Why Cold Calling Is Dead

Our world of selling is closed off from other areas of business that continue to adopt and embrace new, efficient ideas. I was reminded of this recently while re- reading Seth Godin's "Permission Marketing." Here's a book that was intended for business owners and marketing executives, yet it provides a much-needed dose of common sense that would be of great benefit to sales organizations, especially sales managers, who continue to cling to very old, and, in their minds, very right, ideas. Unfortunately, our brave new world has made these old ideas very wrong.

Seth Godin talks about Interruption Marketing versus Permission Marketing. Interruption Marketing is traditional advertising that interrupts your day in an attempt to get your attention and sell you something. In other words, it is the marketing equivalent of Cold Calling. Permission Marketing is systematically getting prospects to give you permission to present to them. In other words, it is marketing's equivalent of what I teach salespeople to do. In the book, Seth uses the metaphor of someone trying to get married to describe the flaw in Interruption Marketing, or Cold Calling. The bachelor goes into a singles bar and asks every woman in the place to marry him. When they all say no, he blames his clothes, buys a new suit, and tries again at another bar, only to fail again and again, just like a cold caller.

Are you getting the point he tries to make in that story? Think about it. A salesperson spends weeks cold calling with dismal results. The salesperson goes to the sales manager for advice on what to do differently to start getting results. A conversation ensues about what the salesperson is doing. A lot of old ideas begin to surface. Ideas such as "Initial Benefit Statement," "Elevator Speech," and other concepts that once upon a time were the right answers, but have since become very wrong answers. Working on these things is the equivalent of the man in the story blaming his failure on the suit, changing into a new suit, then going to a different singles bar to do it all over again.

With the business world in its present state, I really don't see how salespeople can afford to keep fooling away their time on old ideas that were once right but are now fatally wrong. It is this very feature of capitalism that is causing salespeople, managers and organizations to fail in record numbers. Capitalism is essentially "creative destruction." In other words, capitalism is a perpetual cycle of destroying old, less-efficient businesses and ideas and replacing them with new, more efficient ones. People and companies are clinging to old, obsolete ideas and are being dragged down to failure by them. Yet they still won't let go. I think the reason they can't let go is simply because it wasn't all that long ago that they really did have the right answers. It reminds me of a story I once heard about Albert Einstein when he was a professor. One of his student assistants who was preparing for an incoming class said, "Professor Einstein, what test are we giving them?" To which Einstein replied, "The same test we gave them last week." Bewildered, the student assistant replied, "But Professor Einstein, we already gave that test." Einstein simply said, "Yes, but the answers are different this week."

The bottom line is that the answers are different. The rules have changed. Time is running out for those who do not adapt to the new rules. As Napoleon Hill put it so well, "Whenever a nation, a business institution, or an individual ceases to change and settles into a rut of routine habits, some mysterious power enters and smashes the setup, breaks up the old habits, and lays the foundation for new and better habits."

If you're not achieving the sales success you desire, perhaps it is time for you to lay the foundation for new and better habits.

Frank Rumbauskas is the author of Cold Calling Is A Waste Of Time: Sales Success In The Information Age. He is the founder of FJR Advisors, LLC, which publishes training materials that educate salespeople on how to generate business without cold calling. For more information, please visit http://www.nevercoldcall.com

In The News:

The highest-paying sales job in the US pays as much as $185,000 a year—here are the other 6  CNBCJobs site Glassdoor analyzed its extensive user database to find the seven highest-paying sales jobs and discovered that wholesale and manufacturing sales ...
Beer sales back on highway to growth after a sober year  Economic TimesSales grew 4.6% in 2018, but companies expect numbers to taper off this year due to an increase in taxation and liquor curbs during election.
U.S. New Home Sales Rise 4.2% Has Little Impact On Gold Prices  Kitco News(Kitco News) - The gold market continue to trade near its session lows, but is seeing little reaction to stronger-than-expected housing sector data.
Twitter Q1 flies past estimates with sales of $787M and EPS of $0.25, but MAUs drop to 330M  TechCrunchSocial networking and media platform Twitter today reported its results for the first quarter of the year, and it's a strong one. The company said that revenues ...
Medlife crosses Rs 1000 crore sales, expects 50% growth in FY20  MoneycontrolThe company's pharmacy segment showed grew three times from last year and the lab vertical contributed to about Rs 40 to 45 crore of the revenue.
Walgreens raises minimum tobacco sales age to 21 after FDA pressure  CNNWalgreens Boots Alliance will no longer sell tobacco products to anyone under the age of 21 starting in September, in response to an FDA crackdown.
Mass retailer private label sales dominate national brands  Grocery DiveDollar volume from mass retailer private label brands climbed 41% over the past five years while national brands only increased by 7.4%, according to a report ...
Second Generation Honda Amaze Sales Cross 85,000 Units In 11 Months  NDTVAuto.comThe second generation Honda Amaze was launched in May last year and has turned out to be a popular seller for the Japanese automaker. In fact, the ...
Indian junk bonds make a comeback as sales soar to five-year high  VCCircleSales of Indian junk bonds have made a big comeback in 2019, almost tripling to hit a five-year high, boosted by a risk-on rally.
Sales of the cheapest and swankiest homes are tanking, but for very different reasons  CNBCSales of existing homes were weaker than expected in March. But behind the headline numbers, an even more disconcerting dynamic is playing out. Both the ...
Coca-Cola sales, profit beat on strong demand for water, soft drinks  MoneycontrolCoca-Cola Co beat estimates for quarterly sales and profit on April 23, as it sold more water and soft drinks, including its signature soda and Coke Zero, sending ...
Harley Sales Fall, But Motorcycle Shipments Exceed Forecast  The Wall Street JournalHarley-Davidson sold more motorcycles than expected in the first quarter, but sales fell due in part to lower prices on models sold abroad.
Marijuana Sales in Canada Are Going Nowhere Fast, Analysts Say  Barron'sRecreational pot sales in Canada haven't exactly been red hot since the country became the first wealthy nation to legalize marijuana nationwide in October.
Salesforce debuts AI enhancements to Sales Cloud, updates Quip with live file embedding  VentureBeatSalesforce's AI improvements aim to streamline access to information and collaboration for both salespeople and marketing teams.
U.S. Existing-Home Sales Declined in March  The Wall Street JournalSales of previously owned U.S. homes dropped in March, suggesting weaker demand despite lower interest rates and a strong labor market.
Amazon Earnings: Will Decelerating Sales Continue?  Motley FoolHere's how the e-commerce juggernaut is coping with slowing revenue growth.
How the 'LinkedIn on Steroids' Sales Navigator App Could Send Your Sales Through the Roof  EntrepreneurLet us show you how this premium app could be worth its weight in superior sales leads.
iRobot stock plunges after earnings show slight sales miss  MarketWatchIRobot Corp. continued to be a volatile stock after earnings Tuesday, falling more than 10% in after-hours trading as sales of its Roomba products came in...
Sales and Deals of the Day: Save an extra 20% at Timberland  Business InsiderWe rounded up the 8 best sales and deals happening today to save you time, with savings at Timberland, J.Crew, and Leesa.
Hasbro Sales Jump With Help From ‘Magic’ Card Game  Wall Street JournalHasbro shares rallied after the toy maker reported higher first-quarter sales, helped by a new digital gaming version of is “Magic: The Gathering” card game and ...
‘Avengers: Endgame’ Sparks Pre-Sale Bonanza (4,000 Sold-Out Showtimes) And A ‘Captain Marvel’ Resurgence  DeadlineFandango reports that "Avengers Endgame" from Disney's Marvel Studios has already sold out 4000 showtimes.
This Entrepreneur Went From 50 Investor Rejections To $200 Million In Sales  ForbesThe founder of Thrive Market didn't take the easy route to success. Instead of graduating from a great college and taking a safe job at a big name firm with a ...
How to Align Sales Compensation with Strategic Goals  Inc.It's all about find the right mix of the seven types of compensation.
A "Choppy" Demand Environment Dents W.W. Grainger's Sales Growth  Motley FoolThe industrial supply company booked healthy profits but found it difficult to nudge its top line in the first quarter.
Why Are Electric Vehicle Sales Low? Psychology Provides Clues  Scientific AmericanScientific American is the essential guide to the most awe-inspiring advances in science and technology, explaining how they change our understanding of the ...
Gophers turn to alcohol to boost slumping ticket sales at Williams and Mariucci  Star TribuneUniversity of Minnesota administrators believe that adult beverages should flow as freely in the stands at Gophers basketball and men's hockey games as in the ...
Top auto executives are privately very worried about the state of auto sales  CNBCDespite the bullish speeches at the New York auto show, there's a sense of growing concern among industry leaders and analysts.
Statistics Canada reports wholesale sales up 0.3% in February  Cloverdale ReporterWholesale sales gains were led by the motor vehicle and vehicle parts and accessories subsector.
Shimano's bike sales up 2.4% in Q1  Bicycle RetailerOSAKA, Japan (BRAIN) — Shimano says high-end bikes sales in North America and e-bike sales in Europe helped drive a 2.4 percent sales increase in the first ...
Recently Hot Housing Markets Now See Biggest Sales Declines  BloombergBuyers in the tightest U.S. housing markets finally got what they've been looking for: inventory. But instead of sales surging as a result, they're sinking.
Billionaire Developer's Son Buys $7.2 Million Singapore Apartment From Dad  BloombergBillionaire property developer Kwek Leng Beng's latest luxury condo in Singapore has seen robust demand since its launch last month. It doesn't hurt that some ...
IBM Halts Sales of Watson AI For Drug Discovery and Research [Updated]  ExtremeTechAs the AI hype-cycle has built, we've been treated to a plethora of claims about what sorts of improvements and breakthroughs the technology can deliver.
Existing Home Sales Down 4.9%, Resume Slide After February Surge  MishTalkFollowing a revised lower surge in February, Existing home sales flopped in March.
Switch Overtakes Nintendo 64 Lifetime Sales, According To New Estimates  Nintendo LifeNext target: SNES - The Nintendo Switch has now sold more units than those achieved by the Nintendo 64 throughout its life...
O’Meara: Front Range plant sales have home gardens covered  Boulder Daily CameraDespite teasing weather from Mother Nature, area gardeners are gearing up for a new season of planting beautiful flowers, delicious fruits and *fresh* vegetables.
18 Best Easter Sales for 2019: Apple, Amazon, and More Tech  WIREDTo escape from under that cumulus cloud of candy-colored chocolate, browse the best Easter tech deals on the Echo Dot, iPad, Garmin Fenix, and more.
U.S. to Clamp Down on Iranian Oil Sales, Risking Rise in Gasoline Prices  The New York TimesNEW ORLEANS — The Trump administration is poised to end a program that has allowed five large nations, including China and India, to buy Iranian oil despite ...
Phoenix-area home sales sluggish in March compared to last year  KTAR.comA recent real estate report showed a spring housing slump, with the Phoenix area experiencing a larger annual decline last month than the rest of the U.S..
Lockheed, Frustrated with US Air Force, Eyes Foreign F-35 Sales  Defense OneThe *service's* proposed purchase of Boeing F-15s has the company increasing its sales efforts on Capitol Hill, and elsewhere. Lockheed Martin is becoming ...
Chipotle earnings: Shares rally as digital ordering and delivery drive sales  MarketWatchAnalysts and investors are bullish on Chipotle as digital initiatives show signs of driving up sales.
Kraft Heinz Picks New C.E.O. as It Faces Weak Sales and S.E.C. Inquiry  The New York TimesKraft Heinz said on Monday that Miguel Patricio, an Anheuser-Busch InBev veteran, would succeed Bernardo Hees as chief executive, signaling a potential ...
What Shortage? Tesla Has Plenty of Model 3s on Sale, Online, Today  ExtremeTechThe Tesla Model 3 backlog may well be cleared up — unless you want the $35,000 base model, that is. Go online to Tesla, and if you live in a big metro area, ...
Polaris' 20 percent hike in snowmobile sales helped a lackluster quarter  Star TribuneSnowmobile sales surged 20% during the snowy winter months.
Sales and Deals of the Day: Save 20% sitewide at Boll and Branch  Business InsiderWe rounded up the 8 best sales and deals happening today to save you time, with savings at Boll & Branch, Target, and Foot Locker.
Shashank Srivastava to replace R S Kalsi as sales & marketing head of Maruti Suzuki  ETAuto.comNEW DELHI: India's largest carmaker Maruti Suzuki India has appointed Shashank Srivastava as the new head of sales and marketing with immediate effect, ...
Lower Mortgage Rates No Relief for US Home Sales  WOLF STREETAcross the US, hot and cold housing markets all thrown into one bucket: Sales of “existing homes” (single-family houses, townhouses, condos, and co-ops) in ...
Michigan Senate approves ban on e-cigarette sales to minors  MLive.comThe legislation bans the sale of vapor products to people under 18.
Jawa March 2019 Sales At 54 Units – Unhappy Owners Cancel Booking  RushLaneJawa owners have started to cancel booking due to no update from company regarding delivery. Jawa has failed to start delivery as promised.
Treasury yields move higher ahead of home sales data  CNBCU.S. government debt prices fell slightly on Monday as investors continue to watch for *fresh* economic data.
Housing Stays Weak, Existing Home Sales Drop More Than Expected In March  International Business TimesThe U.S. housing market remains distressingly weak, with data published Monday showing existing home sales fell a more-than-expected 4.9 percent to a ...
Report: Samsung Galaxy S10, S10+ sales on par w/ S9 so far, S10e offers slight edge  9to5GoogleAfter years of strong sales, the Galaxy S9 was a bit of a disappointment for Samsung. Now, a report is claiming that sales of the Galaxy S10 family so far are ...
Megabrands like Coca-Cola are fighting back - so what's going on?  Sky NewsCompanies such as Procter and Gamble and Coca-Cola are reporting improved results despite worries about changing consumer tastes.
Britney Spears may have called off Vegas residency over 'soft' ticket sales  Page SixBritney Spears' team announced in January that she was calling off her Vegas residency because of her father's serious illness. But there may be more to the ...
Ontario Premier Doug Ford weighs in on beer sale battle  Global NewsIn an unprompted call on Monday to Global News Radio, Ford claimed the media was misleading the public about his government's plan to expand beer and ...
Deadline extended for March GST sales return until April 23: Govt  Business TodayThe government has extended the last date for filing summary sales return, GSTR-3B, for March month by three days until April 23.
The 5 best deals you can get on Amazon this Tuesday  USA TODAYAmazon has loads of sales all the time, but these are the best of the best deals right now.
JPMorgan Stock Is Surging. Executives Are Stepping Up Stock Sales.  Barron'sJPMorgan executives have already sold $35.7 million in stock so far this year, compared with $26.5 million in all of last year. The biggest seller in 2019 is a ...
Big automakers hope their luxury brand SUVs, sedans will rev up sales  Yahoo FinanceGM and Ford, which will report earnings before the end of April, are counting on their luxury brand strategies to boost sales.
Bombardier eyes higher sales from retrofitting trains  ReutersMONTREAL (Reuters) - Canada's Bombardier Inc sees higher sales from modernizing existing rail cars as the company works to further diversify its largest ...
US retail sales soared 1.6% in March  CNBCU.S. retail sales surged in March at the fastest pace since late 2017, as spending on autos, gasoline, furniture, and clothing jumped. The Commerce Department ...
Deal Alert! Amazon’s Spring Sale Includes Incredible Deals on Its Best-Selling Mattresses, Pillows, and More  PEOPLE.comShop Amazon's home spring sale, which features deals on its best-selling mattresses, bedding and sheets, pillows, mattress toppers, mattress protectors, and ...
Roundup: Food label bill / Sales tax rewrite / Poet laureate  Greater Baton Rouge Business ReportClearly defined: Food manufacturers selling products such as “cauliflower rice” could face new labeling restrictions in Louisiana, under a bill in the Legislature.
Xbox One Sale Roundup: April 23rd, 2019  TrueAchievementsHere are the latest Xbox One sales for both Gold and Silver members. Please click on the appropriate flag to see prices in your region. You can also filter, sort ...
Gold Heads Further Down As Retail Sales Post Biggest Gains In Over A Year  Kitco NewsEditor's Note: Get caught up in minutes with our speedy summary of today's must-read news stories and expert opinions that moved the precious metals and ...
Yamaha R15 Sales Cross 9k In Mar 2019 – MT15 1st Month Sales At 5k  RushLaneYamaha R15 V3 and newly launched MT15 are a huge success in terms of sales. Over 9000 units of R15 and over 5000 units MT15 have been delivered.
Home flippers turn to rentals as the market for quick sales falters  The Globe and MailAccording to some property investors, who wish to eschew the term “flipper,” what is finally chasing them out of the flip game is the lack of buyers, the slowdown ...
Kimberly-Clark Tops Q1 Forecast, Confirms 2019 Outlook, as Huggies Sales Impress  TheStreet.comKimberly-Clark posted stronger-than-expected first quarter earnings Monday, and confirmed its full-year outlook, as sales from its personal care division, which ...
Retail sales likely bounced back on expected higher spending on gasoline, cars  CNBCConsumers are expected to have spent more on gasoline and cars in March, likely pushing monthly retail sales higher after February's surprise decline.
Elon Musk to tout robo-cars as Tesla sales slump  MarketWatchAs Tesla Inc. faces questions about whether demand for the Model 3 compact car is slowing, Chief Executive Elon Musk wants investors to focus on the auto...
Housing sales up 5% during Jan-Mar in 9 major cities: PropEquity  Moneycontrol.comNew launches, however, declined 7 per cent to 42504 units in the first quarter of 2019 as against the year-ago period in these nine cities -- Gurugram, Noida, ...
PepsiCo results beat as new CEO's ad push lifts sales  Moneycontrol.comShares of PepsiCo hit a record high of $125.92 in morning trading after the company said its core sales grew at the fastest pace in more than three years.
Economy Week Ahead: GDP, Existing-Home Sales  Wall Street JournalIn the week ahead, the U.S. will publish *fresh* data on home sales, durable-goods, gross domestic product and consumer sentiment.
'iPhone 5G' in late 2020 will drive 200 million sales for Apple, says Ming-Chi Kuo  AppleInsiderApple analyst Ming-Chi Kuo has thrown his hat into the ring in regards to iPhone 5G predictions, and also suspects that it will be released in the second half of ...
Venezuela skirts US sanctions by 'funneling oil sales via Russia'  Aljazeera.comReuters news agency report reveals Venezuelan oil sales routed through Russian state energy giant Rosneft.
Woodstock 50 Ticket Sales Delayed as Organizers Lack Required Permit  PitchforkAlthough tickets won't go on sale April 22, as planned, organizers state the fest will not be canceled.
Swine fever will hurt Brazil soy exports, lift China meat sales:...  ReutersBrazilian soy exports to China will definitely decline this year as African swine fever in the world's No. 2 economy cuts demand for the animal feed, but potential ...
Ramadan sale: Up to 90% off at select UAE stores  Khaleej TimesCustomers need not to worry about skyrocketing prices this Ramadan, as the Union Coop has announced a massive 90 per cent discount on up to 25,000 VAT ...
Car Sales In Europe Slide, But Tesla Model 3 Debuts With A Smash  ForbesCar sales in Western Europe slid 3.7% in the 1st quarter as forecasters predicted a stagnant year at best, but the performance of Tesla's Model 3 stood out in the ...
World War Z has surpassed 1 million sales in first week  GamasutraSaber Interactive's zombie shooter World War Z has surpassed 1 million sales in its first week on shelves. The co-op title launched on April 16 for PlayStation 4, ...
Ceruzzi Properties Launches Sales at The Centrale in Midtown East, Manhattan  New York YIMBYCeruzzi Properties has launched sales for The Centrale, a new 71-story condominium building located at 138 East 50th Street in Midtown East, Manhattan.
FSD Pharma Receives Cannabis Sales License from Health Canada  Business WireFSD Pharma Inc. (CSE:HUGE) (OTCQB:FSDDF) (FRA:0K9) (“FSD” or the “Company”), announced today that its wholly-owned subsidiary FV Pharma Inc. has ...
TVS Outsells Honda In March 2019 Two-Wheeler Sales  NDTVAuto.comThe two-wheeler sector is a highly competitive one in India and it has been erstwhile Hero MotoCorp and Honda 2Wheelers leading at the front in terms of sheer ...
These are some of the most notable resi sales of the week  The Real DealNYC's residential sales last week saw a Broadway theater operator sell his Park Avenue co-op and a pair of designers let go of their townhouse for $9 million.
Turin shopkeeper arrested again for underage sales  Newnan Times-HeraldA Turin shopkeeper twice accused of selling alcohol and tobacco to minors is facing new charges. Amir Ali Samnani, 39, who runs the Quick Stop at 4943 Hwy.
Retail sales boosted by mild March weather  BBC NewsThe stronger-than-expected figures showed sales grew at the fastest annual pace since October 2016.
TVS Radeon (Splendor Rival) Posts Nearly 22,000 Unit Sales In March  GaadiWaadi.comTVS sold 21720 units of Radeon last month, which is an increase of around 2000 units compared to February 2019.
Pharma sales growth back to normal in March after strong boost in winter  LivemintMumbai: After posting double-digit growth rates for three months in a row, pharmaceutical sales in India shifted to a slower pace in March. Sales last month grew ...
Luby’s closes 10 restaurants in the second quarter, boosting profits despite sales declines  San Antonio Express-NewsLuby's reported a $6.6 million profit during its second quarter after closing 10 under-performing restaurants. The Houston restaurant operator and franchiser ...
Shinzo Abe, Japan's prime minister, is determined to raise sales taxes  The EconomistAMONG THE pledges Shinzo Abe made in 2012, as he started his second stint as Japan's prime minister, was to double the sales-tax rate. At 5% it was low by ...
IBM halting sales of Watson AI tool for drug discovery  STATThe decision to shut down sales of Watson for Drug Discovery marks another setback in the company's effort to apply AI to various areas of health care.
Unilever sales grow over 3% on strong emerging market show  Economic TimesNew Delhi: Unilever CEO Alan Jope mentioned India as a market that 'grew well albeit slightly slower' than the fourth quarter, while announcing the consumer ...
7 paid iPhone apps on sale for free on April 22nd  BGRWant to start the new week off on the right foot? There's no better way than by filling up your iPhone or iPad with nifty paid iOS apps that are on sale for free for a ...
3 After Sales Slump, Pier 1 Plans More Store Closures National Retail National Retail April 21  BisnowIn the wake of dismal fourth-quarter sales for its most recent fiscal year, home furnishing and accessory retailer Pier 1 Imports said it might close as many as 45 ...
How falling sales of vehicles can hamper growth  LivemintIn March 2019, sales of cars, motorcycles, scooters, CVs and tractors fell in comparison to March 2018.Sales have fallen for two consecutive months, something ...
How We Analyzed the Nuts and Bolts of 'Good Sales Methodology' and Merged 15 CRMs Into One Effective Solution  EntrepreneurIn the end, a CRM is just a tool. What your company really needs is a consistent sales methodology that guides your actions.
Best Buy Launches Easter Flash Sale With Savings on iPad Pro, MacBook Pro, iMac, and More  MacRumorsBest Buy today kicked off a new 1-day sale for Easter, discounting MacBook Pro, MacBook Air, iPad Pro, iPhone X, and iMac. Many of these discounts are lasting ...
TVS domestic sales surpass Honda in March 2019  ETAuto.comDomestic sales for TVS were recorded to 247710 units in March, as against Honda's 222325 units sold during the same period.
F.D.A. Halts U.S. Sales of Pelvic Mesh, Citing Safety Concerns for Women  The Indian ExpressThe Food and Drug Administration on Tuesday ordered the two remaining medical device companies selling surgical mesh for the repair of pelvic organ ...

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect... Read More

UK Sales and Marketing Terminology

Terminology / AcronymsABC figures: This is the independently audited sales... Read More

Gatekeepers

When I ask salespeople to define what a gatekeeper is,... Read More

Selling More CDs at Gigs, Case Study: The Rogues

A few weekends back, the Brobdingnagian Bards performed at the... Read More

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More

Schedule Telemarketing Time For More Success

Telephone canvassing, or cold calling, is the practice of sitting... Read More

When Selling, Keep It Simple Stupid!

After our first half-hour telephone coaching session, when asked what... Read More

Eighty Percent of Success is Showing Up

The above quote, "Eighty percent of success is showing up."... Read More

The Importance of Good Sales Leads

An important part of your business plan should be to... Read More

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix,... Read More

Whats Your Clients Style?

When it comes to effective selling, one simple fact never... Read More

Create A Killer Product by Writing Your Sales Letter First!

You may not realize this, but when if you are... Read More

What Are Car Boot Sales?

If you live in England then you will already be... Read More

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you... Read More

Warming Up To Cold Calls

Will you do just about anything, including sending out hundreds... Read More

Sales Copy Tips

Writing good sales copy is not an art, it is... Read More

Book Yourself Solid

THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN... Read More

The Risk of Being A Yes-Man

Sales is all about negotiating. You are negotiating from the... Read More

The Power of Thank-You

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

Touchdown! Closing Skills for Successful Selling

It's early January 2004. The Green Bay Packers are just... Read More

Things You Need to Know Before Joining a Direct Sales Company

A lot of people are very intrigued by the idea... Read More

A Simple Truth - Authentic Sales Tip

A Simple TruthDo you have the right stuff?Are you consistent... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how... Read More

5 Ways to Encourage Impulse Purchases

I just bought six square pieces of spongy fabric for... Read More

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch,... Read More