First, let me go on the record with this: I love the Wall Street Journal. I've been a subscriber for years to both the print and online versions,...
The Wall Street Journal Printed This On Getting to Decision Makers? Really?
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How to Avoid Sounding Like a Babbling Fool
I was on a sales call, talking with a sales manager at a high-tech firm that sold a highly specialized, niched product. Things were progressing...
Listen for the “Problem-Trigger” Words
Quiz time. Here's a situation. Think of the very next thing to leave your mouth in response: On a call with a prospect, someone who has contacted...
Complete Smart Calling Audio Training Program Just Released
It's here! The complete Smart Calling audio training course is finally completed. This is the complete audio training program for making a...
Sales Lessons from World Champion Poker Player, Annie Duke
I had dinner with world champion poker player,author, and Celebrity Apprentice finalist, Annie Duke last weekend. Well, me and 10 other people. My...
You’ll Never Graduate From This School
It's graduation season, and odds are you know someone who is involved with a graduating student. I was in Omaha over the weekend and drove by my...
How Many Questions Should You Ask at a Time?
At a social function I was talking to a guy who asked five questions in a row, didn't listen to any of the answers, and only used his questions as a...
Shocking Secret Techniques of Sales Superstars
This post could be the most amazing one I've ever put out. I had the unique opportunity to interview the best of the best in sales to find out what...
Ask for Action, Not Permission
An article that originally appeared in the New York Times on October 15, 1997, titled "In War Against No-Shows, Restaurants Get Tougher,"...