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 [...]

I always laugh at someone’s comment when I hear them say, "You can’t sell that by phone." It’s ignorant.
Here’s yet another example of someone doing what others have said can’t be done: selling homes and barns by phone. Sand Creek Post and Beam last year made INC Magazines’s 2009 Top 500 List of fastest growing [...]

This has nothing to do with sales. But I am so upset I had to share it with you.
At this time of the year I get really optimistic, since Spring Training is now starting for baseball teams, and everyone technically still has an equal chance. I will attend as many spring games as I can [...]

As if I didn’t have enough to keep me busy, I’ve officially gotten into Facebook. I promise not to use it to tell you what I had for breakfast (energy bar) or what I’m wearing (workout clothes). No, all of my speaker/trainer/author friends and gurus say that Facebook is an essential element of the social [...]

Last Saturday I had the great opportunity to present my Smart Calling workshop to the student, faculty, and partners of Ohio University’s Sales Centre. The Sales Centre is a certificate program at the University that trains and prepares its students to hit the ground running after graduation, with sales as their chosen field.
I was thoroughly [...]

As you might have noticed, I’ve begun shamelessly plugging my new book, "Smart Calling-Eliminate the Fear, Failure, and Rejection from Cold Calling."  In short, it shows you, step-by-step, how to acquire intelligence about prospects, and then how to USE that information in opening statements, voice mails, and questioning to generate interest, build rapport, engage the [...]