A newer sales rep came into a company, in an industry he had never sold to before. Within two months he was kicking major butt and became the Number...
The Easy Way to Get Bigger Sales
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You Can Fool Your Attitude Into Being Positive and Confident
Debt crisis, stock market roller coastering, riots, wars... there's lots of fodder for negative people to grab ahold of and wallow in. Add to that...
When is the Best Time to Prospect?
Lots has been written over the years about the best time to prospect, which days, hours, etc. As I say in so many words in Smart Calling, much of...
The Wall Street Journal Printed This On Getting to Decision Makers? Really?
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,...
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...