That prospect is so dumb. We have a great product and he just doesn’t get it.” Ever heard or said that before? That itself is dumb. It’s not his job...
Your Benefits Might Not Be Benefits
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“Short Life-Lessons”
I'm asked to do interviews every week... podcasts, blog articles, etc. For that I am grateful that others find value in my work. Here's one that is...
An Independent Review Of, and Training On, “Smart Calling”
I had never spoken with the well-known sales trainer and author (and former reality TV show host) Victor Antonio. During the launch of the new Third...
How to Prospect Successfully, Without Rejection
I had a blast with Jason Bay, kicking off the free "Think Outside the Script" prospecting training summer tour last week.It was great to have heard...
Sales Leaders: Are Any of These Cold Calling Myths Holding Your Sales Reps Back?
When I talk with sales leaders whose reps are struggling with prospecting, quite often I find the root of the problem is actually with the leaders...
How Many Mistakes in This Cold Call Can You Spot?
Most prospecting calls fail in the first 10 seconds. As a direct result of what the callers says. See how many mistakes you can spot in this...
What to Say When Calling Customers to Add Value
Yes, we should be calling our existing customers during this challenging time. But, it should NOT be the lazy "Just checking in," or "Just...
Use These Two Questions to Close Perfectly
You've probably experienced the amateur salesperson or the cheesy, hard sell, shady huckster spring the "closing technique" on you, right? Think of...
How to Quickly and Easily Get Sales Intelligence About Prospects
Sam Richter is recognized as the world's leader in how to use the Internet and the "invisible web" to get intel on prospects, their organizations,...