“Smart Calling” Wins Top Sales Book of 2010

Prospecting, Resources I Recommend

At today’s Top Sales Awards Ceremony,  Smart Calling was named winner of Top Sales Book of 2010. There were 10 total book finalists in the running. Public voting, which comprised 50% of the final winning outcome began on 11/24. Smart Calling led much of the...

Why You Hate Cold Calling But Can Change: The Myths Exposed and Truths Revealed

Prospecting, Resources I Recommend

Most sales reps hate prospecting by phone. Part of the reason is that they believe some of the many myths that have been perpetuated over the years about cold calling.  Most of these are nonsense, and just plain wrong. Perhaps you’ve heard them: Cold Calling Myth:...

Stealing Business From the Competition

Prospecting, Questioning

If you place prospecting calls (hopefully Smart Calls) you probably often hear, "I already buy from X-Company," or, "We’re happy with who we’re using." I know, at this point you feel like saying, "X Company! What a bunch of losers....

“Why Won’t Anyone Return My !*#@$% Call?”

Prospecting, Uncategorized

Here’s an interesting article from the Software Advice blog, "Why Won’t Anyone Return My !*#@$% Call?",  pointing out the fact that many buyers do their research prior to speaking with sales reps, and are quite knowledgeable about products...

When You Smart Call, You Never Need to Place Dumb Cold Calls Or be Rejected Again

Prospecting

We’re now almost five months into the launch of "Smart Calling-Eliminate the Fear, Failure, and Rejection from Cold Calling," and well into our quest to eliminate "cold" calling for professional sales reps. For those who might not be...

There’s No Such Thing as a Wrong Number

Prospecting

Here’s a good article from INC magazine about David Rosen, a sales rep who "gets it" regarding prospecting. In the article, they refer to it as "cold calling," but he really exemplifies Smart Calling, which is, well, the smart way to do...