Even Brief Voice Mails Can Be Bad

Call Recordings, Humor and Silly Stuff, Voice Mail

Many times voice mails from sales reps are horrible because they are too long and go into a sales pitch. Here’s one that very brief, but nonetheless horrible. Thanks to Tim Freeze for sending it in. I have scrambled the audio of the guy’s name, company,...

Group Photo of Smart Calling™ Workshop Participants

Photos of Training Clients

I delivered my Smart Calling™ prospecting training workshop to the great sales pros at McAfee software. McAfee is a fine example of an organization that is doing well and increasing earnings despite the economy, and recognizes the importance of investing in its...

Overcoming Fear; How I Did It on the Golf Course

Self Motivation

Let’s take a look at situations where fear can be paralyzing and potentially cause you to not perform to your potential. Of course I’ll relate what I have to say to sales, but my personal example is about golf. Last weekend I played in a Member-Guest golf...

My Unbreakable Rules of Sales

Random Rants

In life we all have personal policies, beliefs, guidelines, and values that drive our thoughts and actions. We might bend or rationalize those from time-to-time. But then there are those iron-clad, set-in-stone rules that you just don’t compromise. And we have...

Cut Their Costs to Increase Your Sales

Questioning, Sales Recommendations (presentations), Unique Value Proposition

An entire special section in the Wall Street Journal focused on businesses cutting costs. A USA Today article discussed how more people are opting for credit cards that just don’t give airline or other travel points, both those that can cut mortgage payments, or...