A Case Study of a Dumb Cold Call

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,...

The Inside Sales Pros at Dental Health Products

Photos of Training Clients

Here are inside sales pros at Dental Health Products Inc. holding their Smart Calling books, right after the workshop last Friday at their national sales meeting in Green Bay. Great group! They sell supplies and equipment to dental offices, and provide a very...

My Take on Inside Sales, and Where it’s Going

Prospecting, Sales Recommendations (presentations)

A few months ago I was introduced to a young, but rapidly-growing group, the American Association of Inside Sales Professionals. I was impressed. They are dedicated exclusively to advancing the profession of Inside Sales. If you are involved in inside sales, and...

Sales Pros From The Knot and The Bump

Photos of Training Clients

It’s always refreshing to be able to stay in one of my home towns and do training workshops. This morning I delivered a Smart Calling workshop to the 100 sales pros at The Knot and The Bump in downtown Omaha at their national sales meeting. What a rockin fun...

The Simple Suggestion on Using Email

Following Up, Unique Value Proposition

I regularly get questions about how to use email effectively in sales/telesales. Some reps say they are doing it more these days than calling. In general, here’s how I typically answer: I’ve heard all the excuses about prospects being hard to reach,...