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 exactly what to do and say instead to get success.
And, as part [...]

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. I’m pleased and honored by what he wrote.
As [...]

What are you doing this coming weekend?
You probably have some things planned. When I ask that question in training seminars, most people give very detailed answers: going out to dinner, working in the yard, going to kids’ games and practices…personally I’m doing a boys Spring Training baseball weekend.
We plan the stuff that’s important.
Contrast that with [...]

Of all the reality shows on TV, the one that actually has some value other than mindless entertainment is Celebrity Apprentice. I made a point to watch the premier last night, and saw a couple of very important sales lessons in action.
The teams of celebrities were divided, men versus women. Their task was to see [...]

I’m a huge sports fan, sports nut actually.
Our local NCAA hockey team, nationally-ranked University of Nebraska-Omaha is preparing for its second-round of playoff games this week, after sweeping Bowling Green this past weekend, and ending the season on a roll, beating the number one team in the country, and several other highly-ranked teams. 
UNO started the [...]

One of my vendors, 800Link.com, the company we use for voice mail service, told us on a customer service call that we could reduce the amount we are paying each month, AND get a higher level of service by switching to a new plan. THAT was a value-added call.
Some might question the intelligence of the [...]

As if using the phone in sales and prospecting wasn’t challenging enough on its own, we also have to deal with working in an environment where there are scumbag scam artists duping unsuspecting targets. The legitimate office supply dealers and document imaging companies that sell toner know what I mean, since that is a classic [...]

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 expert on personal peak performance. He has written the "12 Little-Known [...]

I always laugh when I see the the "studies"or suggestions on "Best times to call" prospects.
 
In fact, I devote a page to it in my new book, "Smart Calling." (Have you reserved your copy yet? Amazon.com is selling it at a pre-release discount of just $14.93)
To summarize, my feeling is that if you are [...]