Cold Calling
Have a Name
When you drop in on businesses, you immediately fall into one of two groups: Friend or Foe. There are ways to disarm people’s initial threat assessment of you, to give you time to warm up
5 Voicemail Mistakes You Don’t Know You’re Making
“This is John Smith. Please call me back at your earliest convenience.” That’s a dull message, isn’t it? Unfortunately, many salespeople utter those words every day. What they don’t realize is that their voicemail message
Cold Calling
Scorecard
Sales can be a competitive sport, and just like in any other sport, it is important to track your progress. This is where a sales scorecard comes in handy. A sales scorecard allows you to
What Parenting Taught Me About Sales Management
A few days ago, I was standing in my kitchen, preparing my coffee. My five-year-old son came up to me, tugging at my shirt-tail. “Daddy, Daddy look at this, I drew it!” Perhaps one day,
Cold Calling
Energy Follows Focus
Energy is created or destroyed when you put your focus or attention on it. And so, what you focus on is created in your world. Everyone has the ability to create energy—both positive and negative.
Cold Calling
Do You Have a Sales Buddy?
One way to liven things up on the road is by bringing someone along. When you go into sales calls, you both can evaluate each other’s pitches. Chances are, your buddy will be doing things
Cold Calling
Always Leave Something Behind!
One of the most important aspects of selling is making an impression and having people remember you. If you don’t have anything to leave behind, you’re doing yourself a disservice and chances are those people
Cold Calling
Where Fear Comes From
Fear can stop you in your tracks and really wreak havoc on your productivity. Learning more about where that fear comes from, can empower you to push beyond comfort zones and turn you into a
Cold Calling
Intro to Cold Calling
Welcome to a short series on Cold Calls. The kind you do, by knocking on doors, and speaking face to face. The psychological aspect for some people can be the hardest part. In this series,
Management Tips
How to do a Sales Team Reset
A Sales Team reset is all about getting the team together to make sure everyone is on the right track.
