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Training to Help Sell Babies »

During the past 27+ years I’ve worked with companies selling lots of products and services, some very conventional such as software, office supplies, subscriptions of all types, and more. And then there are those products and services that you might not typically think about as being your typical sold-by-phone items: breast pumps, catheters, condoms, adult [...]

Thomson Reuters National Sales Meeting Training »

I’ve had the great opportunity to work with several divisions of Thomson Reuters over the past 10 years. It’s a company that really "gets it" regarding how to manage and execute inside sales at the highest level. Last Friday I presented all day for reps from their Creative Solutions, PPC, and MyPay divisions. It [...]

Photo of Training Participants: DealerTrack »

I was in New York this week presenting a workshop at their National Sales Conference for several groups of sales pros from DealerTrack, which provides software for auto dealers, and lenders who work with dealers. Here’s a photo of the great-looking group.

Winners of the Smart Calling Workshop Auction »

A few weeks ago I auctioned off a one-day Smart Calling™ training workshop. For this program, I donated my time and expenses, and the winning company’s check went to benefit the Miracle League of Arizona which is building a baseball field in Scottsdale for special needs kids.   
I did the seminar this week, and here [...]

Photos of Sales Pros »

Here is the most recent group of sales pros I worked with from LexisNexis in Dayton, Ohio.
LexisNexis is a company that recognizes the upward trend in the economy, is ahead of the game, and has committed to hiring new reps and investing in them so they are poised to seize opportunities in 2010.



Photos of Frontier Communications Reps »

I just returned from the Minneapolis area, conducting training for some talented pros at Frontier Communications.



Jackass Use of Cell Phones in Public »

Like many others, I am both amused and annoyed by people who hold full-volume conversations on their cell phone in public, oblivious to everyone around them. Here’s an amusing piece in Wired .

Another Call Recording: I’m still not sure what this guy was selling »

I was rushing around last Friday trying to get out of the office so I could get to the airport. (Went to the Indy 500 by the way, awesome experience.) A call came in and the guy introduced himself to Steve here as "Bob with an IT company."
OK, perhaps it was a training prospect, so [...]

How to Create Interest in 10 Seconds or Less »

This has happened more often than I’d like: I’ll be in a training session working on opening statements with sales reps, and someone will say,
"This won’t work in my market. My prospects are busy people. They won’t listen to this fluff. They want something direct."
So then I’ll ask, "Ok, what do you say?"
"I’m Jay [...]

Telesales College Attendees in Orange County »

Just finished my Telesales College workshop in Santa Ana, California. I’m always so pumped after doing one of these programs, since I also learn from the sales pros who attend.
Our final program until the Fall is next week in Boston. It’s not too late to get in. Get info at