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 new OfficeRunner Wireless Headset System from Sennheiser, provided by Headsets.com. (I have one of these myself and I can tell you that it rocks!)
Here’s how the contest will work.
1. In the [...]

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 [...]

Yesterday I was in Toronto delivering a Smart Calling workshop at the Sales Managers Meeting 2010 for Basics, an office supply, equipment and furniture buying group, whose members are independent dealers all across Canada. I always enjoy the people in Canada, and we had a great group.

I’m really jazzed about the major sporting events going on this weekend. I’ll be attending the start of the NCAA men’s baseball College World Series here in Omaha, and closely following the U.S. Open golf tournament however and whenever I can.
What’s that…there’s another major sporting event going on? Oh yeah, that World Cup soccer thing.
Calm [...]

I’m often asked what has changed the most about sales in the past 5-10-20 years. Well, of course technology has made many things in our lives easier, but also has made us busier, which does not necessarily mean more productive.
One of the toughest challenges you face right now is dealing with crazy-busy prospects. It’s tougher [...]