Calling for New Business Doesn’t Work, Right? That’s What I Read on the Internet

Prospecting, Random Rants

A few weeks ago I wrote about how there is lots of sales BS floating around that is not grounded in reality. (See that here) Again, today I see an anti-cold calling piece.  It pokes fun at someone who is successful at prospecting and had shared his own best...

Beware of the Sales Advice You Read Online

Random Rants

I imagine there are some new sales reps out there who might get their information from just one source, take it as gospel, and as a result get stuck in the molasses of mediocrity. They might be attempting unsound methods, while avoiding others they have been warned do...

Brief, Random Sales Observations

Random Rants

Each month in my Telephone Prospecting and Selling Report, the eight-page newsletter that is part of the Smart Calling Online membership, I share my brief sales observations and experiences from the past month. If we are aware and just look around us every day,...

Art Makes a Phone Call Back to 1983–To Himself

Call Recordings, Humor and Silly Stuff, Random Rants

Last week I presented the keynote address at Inside Sales Boston-2010, an event put on by the American Association of Inside Sales Professionals. The topic was "People 1.0" and essentially focused on how sales is still a PEOPLE business, and we should use...

Want a Dose of Motivation?

Random Rants, Self Motivation

I’m often asked who I like to follow for pure motivational and attitude information. Well, there are so many I could publish a directory. One that is certainly in the top 1% is my friend and fellow mastermind group member, Dr. Alan Zimmerman, who’s an...

Man Suing My KC Royals for Getting Hit in the Eye With a Wiener (insert your own punch line)

Random Rants

This has nothing to do with sales. But I am so upset I had to share it with you. At this time of the year I get really optimistic, since Spring Training is now starting for baseball teams, and everyone technically still has an equal chance. I will attend as many...