After about a year in development, we’re officially introducing Smart Calling Online, which is the largest collection of inside sales, telesales, and prospecting training resources available anywhere. All of the best material I’ve created over the past 5-10 years in one place…

-over 500 sales lessons in text form,
-60 [...]

Just wrapped up a lively session with the talented Directors of Martin Lawrence Galleries across the US, America’s premier gallery of fine art, specializing in original paintings, sculpture and limited edition works. It wasn’t exclusively a session on using the phone, but sales is sales, and even though I know very little about art, other [...]

I often see sales reps who are "quoting machines." At every opportunity they prepare price quotes for prospects, thinking that they have hot opportunities. Actually what they are doing is positioning themselves as a common vendor that is selling on price, and opening themselves up to getting into a game where the prospect will try [...]

Last Thursday and Friday I worked with the sales pros at Heel USA, a company that sell homeopathic (natural) medications. Their flagship product is Traumeel, the number one natural pain reliever. On the left is the Practitioner group, selling to doctors, and on the right, the group selling to the retail trade. Two fun, talented [...]

I don’t get involved with most sales management issues since…well, I don’t know enough about them to be able to advise others. That’s why I frequently pass along resources when they appear to be worthwhile.
Since figuring sales compensation is such a sticky and convoluted exercise, and the perfect solution for all parties involved has yet [...]

For the past 10 years or so, there have been plenty of reality TV shows. They’re cheaper to produce for networks, and attract big audiences. Most are horrible, but that’s another story.
If I were doing a reality show for salespeople, I would loosely base it on one that was very popular and aired in 2003:  [...]

It was cold and snowing outside, but tropical inside at the Maui Jim International Sales Conference in Peoria, IL, last Friday and Saturday. My first presentation was a general session to over 350 sales pros and other associaties on Taking Your Sales, and Yourself, to the Next Level. It was also interpreted in 5 languages [...]

Here’s the group from Award Solutions that I presented a Smart Calling workshop to in Dallas last week. It was Ben Des Rosiers’ birthday (middle), so of course we had cake! Award provides technical training in the wireless industry. Great group!

A blog that’s on my reading list is by "The Sales Hunter," Mark Hunter. His most recent post is about a bad voice mail that is too typical of what is being left out there. And, Mark just informed me that he posted his review of "Smart Calling" last week… I was very pleased.