A CEO Shares How to Really Sell to Them

"The Art of Sales" Podcast

Lots of “experts” will tell you how to sell to the C-Suite. But few, if any, have actually held that position. Our guest in this episode of The Art of Sales podcast, Dan Hoemke, not only was the CEO of a Fortune 500 company, but also was a top producing...

An Example What What NOT to Do on Prospecting Voice Mails

Voice Mail

One of my training program past attendees told me he really enjoyed the recordings of calls that I play at training programs and post online and said they are incorporating them into their own training. He sent in this prospecting voice mail that his boss had received...

How to Get Responses to Voice Mail and Email

Voice Mail

Did you hear the latest? It’s harder than ever to get people to reply to voice mail and emails. Most messages get ignored and deleted. No kidding, right? Yet, a few DO get responses. In the newest The Art of Sales podcast episode, you’ll hear FIVE proven...

Ask the “Kondo Question” to Declutter Your Follow Up Files

Following Up

Although I like to think I keep up on what’s going on (somewhat) with pop culture, the whole Kondo thing got miles by me before I caught on. It was just a few weeks ago. A Facebook friend posted pictures of her kitchen and said she “Kondoed” it. I thought she meant...

How to Respond to “I’m not interested.”

Resistance and Rejection

Nothing has ended more prospecting calls than the words, “I’m not interested.” Or, variations of it, like, “We’re all good.” Or “We’re happy with what we have.” But, most salespeople who get blown off the phone by these things don’t understand that these are NOT real...