Art Makes a Phone Call Back to 1983–To Himself

Call Recordings, Humor and Silly Stuff, Random Rants

Last week I presented the keynote address at Inside Sales Boston-2010, an event put on by the American Association of Inside Sales Professionals. The topic was "People 1.0" and essentially focused on how sales is still a PEOPLE business, and we should use...

Photos From My Pacific Northwest Training Tour

Photos of Training Clients

Last week I traveled to the beautiful Pacific Northwest and worked with a number of inside and outside sales groups from five different companies over four days, presenting my Smart Calling training worshop. Sprague Pest Solutions I started with the sales reps from...

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...

An Audio Interview on Dealing With Price Issues

Objections, Price and Value

Clayton Shold, who runs the great site Salesopedia.com interviewed me about handle the price issue on sales call. Listen to that podcast below.                

Voice Mail from an Upset Customer (This made me laugh out loud!)

Humor and Silly Stuff, Voice Mail

I laughed out loud when a reader sent this to me, and I still do each time I listen, and watch the animation that some creative person added. This customer is obviously upset, but has a surprise ending.   (Warning: if you are offended by profanity, DO NOT...