How to Survive in a Post-Cold-Calling World

By Jeff Beals In 2007, it took an average of 3.68 cold-call attempts to reach a prospect. Today it takes eight attempts.  That’s according to TeleNet and Ovation Sales Group.  Some studies have indicated it requires 10 to 12 attempts to reach an executive-level...

How to Make the Most of Holiday Networking

By Jeff Beals It’s getting to be that time of year, where you can go to a networking event every day and another one every evening. I can’t possibly hit all of them but try to make many of them. If you’re going to run from receptions to dinners to end-of-year...

To Close More Sales Start at the Beginning

By Jeff Beals The legendary boxer Muhammad Ali once said, “The fight is won or lost far away from witnesses—behind the lines, in the gym and out there on the road, long before I dance under those lights.” At the end of a boxing match, spectators see the glory and...