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Steve Dade commented on

Think. Feel. Know. Do

Here’s what to keep in mind when you are writing emails, proposals, or even VMs.


A simple formula to make the messaging better.


Think. Feel. Know. Do.


Think - what do you want the prospect to think about. BIG HINT it’s not your product


Get them thinking about the problem.


Feel - how do they feel right now? What emotion do you want them to feel after reading your email?


Know - what do you want them to know about the problem. What’s the potential impact of it all.


Do - what should they do with what you just told them. It isn’t always hop on a call.


It could be asking a team member a question. Or watching a video. Or reading an article.


There you go.


Before you send that next email, take a pause and review.


Think. Feel. Know. Do.

Kevin Dorsey
Inside Sales Top 10 Sales Leader at PatientPop
Bravo
+2
Robert Anders
Head Of Sales at Comtravo
Love it. Easy but very structured and professional approach. Will implement this into my e-mail-training!
Bravo
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Kevin Dorsey
Inside Sales Top 10 Sales Leader at PatientPop
Def has improved our response rates! 
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Josh Etress
VP of Sales & Client Success at Wildsparq
Thanks for sharing - I love the simple framework you've provided. In my personal experience, the 'feel' portion is often overlooked or underthought when getting sales emails. It takes more time to craft but the value is there.
Bravo
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Kevin Dorsey
Inside Sales Top 10 Sales Leader at PatientPop
100% Josh - People skip the emotional side of it all. 
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Paul Dean
Sales Enablement Program Manager at PlanGrid
Good advice, Kevin Dorsey . I like the way this approaches empathy and getting a rep to be other-focused before hitting that button. So much of the time, we want to pitch too early and too often. Another practical thing that I would do myself and get reps to do is to send a test email to themselves and open it on mobile.

When they were reading it ou...
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Bravo
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Kevin Dorsey
Inside Sales Top 10 Sales Leader at PatientPop
I think that's a great point, you should aways double check the format and length. Good stuff!
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Steve Dade
Sr. Account Executive at Balance Staffing
This is great advice, Kevin!  Thank you for sharing this.  I especially love the "know" section where you want them to know the impact of the problem.  Often times sales reps focus on finding the problem, but never how it impacts the prospect.  That is where you go from being a "typical sales person" to being a solution provider and consultant.
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