Prospecting is More Than a Cold Call There are six steps to more effective prospecting campaigns will help you reduce pure cold calling and engage highly qualified prospects. “Why won’t salespeople prospect? All they ever do is complain that they…
Here Are The Five Most Common Reasons Salespeople Fail at Cold Calling For salespeople, cold calling is a primary means for filling your pipeline. Yet far too many sales professionals fail at cold calling because they don't understand that the…
Building Relationships On Sales Calls Building a relationship with someone you can't see can be difficult, but simply changing the way you talk can make a big impact. Here's six tips for using the phone to your advantage in making…
Brother Can You Spare a Sale There is a lot that salespeople can learn from panhandlers about cold calling, closing, time discipline, and self-motivation. Recently there was a major controversy in Toronto around panhandlers on the street and their impact…
Cold Calling is Alive and Well With New Rules Cold calling is one of the most targeted, efficient and effective ways to reach potential customers but there are new rules for cold calling in the twenty-first century that will help…
Pushing for a Sale on a Cold Call is All Wrong On a cold call, the moment you begin pushing for a sales, you are finished. Therefore, the key to engaging prospects on cold calls in asking a good opening…
Make 2,500 More Cold Calls and You'll Close More Deals Successful salespeople know that small cumulative steps, done every day, bring the most impactful results. The good news is, all it takes is one more call. The grand majority of…
7 Step Cold Call Opening Process The key to opening cold calls is crafting messaging that compels prospects to engage in meaningful conversations. In the 10 years that my book, Smart Calling™ has been out, it has helped prevent countless…
Regardless of why we are leaving a voicemail, it is a tool we frequently use, and there are specific strategies you can employ now to make your messages stand out and be remembered. We All Know This Feeling... You feel…
On this discussion with Dylis Guyan, host of The Inspired Selling Podcast, I discuss that most failure in sales - especially for business owners - is caused by the failure to prospect consistently. The brutal truth is, when you fail…
Use this checklist to determine why your email list may not be performing up to your expectations. Your lead generation email list is one of the top four factors that cause marketing campaigns to fail. This issue comes up in…
Asking people to call you back is a bit obnoxious--even if there is value and reason. When I got the message below from Daniel McLellan, I had to share it with you. The way he "closes" his emails is much…