A recent article of mine, Why Decision Makers Hate Cold Calls, is creating a number of responses to it on EyesOnSales, as well as a number of emails to me.  The majority of the responses are defending cold calling and challenging my thinking on the subject.
What I find […]

What is finding the right job worth to you? 
What is finding the right job worth to you? What will it do for your life? How will your life change? Let’s take a minute and go through a few reasons not to procrastinate in your job search.
The most obvious is a monetary gain. How much […]

I’ve received several emails and phone calls from clients wanting to know what they should be doing right now.  Should they be battening down the hatches?  Shrinking their sales teams?  Waiting to see what happens in Washington this week?  Heading for the mountains with food rations and ammo?  Others indicate they feel too […]

The simple answer to why decision makers hate cold calls is cold calls are one of the biggest time wasters for them.
Decision makers hate cold calls and have no interest in taking your call because all you do is waste their time.  Period.
Now, you don’t see it the same way.  You believe you have something […]

What would happen to your business if you were able to double the number of qualified prospects you are able to reach?How would it affect your bottom line if you met with and/or had comprehensive telephone conversations with twice the number of qualified, decision-makers?
How would it feel to have qualified, decision-makers eager,willing and delighted to […]

I’m sure you’ve heard of social media. I’m sure you’ve heard what social media can do you for your business. I’m sure you’ve heard that social media is going to change your life. I’m sure you’ve heard that if you’re not involved-if you haven’t embraced social media unquestioningly and with checkbook open, you’ll be left […]

Most professionals in the sales field have had some form of training during their sales career either formally, informally, or from a mentor. As you consider a change in career or industry, realize you can take what you’ve learned in sales and apply it to your career change or job search. 
Five ways to incorporate your […]

Ah, the endless search for the silver bullet, that magic formula that will make sales so easy, so quick, so painless.  For many in sales that Don Quixote quest is never-ending.   The internet is full of sites that promise that magic bullet—if you’re willing to pop for only $895, they’ll send you the 14 page […]

As far as professions go, selling is one of the simplest.  It has four basic elements: 1) identify a quality prospect, 2) connect with the prospect, 3) meet a want or need or solve a problem, and 4) monitor the solution to insure it continues to meet the need or resolve the issue.
There are few […]

Would you like a free unabridged audio copy of my bestselling book Creating a Million Dollar  a Year Sales Income: Sales Success through Client Referrals?  Well, you can have one courtesy of Jeb Blount, The Sales Guy.  That’s every second of the  4 hours and 18 minutes of the book—and not only do you not […]