“Cold” calling is indeed dead, and should never be done. There’s no reason to, other than laziness. However, the calling for new business IS very...
The Cold is Dead, But Not the Calling; How to Prospect the Smart Way
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Stop Talking About Your Thing
Many sales reps create objections by talking about their “thing.” People don’t buy things, they buy results. Here I detail how to define your...
“The Art of Sales” Podcast is On the Air!
It's Premier Day for "The Art of Sales Podcast" and I invite you to join me! The first episodes are up, and I plan to cover all things prospecting...
Focus on THIS at the Beginning of Calls to Get Them Interested
Focus on this at the beginning of your calls, voice mails, and emails, and you'll get more people responding, and engaging....
Four Ways To Make Your Voice Mail Message Stand Out From the Clutter
Want to enhance your chances of a voice mail message being remembered, maybe even evoking a return call? 1. Back it up with a written message by an...
The $700 Breakfast
A couple of weeks ago, on the beautiful Amalfi coast in Italy, in Positano, we had breakfast one morning at a small open-air restaurant perched high...
A Great Objection Technique
We had a member in the Smart Calling Community group ask about what others put in their "objections answer book." I weighed in with how I’m not a...
Join Us in The Smart Calling Community of Sales Pros
Our new Smart Calling Community has been active here on Facebook for about a month as a closed, private group. I know that we likely missed people...
Dumb Questions Get Similar Answers
There ARE such things as dumb questions in sales. See what to avoid, and what to say in this brief video. And you'll see and hear Alexa, Siri, and...