At a company's sales kickoff training seminar I was asked what to do when cold calling a prospect and they immediately brush you off. He wasn't...
How to Handle an Immediate Cold Call Brush Off
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Questions to Ask Yourself for Your Best Year Ever in 2013
Several years ago I started a year-end tradition of posting a list of questions for sales pros to ask themselves as they started their new year.It...
This Voice Mail Would Always Get a Returned Call from Me
In my inside sales and cold calling (Smart Calling) training programs often talk about the ultimate benefits or results you offer, and how those are...
Guy Changes His Name to HeadsetsDotCom
Companies spend big bucks to buy the naming rights to stadiums and arenas, with the hope that they will get a return on their investment in the form...
The Truth About Sales Scripts
Any time I hear or read a sales trainer, manager, or a rep demean the use of sales scripts, they lose credibility with me. Sometimes the problem is...
Another Horrible Cold Call Email
While technology has helped us become smarter in many ways, it also allows people to do dumb things in many ways. For example, salespeople sending...
You Will Love This Technique
If you watch any news shows, or listen to talk shows on the radio you have heard the teasers: "Coming up: something you will not believe." "After...
Being Grateful Turns into Great FULL-Ness
Since it's Thanksgiving week in the US, we'll wander a bit from the typical sales tip, yet it will still contribute greatly to your success, and...
You Won’t Believe This “Tired” Sales Voicemail Message
I thought I had heard it all. Until this sales voice message was sent in by a reader. They actually received this call at their offices. I guess the...