Telephone Prospecting Truths

Telephone Prospecting Truths

I was presenting a prospecting workshop last week, and something interesting came up during the Q&A section. One of the participants, who seemed a bit agitated by my training content, said: “I don’t do any of this cold calling; I only make warm calls.” His comment...
Fully Present All the Time

Fully Present All the Time

As I sat by myself at a restaurant working on my laptop, I kept overhearing a group of four women at the table next to me. From time to time, they would say something that caught my attention, and I’d find myself eavesdropping a bit. (When you’re on the road by...
Sales Call Commoditization

Sales Call Commoditization

NOTE: This week I am running a guest article written by my friend and colleague, Anthony Iannarino, who just released a new book, Elite Sales Strategies: A Guide to Being One-up, Creating Value and Becoming Truly Consultative. By Anthony Iannarino The discovery call...
Clients Who Lack Urgency

Clients Who Lack Urgency

From 1980 to 1995, Gary Larson had a syndicated, single-panel cartoon known as The Far Side. It ran in thousands of newspapers and was pure genius in its simultaneous hilarity and simplicity. I could always relate to the cartoon especially one captioned, “Same planet,...
Tips & Tricks of the Trade

Tips & Tricks of the Trade

Today I share some collective sales wisdom in bite-sized chunks from three experts. Enjoy… Confirming Client Appointments Let’s say you successfully scheduled a face-to-face meeting with a prospective client, and the time for that meeting is tomorrow. Because you...