A Case Study of a Dumb Cold Call

Prospecting

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 overheard Steve, my marketing guy, who also answers the phone in my office, talking to the caller: "Well,...

My Take on Inside Sales, and Where it’s Going

Prospecting, Sales Recommendations (presentations)

A few months ago I was introduced to a young, but rapidly-growing group, the American Association of Inside Sales Professionals. I was impressed. They are dedicated exclusively to advancing the profession of Inside Sales. If you are involved in inside sales, and...

Smart Calling Official Launch Day, Cash in On Free Bonuses

Prospecting

Today is the official release of "Smart Calling-Eliminate the Fear, Failure,and Rejection from Cold Calling." If you do any prospecting at all, this will flat out help you avoid the dumb cold calling mistakes that so many sales reps make, and show you...

One of the First Reviews of Smart Calling

Prospecting

Tim Rohrer writes the Sales Loudmouth Blog, one of the top-rated blogs out there. He just put up a very favorable review of my new book, Smart Calling. Now, I’ve never met, nor spoken with Tim, so he certainly wasn’t doing this as a friendly favor....

“Why Cold Calling is Not Dead”

Prospecting

As you might have noticed, I’ve begun shamelessly plugging my new book, "Smart Calling-Eliminate the Fear, Failure, and Rejection from Cold Calling."  In short, it shows you, step-by-step, how to acquire intelligence about prospects, and then how...

Five Tips for Successful Cold (Smart) Calling

Prospecting, Uncategorized

I was interviewed on Phil Dobbie’s BTalk show on BNET Australia, sharing "Five Successful Tips for Cold Calling." Hear the 20-minute interview. Of course I quickly pointed out that the call should not be cold, but Smart, as I shared material from my...