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Everyone has had those embarrassing or funny phone experiences we love to share. Here’s your opportunity to tell the world, and possibly win a [...]

Hard to believe a salesperson could make so many mistakes in a short period of time, using so few words.
But it happened. I’ll explain in detail.
I overheard Steve, my marketing guy, who also answers the phone in my office, talking to the caller:
"Well, that would be Art. I’ll transfer you."
He put the call on hold [...]

Here are inside sales pros at Dental Health Products Inc. holding their Smart Calling books, right after the workshop last Friday at their national sales meeting in Green Bay. Great group! They sell supplies and equipment to dental offices, and provide a very personalized level of service that differentiates them from the big players. (everyone [...]

A few months ago I was introduced to a young, but rapidly-growing group, the American Association of Inside Sales Professionals. I was impressed. They are dedicated exclusively to advancing the profession of Inside Sales.
If you are involved in inside sales, and I’m assuming you are using the phone in some way in sales since you [...]

It’s always refreshing to be able to stay in one of my home towns and do training workshops. This morning I delivered a Smart Calling workshop to the 100 sales pros at The Knot and The Bump in downtown Omaha at their national sales meeting. What a rockin fun group! We were in a wide [...]

While technology has helped us become smarter in many ways, it also allows people to do dumb things in many ways.
For example, salespeople sending out non-targeted messages, or just plain old ill-conceived emails and voice mails.
Here is an email I actually received.

I regularly get questions about how to use email effectively in sales/telesales. Some reps say they are doing it more these days than calling.
In general, here’s how I typically answer:
I’ve heard all the excuses about prospects being hard to reach, decision makers being busy and not taking sales calls, blah, blah, blah. Upon close [...]