I’ve had the great opportunity to work with several divisions of Thomson Reuters over the past 10 years. It’s a company that really "gets it" regarding how to manage and execute inside sales at the highest level. Last Friday I presented all day for reps from their Creative Solutions, PPC, and MyPay divisions. It [...]

While working on my new book, " Smart Calling -Eliminate the Fear, Failure, and Rejection from Cold Calling," (out in March 2010) I had the opportunity to interview some very fascinating people who have lots to offer for us salespeople.
Craig Elias was a top sales rep for telecommunications company World-Com. During its collapse, Craig realized [...]

At a training seminar I was asked what to do with a prospect who blows you off the phone even before you can get your opening statement out of your mouth.
Should you just call back right away and act like you were disconnected, he asked.
Well, you could, but really, is that going to cause them [...]

First, the response to the free motivational quotes ebook has been enormous! That’s great, happy to provide the value. FREE is an interesting concept, and I do suggest you pick up Chris Andersen’s book. "Free: The Future of Radical Price," to see how the economics of giving things away works in today’s economy.
OK, my final [...]

If you are reading this, congrats, you obviously  made it through the most depressing day of the year without doing anything drastic. 
 
Yes, January 18 was the most depressing day, according to Dr. Cliff Arnall, a British researcher from Cardiff University. 
 
Dr. Arnall, who studies such things (and does that make HIM feel better or worse about himself personally, just wondering) 
takes into account [...]

Here’s more on dumb questions.
I was getting ready to whip up a nice dinner, and realized I forgot to get green onions. No problem. I hustled to the grocery produce section, took a plastic bag from the dispenser, and selected a nice bunch.
The high-school-aged checkout kid rang them up, gave me my change, handed [...]

I don’t care what anyone says: There are dumb questions.
My next several posts this week will give examples of dumb questions and I’ll make some sales lessons points. Also, please add your own comments or examples of dumb questions.
I called up my favorite local pizza joint to get my regular two-slice-and-a-drink lunch special. The guy [...]

I just found out that we made the list of one of the Top 10 Sales Blogs, put together by S. Anthony Iannarino. He’s Chief Sales s Officer of SOLUTIONS Staffing, the Managing Director of B2B Sales Coach & Consultancy, and an Adjunct Faculty member at Capital University where he teaches Persuasive Marketing, Personal Selling, [...]

Last week I had the opportunity to present four days of training to the sales pros at Global Knowledge in Raleigh, NC. These reps, whose title is Training Advisor, sell technical IT training. During the four days I presented to each of the three groups for just over two hours each day, a great method [...]

About a year ago I blogged about my experience with Maui Jim sunglasses and how I was now a customer for life because of my great service experience with them. Well, now they are a customer of mine as well.
Yesterday I worked with their Corporate Gifts sales team at their national sales meeting in Scottsdale. [...]