One reason that most "cold" calls fail and result in rejection is that sales reps start their pitch the same way to everyone they speaking with,...
Smarten Up Your Prospecting Calls With “Social Engineering”
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Help Them Tell You What They Want
If you handle incoming telephone inquiries or follow-up on mail-in or web business leads by phone, keep one thing in mind about these people: Even...
Are Your Follow-Up’s Accomplishments, Or Just Activities?
Do you really know where you stand with the prospects in your follow-up files right now? Come on, really now? I'm not trying to make you feel bad,...
Just Announced: The Only Telesales College Training Workshop of the Spring/Summer
We've just finalized the details! Join me in Chicago, April 27-28 for the only public Telesales College training workshop planned for the...
The Demand Solutions Sales Pros
I just returned from St. Louis, delivering a Smart Calling...
What Avoidance Behavior is Holding You Back?
Picture the sales rep who spends two prime hours every day online, and reading trade journals, the Wall Street Journal, and more, "so he can be...
Smart Calling Online Now Open! Go Sample it for FREE
After about a year in development, we're officially introducing Smart Calling Online, which is the largest collection of inside sales, telesales,...
Art Helping to Sell Art?
Just wrapped up a lively session with the talented Directors of Martin Lawrence Galleries across the US, America's premier gallery of fine art,...
Forget Doing Quotes. Create Personalized Proposals To Win More Sales
I often see sales reps who are "quoting machines." At every opportunity they prepare price quotes for prospects, thinking that they have...