Author: thomasseanbrooks

Once upon a time there was a BDR named Marlin.  Every day, Marlin would send out several hundred cold emails, with more or less the same content. One day, while Marlin was checking his LinkedIn feed, he sees a post about how Google and Yahoo will start introducing stricter email guidelines, and that anyone with…

I have my favorite Italian restaurant. It’s walking distance from my apartment. The rigatoni Napoli never disappoints. Italian food for the soul. I don’t go as often since I discovered the joys of cooking at home, but when I did, back in the day, I would pull out my phone and scan Google News while…

When it comes to cold calling, attitude is everything. Humans are emotion-based and we get the feels. People can tap into your emotions in less than 250 milliseconds. There are also some (arguably) universal truths for overcoming objections and building rapport with a prospect over a call. I’ve listed some of them below. But before…

Listening is underrated. Too often when we listen, it’s only to prepare what we’ll say in response. We already know what the other person’s talking about. We’re just waiting to give the counterpunch. The voice in our head is so loud, it drowns out what the other person is even saying. Why do we do…

Who is the most motivational salesperson out there? Napoleon Hill? Tony Robbins? Paul McKenna? How about Bob the Builder? Why? Bob always starts with the question, “Can we fix it?” As Daniel H. Pink writes in ‘To Sell Is Human’, instead of positive self-talk, successful selling requires a shift in ‘linguistic categories.’ A move from…

This 5 word sentence showing up at the beginning of a film is subtle, yet powerful. Why? The minute your brain reads it, the understanding is “anything can happen” or “whatever happens, it’s true.” That sets your expectations for everything that happens next. Whatever happens, as crazy as It seems, will be “totally plausible.” The…

elp. I’m a human and I’m trapped in my body. We humans are all trapped in our bodies. As much as we want to believe we are logical, we are entirely emotional creatures. Our bodies and how they feel dictate our attitudes, whether we are open or resistant to new ideas and change, and how…

Zuul That’s the name of the Keymaster in Ghostbusters. A demigod and minion of Gozer. Whereas the Keymaster can posses you, most Gatekeepers just want to get you off the damn phone. Getting information or reaching your prospect through the GK can be a futile endeavor. If you’re lucky, your prospect has a healthy “LinkedIn…

You are not as you started out “Everything flows and nothing stands still” Heraclitus “See you get older every yearBut you don’t changeOr I don’t notice you changing” Teenage Fanclub “Everything Flows“ Nothing is permanent. Everything is in a constant state of change: from one thing into another. Moments are not fixed. As soon as…

In his podcast, Dirk Kreuter was listing the excuses we give for not closing deals. The prospect didn’t like this, they preferred that, the competitor has this, etc. There is always an excuse. According to Dirk, the reason for our lack of success is that we simply don’t have enough potential business in our pipeline. You…