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...
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...
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,...
Photos of Training Clients
Yesterday I was in Toronto delivering a Smart Calling workshop at the Sales Managers Meeting 2010 for Basics, an office supply, equipment and furniture buying group, whose members are independent dealers all across Canada. I always enjoy the people in Canada, and we...
