Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but essential activity in our profession. Even those who are good at it rarely like it. Nevertheless, those who are successful in sales do it regularly because without prospects, one does not sell anything.

If you hate cold calling to the point where you won't do it, you've got a serious problem. Let this go on long enough, and you'll watch your commissions drop from low to zero as you lose your job.

If you truly hate cold calling to the point where it is really hurting your sales, I may know one of the reasons why.

Where's The Pressure?

Too many salespeople take the bulk of the pressure on themselves in the sale. We've been conditioned into it by a society that teaches us that buyers shop, and sellers are there to "serve". You've heard this before... "serve the customer".

In "serving the customer", we feel that we have to do whatever they ask to get the sale. Some prospects act like bratty children that just have to have their way. This can be quite annoying to deal with.

In letting this belief "serving the customer" dominate our attitude towards buying and selling, we give up a lot of power. It's kind of crazy if you really think about it. The prospect is the one who does or does not have a problem to solve. Its not your problem - you are just offering a potential solution.

If your prospect does have a problem to solve, then it is his responsibility to solve it - not yours. What you can do is help him figure out how to solve it, and offer your products or services if they solve the problem.

When cold calling, you are looking for problems that you can actually solve. How effective you are at cold calling is really a matter of how effective you are at uncovering problems that you can solve. It is *not* a game of how good of a "pitch" you can deliver over the phone.

If you plan your cold calling by trying to craft the most interesting, exciting, and sparkling pitch to wow your prospects into meeting with you, then you are putting way too much pressure on yourself. This may just be stressful for you, or it can even be disabling to the point where you can't or won't do any cold calling.

I have a simple formula to take the pressure off of yourself and put it where it belongs - on your prospect.

Cold Calling Formula

  • Introduce Yourself, Your Company, and Your Results.
  • Get Permission To Ask Questions.
  • Ask Questions To Uncover and Amplify Problems and Opportunities.
  • Simple, huh? So simple, it may seem too easy.

    The secret to the cold calling formula is how you do each step. Here's an example:

    "Hello, this is Shamus Brown calling."

    "I am with Jupiter Financial Partners, and using private equity, I help people get high investment returns without the risk and volatility associated with the stock market.

    "Do you have a few minutes to let me ask you a few questions about your investments?

    "What percentage did your investment's increase this past year?

    "Oh, they didn't increase... they declined by how much?... hmm, sounds bad to me, but I am not you - is that kind of performance OK with you?"

    This follows the simple format outlined above. Introduce yourself and your company, and wrap that introduction with a statement of the results that you provide for your customers. This is one of the keys to making cold calling easier.

    The only thing your prospect will likely hear at the beginning of the call is your results. When you are cold calling someone, you are interrupting them in some way. Their attention is elsewhere. When they hear the results that you offer, you will get their attention IF they are interested in those types of results.

    Next, if they are interested in those results, they will more than likely answer yes to your request to ask a few questions and talk further.

    Finally, you immediately get into probing for problems, and amplifying the consequences. Once you are there, you will stir up their motivation and desire to talk further about your product or service.

    Stop using lengthy introductions in your cold calling. If you get that slightly uncomfortable or nauseating feeling in your stomach while delivering your phone "pitch", it is because your pitch is too long. The longer your pitch is, the more you are "at risk" because you do not know how the message is being received.

    Shorten your cold calling opener to just the essential results that you provide, and then get right into probing for problems. You'll sell more this way.

    © 1999-2004 Shamus Brown, All Rights Reserved.

    Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/

    In The News:

    The Best Sales In Home Decor Right Now  ForbesIf you're thinking about shopping for a new living room sofa or a completely new bedroom set, there's no better time to buy than President's Day weekend.
    Honda Activa maintains lead in sales - Best selling scooters Jan 2019  RushLaneHonda Activa has maintained its position at the top as India's best selling scooter for yet another month. Here is a detailed sales report of scooters.
    Namogoo: Don't Let Hackers Steal Your Online Sales With Fake Ads  ForbesNamogoo is an Israeli company that helps companies fight against "customer journey highjacking," in which fake ads are injected into websites to lead ...
    Germany resists UK plea to resume arms sales to Saudi Arabia  The GuardianGermany has rejected a plea by the UK foreign secretary, Jeremy Hunt, to resume arms sales to Saudi Arabia, denying that its embargo weakens Europe's ...
    Walmart's Online Sales Growth Comes at a Cost  Motley FoolWalmart (NYSE:WMT) is growing online sales faster than any other major competitor in the United States. The retail giant reported e-commerce growth of 43% ...
    Telecom customers face 'unacceptable' harm from misleading sales tactics, CRTC says  CBC.caNew rules are needed to prevent telecom companies from using aggressive and misleading sales practices that harm consumers — particularly seniors and ...
    Home sales and inventory down throughout western Massachusetts in January  WWLP.comThe Realtor Association of the Pioneer Valley released a report for January that shows sales and inventory are both down. However, single family home prices ...
    Sales tax expansion leaves everyone a bit miffed  CTPostHARTFORD — Haircuts, laundry, legal services, veterinarian visits and parking are on the list. Even paying an accountant to file your taxes could now be subject ...
    Apple's stubborn refusal to make a cheap iPhone resulted in its biggest sales decline in 3 years  Business InsiderApple saw its biggest iPhone sales decline in almost three years over the holiday quarter, according to new Gartner data. That ties in with an overall pattern of ...
    Kingdom Hearts 3, Resident Evil 2 Topped January 2019 Game Sales  IGNNintendo was the only company to see an increase in both hardware and software sales in January 2019.
    New claim dogs Oracle: After $11m of sales, I was unfairly axed before next big deal – because I am a 64yo woman  The RegisterOracle, facing US government charges that it discriminated against women by paying them less than male colleagues, has been sued yet again for gender and ...
    Puma edges past rivals in India sales to emerge as top sportswear brand  Times of IndiaNEW DELHI: Puma has edged past arch rival Adidas to emerge as the top sportswear retailer in India. Puma reported sales of Rs 1,157 crore for a period of 12 ...
    United Finds Way to Make Up for Weak Transatlantic Economy Sales  SkiftUnited Airlines is struggling to fill transatlantic economy class seats at reasonable fares, but is making up the difference by capitalizing on a robust United ...
    Liquidation sales offer big discounts at Payless, Gymboree  Wink NewsIf you missed the Presidents Day weekend sales, there's still time to save. Two very popular stores, Payless ShoeSource and Gymboree, are closing down which ...
    U.S. Retail Sales Still Better Than Most  Seeking AlphaLast week, Retail Sales raised eyebrows as the December release came in with a horrendous print. Of the developed economies tracked, the US actually has ...
    Aircraft sales continue shallow climb  AOPA PilotFebruary 20, 2019 By Jim Moore. The General Aviation Manufacturers Association reported modest increases across piston, turboprop, and business jet aircraft ...
    Despite the slaughter in Yemen, Britain is still chasing arms sales  The GuardianDefence contractors in Abu Dhabi for the Middle East's biggest arms fair are supported to the hilt by UK ministers, says campaigner Andrew Smith.
    Recreational sales halted at Salem dispensary due to inventory issues  Boston 25 NewsRecreational sales at a Salem dispensary have been put on hold temporarily, the company announced Tuesday.
    NBFC liquidity normalises: Fresh bond sales jump 30% in January  Moneycontrol.comShadow bankers depend on the bond market to raise short -term capital for on-lending, and they go to banks for long-term finance.
    China's Passenger Electric Vehicle Sales Jumped To 91000 In January, Suggesting 2 Million Total Sales In 2019 — CleanTechnica Report  CleanTechnicaThe China EV sales count for January 2019 is in, recording 91175 passenger vehicle sales, and around 96000 when adding on commercial vehicles sales.
    Walmart Posts Strong Holiday Sales Gains in U.S.  The Wall Street JournalWalmart's profit and sales rose over the winter holidays, a sign that the retail giant lured shoppers from rivals and that Americans continued to spend freely amid ...
    Ann Taintor Woodhouse Sales  Grosse Pointe News (subscription)Grosse Pointe Park resident Ann Taintor Woodhouse Sales, 85, died peacefully Friday, Feb. 15, 2019, at home surrounded by family. Ann was born Feb.
    KAZ Minerals profit up 14% on higher sales  MarketWatchKAZ Minerals PLC (KAZ.LN) on Thursday reported a 14% rise in 2018 net profit after higher copper production translated into increased sales of the red metal ...
    Third-party online sales would be taxed under bill moving to full Utah Senate  Salt Lake TribuneUtah consumers would start to see a sales tax on items purchased online from small out-of-state sellers that use the platforms of retail giants such as Amazon, ...
    South African smartphone sales rose by 7.2% in 2018  MyBroadbandGfK South Africa's latest report showed that the smartphone market enjoyed substantial growth in 2018.
    Maryville man falls victim to online car sales scam  WATE 6 On Your SideThe car you see for sale on Craigslist may have been posted by a scammer. A young man in Maryville learned this the hard way. He didn't suspect it was a scam ...
    Weak bond auctions flash warning on India's record debt sales  LivemintMumbai: India is struggling to sell its bonds at recent auctions, and that's even before Prime Minister Narendra Modi embarks upon a record borrowing program.
    Guess what's brewin' at Rutgers games? Beer sales! And RU officials expect profits to be stout  NJ.comRutgers will be selling beer and alcohol to football fans sitting throughout HighPoint.com Stadium in 2019 and men's basketball fans at the RAC in 2019-20.
    Trump officials accused of promoting nuclear power sales to Saudis  Financial TimesWhite House officials have been pushing a plan to sell US nuclear power technology to Saudi Arabia in potential defiance of legal restrictions and regulatory ...
    The "Weak" December Retail Sales Report Is Good News for TJX and Ross Stores  Motley FoolChristmas wasn't kind to department stores, but the two biggest off-price retailers in the U.S. probably had another successful holiday season.
    Black market pot sales booming in wake of legalization: Cops  Toronto SunThe federal Liberals legalized recreational cannabis in Canada last year promising it would inject billions into government coffers and eliminate the black market ...
    Report coming Thursday to outline proposal for legally regulated heroin sales  Vancouver SunProduced by the B.C. Centre on Substance Use, the report aims to address the ongoing opioid crisis, organized crime's role in the drug trade and the profitability ...
    Honda's New Hybrid Beats The Toyota Prius In U.S. Sales  Seeking AlphaToyota Prius has been the hybrid compact car sales leader for close to two decades. However, its U.S. sales have now fallen for several years in a row. Kia Niro.
    Videogame sales -19% in January, with Switch a bright spot  Seeking AlphaAdding to recent videogame stock doldrums, industry sales tracked by NPD Group fell 19% Y/Y in January. That's a bit of a pullback after videogames' best D.
    Des Moines voters should support the local-option sales tax on March 5  Des Moines RegisterAs nearly every other Iowa community already has done, Des Moines should raise sales tax by 1 cent on the dollar to fairly fund basic services.
    With Sales and Stars, the First Frieze Los Angeles Was a Major Hit. But How Much of That Was Special Effects?  artnet NewsOur columnist peels back the euphoria around the first Frieze Los Angeles to examine the fair's prospects beyond year one.
    Herbalife Sales Rise 9% in Latest Quarter  The Wall Street JournalHerbalife Nutrition Ltd., whose chief executive abruptly resigned last month, reported a 9% sales increase in its latest quarter, driven largely by growth in Asia ...
    Apple's priorities are shifting as iPhone sales continue to sink  CNBCAs iPhone sales continue to sink, Apple has made several key moves over the last year as it prepares new offerings to juice growth elsewhere in the business.
    HomePod sales up in fourth quarter, Amazon and Google extending lead  AppleInsiderSmart Speakers such as the HomePod have helped almost double the global shipments of the product category in the fourth quarter of 2018, but while Apple's ...
    Businessman loses RM150k due to iffy point-of-sale devices - Nation  The Star OnlineIPOH: A man lost nearly RM150,000 after several failed transactions using Point of Sale (PoS) devices.
    Walmart takes online ad sales in house, dealing huge blow to WPP unit  AdAge.comWalmart is taking website ad sales and related analytics work handled by WPP's Triad in house, affecting hundreds of jobs and eliminating the bulk of work for a ...
    Middle class home sales are looking up in Lafayette Parish  KLFYLike any other market, Lafayette's real estate market has its ups and downs.
    Greater Vancouver Condo Prices Officially Go Negative, Fewest Sales Since 2010  Better DwellingThe Greater Vancouver condo rush might have just turned. Real Estate Board of Greater Vancouver (REBGV) numbers show condo apartment prices declined ...
    US housing sales declines and inventory rises, luring potential new buyers: report  The Real DealThe U.S. housing market keeps slowing down, with January having marked the sixth consecutive month of declining sales.
    Report: US company to stop sales of genetic tech in Xinjiang  KIRO SeattleBEIJING (AP) - Thermo Fisher Scientific Inc. says it will no longer sell or *service* genetic sequencers in China's mostly Muslim region of Xinjiang following ...
    10 Pot Stocks on Pace for More Than $100 Million in Sales in 2019  Motley FoolA wide variety of marijuana stocks is expected to deliver significant sales growth this year.
    Walmart Baby Savings Day, Amazon February Baby Sale offer parents steep discounts  KMSP-TVFor parents -- or soon-to-be parents -- Walmart, Amazon, and other stores are slashing prices and offering discounted baby gear with February sales.
    County votes not to extend Sunday beer sales hours  CitizentribuneNEWPORT—Despite the petition of a local business to level the playing field with other surrounding counties, the Cocke County Legislative Body struck down a ...
    Maruti Suzuki Vitara Brezza Crosses 4 Lakh Units Sales Milestone  ZigWheels.comThe sub-4 metre SUV has achieved this feat in under three years.
    China's car sales in January fell 16 percent, marking seven months of decline  CNBCChina's automobile sales in January fell 15.8 percent from a year earlier, the country's top auto industry association said on Monday, marking the seventh ...
    Church food sales | Community  Independent TribuneFriday, Feb. 22. Boger Reformed Church, 7313 Gold Hill Road, Concord, is holding a hot dog sale from 11 a.m. to 2 p.m. Hot dogs, homemade chili and slaw, ...
    A Guide To President's Day Mattress Sales 2019  Forbese have conducted our research across a breadth of online mattress retailers and compiled a list of current President's sales and promotions.
    Laura Ashley profit warning as sales slump  BBC NewsThe retailer said it made zero profit for the last six months of 2018 as sales fell 4.2%.
    Dublin Liberties Distillery eyes sales of 50,000 cases  The Irish TimesCompany has enhanced capacity to produce up to 2.1m bottles of whiskey annually.
    Girl Scout puts shirtless 'Aquaman' hunk on cookie box and sales soar  Boing BoingWith the help of her mom, a Girl Scout in Colorado has turned Samoas into "Momoas." Cookie sales have skyrocketed for fifth-grader (and "Top Cookie CEO") ...
    JR East to end sales aboard Yamabiko bullet trains  The Japan TimesEast Japan Railway Co. says starting March 15 it will no longer sell food and other goods aboard Yamabiko bullet trains on the Tohoku Shinkansen Line. Such.
    Washington bill raising tobacco sales age to 21 passes in House  MyNorthwest.comOn Tuesday the Washington House of Representatives passed House Bill 1074, raising the age of sale for all tobacco and vapor products from 18 to 21.
    Vehicle sales skid 15% in January 2019  Philippine StarLocal vehicle assemblers registered a 15 percent decline in sales in January from a year ago on continued weak demand for cars.
    NJ takes first steps to ban sales of all baby walkers  New Jersey 101.5 FM RadioTRENTON — A bill that has taken its first wobbly steps in Trenton would ban the sale of baby walkers in New Jersey over concerns that young children continue ...
    Walmart sales boost Wall Street, Australian share market could follow US gains  ABC NewsThe Australian share market is eyeing gains at the start of trade after a strong sales result from US retail giant Walmart gave Wall Street a boost.
    Overkill's The Walking Dead earned $3.7m from sales in Q4  GamesIndustry.bizStarbreeze earned $3.7 million in revenue from Overkill's The Walking Dead in the fourth quarter, despite the game launching at the start of November.
    Legislature discusses allowing cannabidiol sales in Nebraska  WOWTState lawmakers are deciding if they should remove cannabidiol from Nebraska's banned substance list.
    Japanese Sales Charts: A Big Week for PS4 Sees Jump Force, Catherine, and More Break Top 10  Push SquareIt's been a busy week in Japan as far as new releases on PS4 are concerned. Jump Force (perhaps unsurprisingly) topped the software charts, moving a decent ...
    Q3 results: For Glenmark, slow sales in the US flag debt concern  LivemintGlenmark share prices are down 5% since the pharma firm announced its Q3 resultsWhile Glenmark's Q3 revenue rose 15.9%, its US revenue grew just 5% in ...
    Square Enix restructures dev teams from 11 to 4 after sluggish sales  VentureBeatSquare Enix has 11 internal development teams, but it's cutting that down to just four by the end of this year after disappointing Just Cause 4 sales.
    Zarif decries 'US hypocrisy' over planned nuclear sale to Saudis  Aljazeera.comNeither human rights or a burgeoning nuclear programme are a real concern for the US, Iran's foreign minister says.
    Pub and cinema site sales will boost Harold’s Cross apartment supply  The Irish TimesLand development deals completed for Rosie O'Grady's pub and former Classic cinema site.
    Gas car sales are down in China, EU, US. Electric cars to blame.  TreehuggerNow, if only we could get US drivers out of their trucks.
    ‘Rang-tan’ advert fails to boost frozen food group Iceland’s sales  Financial TimesUK frozen foods group Iceland said same-store sales were lower than expected in Christmas quarter, despite the publicity generated by its controversial ...
    The best President's Day sales and deals  CNETHail to the cheap! Score great deals on fitness gear, laptops, meal delivery and more.
    Tesla Model 3 Sales: How Many Will Tesla Sell In 2019?  InsideEVsThe Tesla Model 3 has quickly conquered the luxury car segment. In its full first year on the market, the new EV sold an estimated 138,000 units in the US, ...
    New car sales running out of gas in Hawaii  Hawaii News NowA recent report says Hawaii consumers are buying fewer new vehicles.
    New Super Mario Bros. U Deluxe Japanese Sales Prove Plumber Port Profitability  Nintendo LifeBlimmin' game takes up half the headline! - While the number of Wii U ports Nintendo has bought to Switch might be a bone ...
    Marijuana company Canopy Growth posts 282% sales jump  QuartzNearly four months to the day since Canada legalized marijuana, Canopy Growth's sales have never been buzzier. The world's largest pot company yesterday ...
    Iceland’s sales slump despite banned palm oil advert at Christmas  iNewsIceland has announced a slump in its sales during the Christmas period, despite generating huge interest from its banned festive advert. The frozen food chain's ...
    Superbike sales decline in India for above 800cc segment - Discounts on offer  RushLaneSuperbike sales have declined for the first time in India in many years. Thanks to this, huge discounts are on offer by Ducati, Kawasaki, Harley, Triumph.
    Directory seeks to spark sales at black-owned businesses in Youngstown  WKBN.comCharles Colvin and Arthur Ward saw a need to bring awareness to Youngstown's black- and minority-owned businesses.
    The best Presidents Day sales 2019  TODAYIn honor of Presidents Day, many retailers are having major discounts on furniture, appliances, mattresses, electronics and more.
    Coles supermarket sales growth slows as Little Shop boost tails off  ABC NewsThe popular collectables campaign boosted sales over the half but the effect seemed to wane in the second quarter as Coles delivers its first result since ...
    Volkswagen Group's Global Sales Decline By 1.8 Per Cent In January 2019  NDTVAuto.comThe Volkswagen Group delivered 882,200 vehicles to customers worldwide in January 2019 which was 1.8 percent down compared to the same month last year ...
    David Miliband adds to criticism of UK arms sales to Saudi Arabia  Financial TimesFormer UK Foreign Secretary David Miliband called for the British government to stop selling arms to Saudi Arabia, adding to the pressure on ministers to rethink ...
    Puppy and kitten pet shop sales could be banned in Wales  BBC NewsThe sale of puppies and kittens through pet shops would be banned in Wales under plans being put out to consultation. Wales' rural affairs minister Lesley ...
    Best President's Day Sales On Furniture Steals From Macy's  ForbesCreate the dining room you've always dreamed of with these deals of dining room furniture from Macy's.
    Bill to allow Sunday liquor sales passes West Virginia Senate  WBOY.comCHARLESTON, W.Va. (AP) - The West Virginia Senate has passed a bill that would allow retail outlets to sell liquor on Sundays.
    Boom! Fossil Vehicle Sales Are Officially Now Decreasing In China, Europe, & USA — #CleanTechnica Report  CleanTechnicaFebruary 16th, 2019 by Dr. Maximilian Holland. Sales of fossil fuelled vehicles are now on the decline in the world's three largest auto markets, and being ...
    City plans to use sales tax revenue for pensions  Bakersfield NowThe passage of a new sales tax in Bakersfield promised tax payers increased law enforcement and fire personnel. People are now feeling they've been misled, ...
    38 Best President's Day Sales on Laptops, TVs, Gear (2019)  WIREDWe found the best tech bargains for the long holiday weekend from Apple, Google, Amazon, Dyson, and more.
    Mattel forecasts a year of flat sales despite growth in Barbie and Hot Wheels  MarketWatchMattel talked up its big names during a recent analyst meeting, but is guiding for a flat year in sales.
    Crypto crash leads to inventory pile-up at Nvidia, sales slaughtered  The RegisterYou can't make a silk purse out of a sow's ear, so found Nvidia's management team last night as they reported a pig of a quarter that saw revenues and profit ...
    House Bill aims to abolish sales tax on feminine hygiene  KGBT-TVTexas State Representative Alex Dominguez plans to abolish sales tax on feminine hygiene products with his House Bill 1707. If passed, female medical ...
    Turn Site Visitors into Sales with WordStream's CRO Toolkit  Search Engine JournalWant to boost your site's conversions? Try this landing page solution which makes it simple to deliver the right messages to the right visitors.
    Peterborough-born company Hamuq targets $5M in sales in 2019  ThePeterboroughExaminer.comA Toronto-based company that sells state-of-the art mattresses online that was launched at Peterborough's downtown business incubator in early 2017 is eyeing ...
    PepsiCo Looks To 'Accelerate Growth' Even As Beverage Sales Slip  ForbesWith soda sales losing their fizz, PepsiCo is looking at water and other non-carbonated options to lure thirsty consumers.
    On the Charts: Ariana Grande Has Best Sales Week of Career With ‘Thank U, Next’  Rolling StoneAriana Grande easily captured Number One, her second trip atop the Billboard 200 in six months, as the singer's Thank U, Next opened with 360,000 total ...
    Pot stocks see sales growth, but keep losing money  MoneySenseWhat should investors make of the first quarterly reports since cannabis became legal? More patience is needed.

    Selling Strategy - 5 Ways To Success

    Web sites exist for essentially two purposes. The first is... Read More

    Selling Your Way To Success

    I wonder when we decided to become a sales person.... Read More

    Sell More: How to Get Motivated Buyers To Call You First

    How many sales opportunities have you lost to competitors who... Read More

    Handshake Intimidation

    In some situations, attempting to intimidate the other person will... Read More

    Do You Know When You Are Being Sold To?

    Britney Spears has recently caused controversy with suggestions that the... Read More

    How Improve Conversion Rates

    Do you know your conversion rates? Conversion rate is the... Read More

    Unique Selling Propositions

    If you have competitors, then you should have at least... Read More

    How to Acquire More Leads

    The most effective prospecting techniques were revealed in the August... Read More

    An Introductino to Insurance Lead Generation

    It is vital that insurance salespeople have a steady stream... Read More

    Ask for the Business

    Many times in the process of making a sales presentation... Read More

    Exporting to Europe: Not the Challenges You Think

    If you plan to do sell your product or service... Read More

    Can You Use Hynotic Like Statements To Sell More Products?

    As I become more successful with my internet business I... Read More

    Your Voice is Your Instrument

    On an introductory call, your voice is your instrument. During... Read More

    The Power of Thank-You

    When was the last time you thanked your customers?This often... Read More

    The ?Write? Way to More Sales

    The sales letter you can't put down?the advertising copy that... Read More

    Selling To Women - Selling To Men - It Isnt the Same

    Selling To Women - Selling To Men - It Isn't... Read More

    Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test

    Business owners should be more like doctors.Forget selling and start... Read More

    Leads, Prospects, and the Huge Gap Between

    The leads marketing delivers to the sales team never seem... Read More

    Three Big Ol Tips for Better Sales Letters

    Growing up in the South, I used the phrase "big... Read More

    Four Easy Steps To Building A Powerful Employee Incentive Program

    Want to build a successful incentive program for your company?... Read More

    12 Handy Tips for Generating Leads through Cold-Calling

    Cold calling can be a great way to generate quality... Read More

    How to create your own Unique Selling Proposition

    Why would a prospect buy from you rather than from... Read More

    Selling ? Remember These Ten Rules and Succeed

    There are thousands of books and seminars on how to... Read More

    Tips for Increasing Your Profits with Gift Certificates

    Offering gift certificates is an excellent way of increasing sales... Read More

    Business is Great; I?m Just Not Selling Anything!

    Awhile back you had a great idea. An idea that... Read More