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Analyze the Sales You Won to Find More »

While working on my new book, " Smart Calling -Eliminate the Fear, Failure, and Rejection from Cold Calling," (out in March 2010) I had the opportunity to interview some very fascinating people who have lots to offer for us salespeople.
Craig Elias was a top sales rep for telecommunications company World-Com. During its collapse, Craig realized [...]

You’ll Never Graduate from this School »

It’s graduation season. Kids all over are finishing their high school and college education. For many, their formal learning has ended.
I still vividly recall my own college days. It seems like yesterday. Reading hundreds of pages weekly, doing papers, projects, speeches, investing many hours in the library doing research…pulling the occasional all-nighter to cram for an exam when  I got [...]

Get a Headstart on the Economic Upswing »

The stock market has been steadily inching up over the past  few weeks. Economic indicators are showing signs of improvements. Economists who study such things are even  whispering that things are getting better. Even though some sales reps might doubt it, the worst is behind us.
And NOW is a great time to plan for the [...]

The Fundamentals Work Every Time »

First, I can’t begin to express how overwhelmed I am with the thoughtfulness of you, my readers and customers, and I’ll put most of you in the category of "friends."
In response to my email and blog post below last week I had several hundred replies, many with your own story of how you have, or [...]

Hear Art Interviewed on a Radio Show About His Posting Below »

Today I was on Walt Sorg’s morning radio show, AM Lansing, 1320 WILS in Lansing, Michigan. Walt’s talk show covers a variety of topics every morning, and he’s one of the few radio personalities I’ve ever heard that really gets business and sales, and I’m delighted when he invites me to be on. You can [...]

Obama’s Oath of Office and Preparation »

You have probably seen the video of President Obama being sworn in, and the slight slip-up by Supreme Court Justice John Roberts, which in turn confused Obama, causing him to have to restate the lines, and then they
subsequently repeated the entire process in private the day after.
What really bothers me is how Roberts was portrayed [...]

Stupid Things We Say, Like “Lipstick on a Pig” »

When was the last time you said something really stupid on a sales or prospecting call?
One of those things where, as it’s streaming from your mouth you have that Homer Simpson “DOH!” moment.
I have them all of the time. At a training workshop I said something to the effect of, “Some people would give [...]