Here's a great guest post by Jeb Blount, Author of "People Buy You." _______________________________________________________ The secret to...
How to Break the Ice With Strangers
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There’s No Such Thing as a Wrong Number
Here's a good article from INC magazine about David Rosen, a sales rep who "gets it" regarding prospecting. In the article, they refer to...
A Case Study of a Dumb Cold Call
Hard to believe a salesperson could make so many mistakes in a short period of time, using so few words. But it happened. I'll explain in detail. I...
The Inside Sales Pros at Dental Health Products
Here are inside sales pros at Dental Health Products Inc. holding their Smart Calling books, right after the workshop last Friday at their national...
My Take on Inside Sales, and Where it’s Going
A few months ago I was introduced to a young, but rapidly-growing group, the American Association of Inside Sales Professionals. I was impressed....
Sales Pros From The Knot and The Bump
It's always refreshing to be able to stay in one of my home towns and do training workshops. This morning I delivered a Smart Calling workshop to...
The Simple Suggestion on Using Email
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...
Taking the Smart Calling Workshop Up North
Yesterday I was in Toronto delivering a Smart Calling workshop at the Sales Managers Meeting 2010 for Basics, an office supply, equipment and...
Sales Success is Similar to Liking Soccer, for Non-Fans of Soccer
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...