The Only Sales Knowledge You’ll Ever Need

By Jeff Beals In his new book on selling, Anthony Iannarino asks readers to finish this sentence: โ€œI sell ___.โ€ He then writes, โ€œIf you answered anything other than โ€˜outcomes,โ€™ you are wrong. If you answered with your product, service or solution, your answer is so...

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.ย  Thatโ€™s according to TeleNet and Ovation Sales Group.ย  Some studies have indicated it requires 10 to 12 attempts to reach an executive-level...