Most sales reps hate prospecting by phone. Part of the reason is that they believe some of the many myths that have been perpetuated over the years...
Why You Hate Cold Calling But Can Change: The Myths Exposed and Truths Revealed
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New Recording of a Dumb Cold Call
I just posted a new Dumb Call Recording...a "cold" call I actually received from someone selling training. She obviously didn't know who I...
Holiday Season a Dead Time? Only if You Think it Is
During the holiday weeks around Christmas and New Years each year I traditionally talk about how those days are a great time to sell. I went back...
Smart Calling Workshop for Eaton Sales Team
On Wednesday I worked with the Federal Systems and Integration Services sales team of Eaton Corporation in Raleigh, NC. This group sells large scale...
Stealing Business From the Competition
If you place prospecting calls (hopefully Smart Calls) you probably often hear, "I already buy from X-Company," or, "We're happy with...
Avoid This Lie In Your Opening
I received this note on my Facebook Fan Page http://www.facebook.com/ArtSobczak from Darrell Potie a while ago. "Hey Art, maybe you could blog...
Chicago Telesales College Attendees
We had a great group of sales pros at the Chicago Telesales College workshop this week. It was the last public event we are holding until...
Five Dumb Sales Questions to Avoid
I was interviewed by Phil Dobbie on his BTalk podcast on BNet Australia and shared my Five Dumb Sales questions that you need to avoid. Listen to...
Art Makes a Phone Call Back to 1983–To Himself
Last week I presented the keynote address at Inside Sales Boston-2010, an event put on by the American Association of Inside Sales Professionals....