Yesterday in St. Louis I delivered a workshop for the Dot Foods sales force as part of the their national sales meeting. Dot is the largest food redistributor in the U.S.  The group of 80 or so was primarily outside sales reps who spend about half their time in-office, so of course the phone is [...]

Do you have anyone you buy from, or anything you buy, about which you say you will buy it forever?
Do you have any customers who are so over-the-top thrilled with you that they will buy from you forever?
I had an experience that made me a "customer for life" of Maui Jim sunglasses.
First, one thing about [...]

At our Chcago Telesales College last October two of our attendees came over from London. Larry Miller and David Lester are the owners of Achieving Quality Leads LTD, a telesales service agency that generates business-to-business sales leads.
AQL is unique in that all of its reps are home-based, which of course is an ideal position for [...]

I saw that just yesterday, real estate company Century 21 decided to quit producing and running TV ads. They were usually entertaining, and I’ll miss them.
One of my favorites was a humorous piece that illustrated a great a great sales point.
A real estate agent is showing a couple a house. He pulls in a driveway [...]

Sorry for not posting more frequently during the holidays and beyond until now. I’m back in the frozen tundra of Nebraska now (a record low of -14 this morning) but since Christmas I had been in the desert, working on projects, planning, delivering a couple of teleseminars, partying, and watching lots of sports, both in [...]

Happy New Year!
Several years ago I comprised a list of questions for sales pros to ask themselves as they started their new year.
It was extremely popular, received tons of reprint requests, as well as suggestions to share them again the next year. So now I do it every year.
I suggest you [...]