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:...

New Recording of a Dumb Cold Call

Call Recordings

I just posted a new Dumb Call Recording…a "cold" call I actually received from someone selling training. She obviously didn’t know who I was or what we do. Listen in here.

Holiday Season a Dead Time? Only if You Think it Is

Self Motivation

During the holiday weeks around Christmas and New Years each year I traditionally talk about how those days are a great time to sell. I went back and read some of that material and will share it with you again now. If you are going to be in the office during these...

Smart Calling Workshop for Eaton Sales Team

Photos of Training Clients

On Wednesday I worked with the Federal Systems and Integration Services sales team of Eaton Corporation in Raleigh, NC. This group sells large scale uninterruptible power supplies to the government. With the small group we had lots of interaction and they all...

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....