Did you go through an annual review recently?
They can be very profitable.
Oh, I’m talking about YOU doing an annual review  of your customer and prospect database, and then doing reviews with your customers and prospects.
That’s right. The first place to mine for gold is in the treasure you now possess.
Most people begin a new year [...]

A stranger approaches you on the street and asks for some money.
A person wielding a clipboard (or an IPad) jumps in front of you as you’re walking down the shopping mall and asks if you can take 10 minutes for a survey.
A woman at a bar is approached by a man she doesn’t know, who [...]

If on a sales or prospecting call, you have ever had a voice mail not returned, been screened out by an inquisitive gatekeeper, got shot down in the first 15 seconds, or did not stimulate rapt attention in your listener, you will learn how to avoid those problems in this NEW two-part webinar I did [...]

For those salespeople and managers out there who whine about how hard it is to actually talk to people, and that they are contacting so many more people by email because its more effective, here’s something to chew on.
Here’s an example of what likely is being sent by “salespeople” perhaps hundreds [...]

The NFL lockout is over, and camps are opening up, practices are in full swing.. I can almost guarantee not one coach is saying this to his quarterback.

Coach: "OK I need you to go out there and throw the long bomb on every play. Every time you take a snap, just toss it as far [...]

Lots has been written over the years about the best time to prospect, which days, hours, etc. As I say in so many words in Smart Calling, much of that I look at as crap, since I believe there is no way you can generalize the best times to reach decision makers, since there are [...]

First, let me go on the record with this: I love the Wall Street Journal. I’ve been a subscriber for years to both the print and online versions, and when I don’t get to them daily I stack them up and do a marathon reading session when I have time. It’s the best paper being [...]

It’s here! The complete Smart Calling audio training course is finally completed.
 
This is the complete audio training program for making a Smart prospecting call–as opposed to a dumb cold call– based on my bestselling book.  
You get seven hours of audio in 20 learning modules, and an accompanying workbook to take you through the [...]

One reason that most "cold" calls fail and result in rejection is that sales reps start their pitch the same way to everyone they speaking with, sounding like a talking junk mail piece.
A much better approach, one that stimulates interest, attention, and engagement, and the basis for the Smart Calling system, is to use personalized, [...]

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 [...]