I received an email over the weekend from Brian Lambert, the Director of Sales Development and Performance at the American Society for Training and Development, seeking salespeople, managers, sales trainers, and academics to help him in his research for his doctoral dissertation.

“I have to work harder than before, but even so, my sales this month will be better than last October’s.” 
“My prospects and clients are certainly feeling the pinch of the economy and they’re fearful.  But I also closed the biggest sale of my career last week.”
“Despite the news and the hype of the last two […]

I am honored and pleased that two of my articles were chosen as “Article of the Week” in September by Top 10 Sales Articles, and one, Why Decision Makers Hate Cold Calls, has been selected as the Article of the Month. My other article that was selected as an Article of the Week winner during […]

As Carle was walking back to her car after her first meeting with Ann, the COO for a small manufacturing company, she was worrying about her next call to Ann.  The meeting seemed to have gone well—Ann seemed to be genuinely interested, there seemed to be real potential for a sale, but she […]

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 […]

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 […]

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 […]