSmall Business

by Shawn Karol Sandy, on Jun 5, 2022 3:46:00 PM

I’ve always thought the term “Sales” was a bit of a misnomer. People say I’m in “Sales.” It’s a noun, which is the result, not the action, which is different than how “Marketing” is presented—as a verb. From a psychological frame of reference, I try to use “selling” as often

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Topics:B2B SalesProspectingCommunicationSales StrategySelling

by Shawn Karol Sandy, on May 22, 2022 7:27:36 AM

What’s the biggest hurdle you face when selling to someone? Well, other than getting their initial attention and time in front of them, your biggest hurdle is building credibility and ultimately trust. Trust isn’t cheap. Credibility can’t be faked. And honestly, many buyers put you at arm’s length at the

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Topics:ProspectingProfessional DevelopmentSales StrategySales Trainer

by Shawn Karol Sandy, on May 15, 2022 7:15:36 AM

Have you ever heard of kudzu? If you’ve driven through the Southeastern parts of the US, you’ve probably seen kudzu. It’s an Asian vine introduced to the US and branded in the 1930s and 40s as a way for farmers to control erosion and introduce nitrogen to their soil. You

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Topics:Email MarketingProspectingCommunicationSales TrainerContent MarketingGrowing Small Business

by Shawn Karol Sandy, on May 1, 2022 3:24:00 PM

There is a great commercial out now that reminds about what the true meaning of “selling” should be. It’s a Capital One pitch for their new “Capital One Cafes,” where they point out that all banks look and feel the same. Their novel idea is to provide a relaxed, easy

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Topics:Customer ExperienceProspectingCommunicationSales StrategySmall Business

by Shawn Karol Sandy, on Apr 17, 2022 3:29:00 PM

Many sellers approach sales calls for business development with some anxiety. I can completely understand that feeling. In spite of good, better, and even amazing efforts, if you’ve been in sales doing business development for a while, you’ve been on the receiving end of grumpy prospects, hang-ups, yelling, or otherwise

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Topics:B2B SalesProspectingCommunicationSales StrategySelling

by Shawn Karol Sandy, on Apr 10, 2022 4:32:00 PM

A while back, I had the honor of giving the closing keynote session for the AA-ISP Digital Sales World Conference in San Francisco with my good friend and super-seller, Dianna Geairn. Closing out the conference gave me the ability to sit through all the previous sessions where inside sales experts

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Topics:B2B SalesProspectingCommunicationSales StrategySelling

by Shawn Karol Sandy, on Mar 20, 2022 10:07:00 AM

Why Does the Sales Profession Get a Bad Rap? What’s the number one reason many people don’t want to be approached by a seller? Is it that we think they’re too pushy? Is it that we don’t want to be confronted with a choice or have to reject someone? Is

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Topics:B2B SalesProspectingCommunicationSales StrategySellingSmall BusinessBuyer Persona

by Shawn Karol Sandy, on Feb 14, 2022 3:32:00 PM

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

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Topics:B2B SalesProspectingCommunicationSales StrategySelling

by Shawn Karol Sandy, on Dec 5, 2021 3:11:00 PM

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

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Topics:ProspectingProfessional DevelopmentSales Strategy

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