Prospecting
Whoa, wait, don’t jump. Come in off that ledge. Sure, things may not be the rosiest on Wall Street and with some financial companies, but guess what? Business is still moving forward. If you listen to the typical purveyors of negative thoughts, one might think...
Voice Mail
One of the top challenges for most salespeople, if not THE biggest pain, is getting to decision makers, and more specifically, dealing with voice mail. There are all kinds of systems, processes, techniques and tips on how to most effectively manage voice mail....
Call Recordings
I love getting sales calls. The good ones I learn from. The bad ones, well, they become good material for my seminars, articles, and other training. And I record most of them. From time to time, I will post recordings of calls here. Today I’m starting with the worst...
Uncategorized
So, why a blog? Good question. I resisted, dismissed, and pooh-poohed them forever, saying they were just boring personal diaries of vain, non-writers who had nothing of value to say but wanted to be published. Further, there was no good business reason to have one....
Random Rants
Every once and awhile, when the urge hits, I will spill a rant or two onto these pages. Things that might not appear to have anything to do with sales. But, then again, almost everything can be tied to sales. Interesting contrast in stories about two professional...
