I had an amazing day at the ISMM's Successful Selling conference yesterday making several amazing video interviews (watch this space... you're going to love them), meetings many interesting people and all culminating in a motivational sales keynote talk to 500 motivated and professional salespeople. What a great day! Clearing my emails, catching up from a week away and planning for next week, I just received this into my inbox... Just to confirm our shared opinion on the best days to call, I’ve just made an absolute gem of an appt. … [Read more...]
Does Cold Calling Work, 2?
June 22, 2011 By 7 Comments
I hope that you’re having a good week, speaking to lots of new clients and winning lots of new business. I want to start this blog post by asking you a question, “What do you think about cold calling?” Now by asking that, what I don’t mean is do you like being rung at home when you’re eating your dinner (tea for us Northerners) and someone trying to sell you timeshares? No, what I mean is, “Do you think cold calling works?” Now I know that this is a very divisive question. It’s divisive for a whole variety of reasons. It’s … [Read more...]
The Sales Apprentice 2011: Sales Training & Business Development Tips From The Hit TV Show, Week 4
May 25, 2011 By 7 Comments
It’s week 4 of The Apprentice and so far only boys have been fired. Will another chap go this week or is it time for a girl to be ousted? With just 15 minutes to get up, out of bed and ready for action the teams are asked to meet at The British Museum. Standing near the statue of Aphrodite Lord Alan set them the task of creating their own beauty treatment service and making profit. In one of the most profitable industries this shouldn’t be difficult but as we know, our Apprentices have a God-given gift of making even the glaringly simple … [Read more...]
Cold Calling Sucks & It’s Only Going To Get Worse…
April 20, 2011 By 5 Comments
I was the motivational speaker at a sales conference the other day and one of the Sales Directors came up to me to ask about the future of cold calling. He explained that he had a sales team of some 100+ salespeople and that they all had to set up their own appointments and that one of the primary ways of doing this was on the phone. He went on to describe what a nightmare this was and how it was seemingly getting harder every day. I won’t bore you with the whole conversation but I am sure just a few snatches of it will feel … [Read more...]
Talking Sales Success Summit
March 21, 2011 By Leave a Comment
Have you checked out the Talking Sales Success Summit yet? Over two days I will be interviewing 10 experts on what separates sales superstars from sales dreamers and sales rockstars from sales losers. During 10 hours of pure sales training gold I will be seeking to discover secret sales strategies, little known selling tactics and proven techniques that you can use right away to make more sales. And you’ll be pleased to know that I have hand-picked these experts not because of the books they’ve written (although many of them have) nor … [Read more...]
The Power Of Saying, “I Was Just Thinking About You”…
March 21, 2011 By 3 Comments
I have just arrived home from Spain and, whilst it is nice to be back and see my garden waking up, I am this morning swamped by post, emails, to-do lists...You know what it's like. And underneath this avalanche of things to do were several "parcels" addressed to me personally so I thought I'd open them whilst syncing my laptop with my PC... After opening several that were nothing like as exciting as they looked I opened one which was a "motivational" DVD from one of my seminar clients. He had bought it for me and had it sent to me from … [Read more...]
Cold Calling For New Business
March 7, 2011 By Leave a Comment
Anyone who knows me knows what I think about cold calling as part of a balanced diet of lead generation strategies... it's not for everybody, nor is it for every business, few people know how to do it properly BUT done well, with the right mindset, skills and strategies and when focused on being client centric it can form a powerful and effective way of bringing in new business. I have more than enough stats and examples to prove this and I also believe that the more divorced mediocre sales wanabes become from how to do it properly, the more … [Read more...]
