You want to know why you keep getting ghosted after you send out a proposal or a quote? It’s because you missed a step. 

We know that the proposal is probably the end of the sales process before the customer says yes or no. So why not make that a scheduled event? 

Instead of sending out proposals and waiting for a response, send a proposal while they’re on the phone with you. 

I make sure that anytime I send a quote or a proposal, it’s coming in the form of a scheduled meeting. I’m not waiting for them to respond. They can respond to me in real time when I show it to them.

For more Hacks, check out our YouTube page.

Are you looking for a quick and effective way to strengthen customer relationships?

A simple shift in how you communicate can make all the difference.

Think about your personal relationships. You don’t just rely on one method of communication—you use email, social media, text messages, phone calls, and video chats. These varied touch points create a deeper connection. The same principle applies when trying to strengthen customer relationships in business.

Many professionals fall into the habit of using a single communication channel, usually email. But if email is the only way you engage with customers, your relationship may feel transactional rather than meaningful. To strengthen customer relationships, it’s important to mix up how you connect.

If you’ve been relying heavily on email, try calling your customer instead. A direct conversation adds warmth and personality that written messages often lack. If phone calls are your go-to, consider scheduling a short video chat to make interactions more personal. If video meetings are becoming routine, a simple text message can create a quick, informal touchpoint that keeps you top of mind.

Why does this work? Because relationships thrive on variety and personalization. Customers appreciate when you adapt to their communication preferences, making interactions feel more organic and less like standard business transactions.

Additionally, different platforms allow for different types of conversations. Emails work well for formal discussions, while phone calls and texts create a more conversational dynamic. By varying your approach, you create multiple layers of engagement, which naturally strengthens customer relationships over time.

The key to success is consistency. Don’t just change your communication method once—make it a habit to engage in different ways. By doing so, you’ll build stronger, more lasting connections that go beyond just closing a sale.

For more Hacks, check out our YouTube page.

Having a hard time managing a massively complicated enterprise deal? Well, why not get your product guys involved to calm it down?

As the deals get bigger and more complicated, there’s a lot of touch points that have to be managed, and it can be really easy for us to feel overwhelmed and not sure where to go next. So make sure that your product team is somehow involved with your larger deals. This will not only excite the customer to get that kind of access, but to share a product roadmap with a prospect that’s doing a large deal generally incentivizes them to give us more clarity on where they’re headed as well. 

So do what I do. Make sure there’s a spot in your sales requirement that you’ve got product folks mapping out your roadmap to your customer.

For more Hacks, check out our YouTube page.

Are you finding it difficult to get inbound leads to connect? The problem might not be what you’re saying—it could be how quickly you’re saying it.

Most sales reps are trained to respond to inbound leads immediately. While responsiveness is important, coming across as too eager can actually work against you. If you respond too quickly, you might inadvertently signal low social value, making it seem like your offering isn’t in high demand.

The Psychology of Social Value in Sales

Think about it—when you perceive a product, service, or person as highly sought after, it naturally increases their perceived value. But if someone is too available, it raises questions. Why aren’t they busier? Why aren’t others clamoring for their time?

This is why scarcity creates demand. The more in-demand something appears, the more desirable it becomes.

A Better Approach to Inbound Lead Responses

Instead of responding instantly to every inquiry, try this strategy:

If a lead comes in the morning, respond in the afternoon.
If a lead comes in the afternoon, respond the next morning.

This subtle delay achieves two things:

1. It positions you as a high-value professional. Instead of seeming desperate for leads, you appear to be in demand.
2. It builds intrigue and anticipation. When you aren’t instantly available, prospects are more curious and engaged when you do respond.

Of course, there’s a balance—you still want to be timely and professional. But by avoiding low social value and presenting yourself as a sought-after resource, you increase your perceived worth and improve your chances of converting leads into real opportunities.

The next time an inbound request comes in, resist the urge to reply instantly. A little patience might just make all the difference.

For more Hacks, check out our YouTube page.

Struggling to get your emails returned? Well, it might be time to cut them down to size. Understanding the optimal cold email length can be the key to boosting your response rates.

Short & Sweet

We all know no one’s reading long emails, yet we still write them—often because we’re composing them on our computers. The truth is, our prospects are reading our emails on their phones, so the cold email length should match the screen size. If a thumb scroll is involved, they’re not going to read it!

Draft Emails on Your Phone

Here’s a tip: ditch the long email and keep all of your cold emails to the length of a smartphone screen. Focus on crafting concise and compelling messages that grab attention quickly. When an email is too long, it loses the prospect’s interest, making it less likely that they will engage with your content.

Respect the Prospect’s Time

Why is cold email length so important? It’s about respecting your prospect’s time and making your message easily digestible. Shorter emails are more likely to be read and responded to, especially when your prospects are busy professionals scanning their inboxes on the go.

When writing your next cold email, aim for brevity. Start with a clear and engaging subject line that piques curiosity. In the body of the email, use the “F-shaped email” and your “Why You? Why You Now?™” writeup to capture the interest of your prospect. Remember, every word counts.

Reining in your email length can lead to higher open and response rates. By keeping your emails short, relevant, and easy to read on a smartphone, you respect your prospect’s time and increase the likelihood of engagement. So, next time you craft a cold email, remember to keep it brief and to the point.

For more Hacks, check out our YouTube page.

Still struggling to get that email returned? You’re probably too attached—to your sales email attachments, that is.

Those attachments and links you include in your emails to add more value and color to your message? They might be doing more harm than good. Here’s the reality: most people aren’t reading them.

Firstly, consider the spam filters. They are notorious for flagging emails with attachments and links, sending them straight to the spam folder. Even if your email manages to dodge the spam filters, your prospect is likely hesitant to open attachments from a stranger. This includes seemingly harmless items like invitations to connect, your website address, and even your email signature.

So, what should you do instead? If you want your email open rates to go up, lose the links and lose the attachments. Simplify your message and focus on creating compelling content that encourages your prospect to respond.

When crafting a sales email, clarity and simplicity are key. Start by making your subject line engaging and relevant to the prospect. Then, in the body of the email, get straight to the point. Use concise language to convey your message and provide value without relying on attachments or links.

For example, instead of attaching a product brochure, summarize the key points in the email itself. If you must share additional information, offer to provide it upon request. This not only keeps your email clean and straightforward but also invites further interaction from your prospect.

Another tip is to personalize your email. Address your prospect by name and reference any previous interactions or relevant information specific to their business. Personalization helps build a connection and increases the likelihood of a positive response.

In summary, to improve your email open rates, reconsider the use of sales email attachments. By simplifying your emails, focusing on clear and compelling content, and personalizing your message, you can enhance your chances of getting a response. So, next time you craft a sales email, remember to keep it simple and attachment-free.

For more Hacks, check out our YouTube page.

Struggling with how to improve cold email response?

You’re not alone. Breaking through a crowded inbox is tough, but there’s one simple adjustment that can dramatically increase your response rate:

Make your close an open.

Why Open-Ended Questions Work

If your cold emails aren’t getting the responses you want, take a hard look at how you’re closing them. Many sales reps make the mistake of ending with yes-or-no questions, which make it easy for the recipient to ignore or decline.

Instead, use open-ended questions—ones that invite engagement and make it natural for the prospect to reply.

The Six Words That Improve Cold Email Response Rates

Every great open-ended question starts with one of these six words:

• Who
• What
• Where
• When
• How
• Why

For example, compare these two email closes:

Ineffective: “Would you be open to a quick chat?” (Yes or no—easy to ignore.)
More Effective: “What’s the biggest challenge your team is facing this quarter?” (Encourages discussion.)

Ineffective: “Can we schedule a call next week?” (Yes or no—no urgency.)
More Effective: “How does your team currently handle [specific pain point]?” (Leads to a natural response.)

Start Conversations, Not Just Emails

By shifting your approach from statements and closed-ended questions to engaging, open-ended prompts, you dramatically improve your chances of getting a response, building rapport, and starting meaningful conversations.

So next time you hit send, remember: the best way to get a reply is to ask a question they can’t ignore.

For more Hacks, check out our YouTube page.

Feeling nervous before picking up the phone? You’re not alone. Many sales reps experience a rush of anxiety when they finally get a live person on the other end of a cold call. But what if I told you that your nerves might stem from something as simple as how you introduce yourself?

If you want to feel calmer and more in control on your next call, rethink how to start a cold call—and start by skipping your name.

Why Does This Work?

In sales, we make so many calls – and most of them will go to voicemail. That’s why, when we do actually reach a live person, it can catch us off guard! This can lead to unwanted nervous energy that the prospect can pick up on in your voice. Sounding shaky or hesitant can make you come across as less confident. And if you don’t sound sure of yourself, why should the prospect trust you?

A Better Way to Open a Cold Call

Instead of immediately introducing yourself, try leading with a neutral, calming “bridge” phrase, such as:

✔️ “We’ve never met before.”
✔️ “This is my first call to you.”

This simple shift accomplishes two things:

1. It steadies your voice. Removing the pressure of self-introduction helps you sound more composed and in control.
2. It eases the prospect into the conversation. Instead of immediately putting up walls, they are more likely to stay engaged.

Mastering how to start a cold call is all about setting the right tone from the beginning. The next time you pick up the phone to dial, skip the nerves—and your name—at the start. You might be surprised at how much smoother the conversation flows.

For more Hacks, check out our YouTube page.

Are you looking for a fresh approach to uncover budget in your sales conversations? Try focusing on percentages instead of dollar amounts.

One of the fastest ways for a prospect to shut down a sales conversation? By claiming they have no budget. Many sales reps panic at this moment, fearing the deal is lost. But instead of backing off, take control of the conversation by shifting the focus away from absolute numbers and toward percentages.

Here’s why this works: when you ask a prospect for a specific dollar amount, you’re forcing them to commit to a concrete figure—something they might not be willing or authorized to share. However, when you ask about budget in terms of percentages, the conversation feels less transactional and more strategic.

For example, the next time a prospect says, “We’re running out of budget,” respond with:

“I understand. What percentage of your budget remains?”

By framing the question this way, you achieve two things:

1. You gauge their real financial flexibility. If they can confidently answer, they likely have a solid grasp of their budget, and you can assess whether funds are available. If they hesitate or dodge the question, that may indicate they don’t have full control over spending decisions.
2. You shift the focus back on them. Instead of getting defensive or shutting down, they now have to think critically about their own budgeting priorities, giving you valuable insight into their decision-making process.

Using this strategy to uncover budget not only helps you get a clearer financial picture but also positions you as a consultative partner rather than just another salesperson.

Next time a budget objection comes up, try talking percentages. You might be surprised by how much more information you uncover.

For more Hacks, check out our YouTube page.

Ever wonder when the best time of day to send an email is? The answer might surprise you.

The ideal window is within five minutes before and five minutes after the hour.

Why? Because these are the moments when professionals are in transition—leaving one meeting and heading into the next. And what’s the number one thing people do in those brief in-between moments? They check their phones and skim through their emails.

If you want to maximize the chances of your email being opened, you need to land in their inbox at precisely the right time—when they are actively checking, but before it gets buried under new messages.

Here’s the secret: research shows that people typically scan only the top seven emails in their inbox before moving on. If your email lands as the eighth or later, chances are it will never be read.

That’s why I time my cold emails strategically within that 10-minute window at the top of the hour. Doing so increases my odds of appearing in that crucial top-seven slot, dramatically improving my open and response rates.

If you’ve been struggling with email engagement, this simple timing adjustment could be a game-changer. Try it out, and you might be surprised by how much of a difference it makes.

So, next time you’re about to hit send, pause and ask yourself—am I sending this at the best time of day to send an email? A small tweak in timing could lead to significantly better results.

For more Hacks, check out our YouTube page.