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,...

Taking the Smart Calling Workshop Up North

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...

Sales Success is Similar to Liking Soccer, for Non-Fans of Soccer

Questioning, Voice Mail

I’m really jazzed about the major sporting events going on this weekend. I’ll be attending the start of the NCAA men’s baseball College World Series here in Omaha, and closely following the U.S. Open golf tournament however and whenever I can....

A New Sales Book You Need to Own: SNAP Selling

Resources I Recommend

I’m often asked what has changed the most about sales in the past 5-10-20 years. Well, of course technology has made many things in our lives easier, but also has made us busier, which does not necessarily mean more productive. One of the toughest challenges you...

More Sales Pros from LexisNexis Matthew Bender

Photos of Training Clients

Here are the Account Executives at LexisNexis Matthew Bender I presented a workshop to on Thursday in Albany. These AE’s are more responsible for retaining and growing existing accounts, selling printed legal resource guides to law firms, corporations, and the...