Photo of Thomson Reuters Sales Pros

Photos of Training Clients, Uncategorized

Yesterday and today I’m working with a great group of reps at Thomson Reuters Tax and Accounting Creative Solutions. I’ve been coming here to Ann Arbor, MI, for over 10 years now to deliver training, and this company, like LexisNexis below, is a sales...

Sales Training Class Photo

Uncategorized

Last week I was in Dayton, Ohio to work with the newest sales pros at LexisNexis. Here are the reps who are handling new business acquistion (Smart Calling) and some who are responsible for retention of existing contracts.      ...

They Sell Barns By Phone

Photos of Training Clients, Sales Recommendations (presentations), Uncategorized, Voice Mail

I always laugh at someone’s comment when I hear them say, "You can’t sell that by phone." It’s ignorant. Here’s yet another example of someone doing what others have said can’t be done: selling homes and barns by phone. Sand...

Taking the Plunge into Facebook

Uncategorized

As if I didn’t have enough to keep me busy, I’ve officially gotten into Facebook. I promise not to use it to tell you what I had for breakfast (energy bar) or what I’m wearing (workout clothes). No, all of my speaker/trainer/author friends and gurus...

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...

Training to Help Sell Babies

Photos of Training Clients, Uncategorized

During the past 27+ years I’ve worked with companies selling lots of products and services, some very conventional such as software, office supplies, subscriptions of all types, and more. And then there are those products and services that you might not...