The IDEAL Time To Call Your Prospect!

Posted April 8, 2013

I decided it was time for us to have a little pep talk about the ideal time to call a prospect. Some say it’s morning. Some say it’s afternoon. In fact, if you ask enough people, you will hear every conceivable day and time and that’s why I thought we should settle this once and … continue reading »

What To Do When Someone Hangs Up On You

Posted August 23, 2012

I don’t care how nice you are or how professional you are, sooner or later someone is going to hang up on you when you call to do business with them. What’s an aspiring sales rock star to do? First, let’s talk about what you shouldn’t do. Call back and do the old “I’m sorry … continue reading »

Thinking Beyond The Cold Calling Debate

Posted May 7, 2012

Sometimes we get caught up in a discussion, debate or full blown argument to the point that our own passion for the subject keeps us away from bigger issues. Enter the ongoing “Is the cold call dead?” debate. And just to silence those who feel a need to define a cold call . . . … continue reading »

3 Reasons Why I Use A Headset

Posted April 22, 2012

There was a time when I didn’t believe in using headsets and in retrospect it was an “ego” thing. When I launched my business last year, I decided to lose the ego and suite up with proper phone gear. There are 3 reasons why I enjoy using a headset, let’s get the obvious one out of … continue reading »

How To Get Better On The Phone!

Posted February 25, 2012

In this week’s podcast I offer several tips to help you get to new levels of awesomeness on the phone. There’s 4 very quick tips with lots of additional ideas sprinkled in for good measure! Scroll down and have a listen if you’re ready to rock! Now if you’re not in the mood to further … continue reading »

The Funny Things About Prospecting

Posted February 19, 2012

Make too many calls and you begin to sound mechanical and scripted. It can also burn you the heck out right quick.  Consider blocking calling sessions that never exceed 2 hours. When the session is done, move on to another sales activity. You can always come back to it later. Put all your eggs into … continue reading »

My Encounter With The Glenngary Leads!

Posted February 2, 2011

Once upon a time in a sales cubicle far, far away I managed a sales team that had a very cool luxury . . . a team of inside sales jedis who’s sole purpose was to set appointments for the outside sales jedis. Pretty freakin cool . . . huh? Well, upon mucho reviews and … continue reading »

70 Totally Random Phone Tips!

Posted January 11, 2011

So I’m sitting at home thinking to myself “Self, you have several blog posts and tips you’ve put out on how to use the phone more effectively. How cool would it be if you put those bad boys into a Free (no strings attached) E-Book and let everyone download it?” So if you would be … continue reading »

Deceptive Prospecting Isn't Bueno!

Posted September 15, 2010

Did you ever give serious thought to the impression you make when approaching a prospect? I mean, we’ve all heard that it can take as little as a few seconds to make a good first impression. No revelation there. Right? How about a bad first impression? How long does it take to undo one of … continue reading »

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