Preparation
A couple of years ago I noticed the book, "Take the Cold Out of Cold Calling," by Sam Richter. http://www.takethecold.com/ It wasn’t a sales tips or technique book, but rather the most comprehensive collection of web search ideas I’ve ever seen...
Resources I Recommend
Thanks to sales and lead guru Tom Blue who included us in his Lead411.com blog as one of the Top 20 Sales Professionals on the Web. I’m honored to be in such high-level company!
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...
Preparation
Here’s a great guest post by Jeb Blount, Author of "People Buy You." _______________________________________________________ The secret to opening a conversation with a stranger is not what you say but rather what you ask. Among the most difficult (and...
Prospecting
Hard to believe a salesperson could make so many mistakes in a short period of time, using so few words. But it happened. I’ll explain in detail. I overheard Steve, my marketing guy, who also answers the phone in my office, talking to the caller: "Well,...
