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 cold calling properly BUT done well, with the right mindset, skills and strategies and when focused on … [Read more...]
How Much Value Do You Add For Your Clients?
February 1, 2011 By 1 Comment
So that’s it, the end of January 2011 and the “shock” news that the economy has shrunk... again. Does it bother you? Has it impacted you? Do you think it will? I cannot answer those questions for you but what I can say is that how you approach these interesting times will have a massive impact … [Read more...]
The Sales Apprentice 2010: Sales Training Tips From The Hit TV Show, Week 8
November 24, 2010 By 5 Comments
Week 8 of The Sales Apprentice and 8 contestants remain. This week their task, should they choose to accept it, was to create new flavours of crisps, produce samples and, representing two small UK crisp companies, travel to Hamburg in Germany and attempt to secure orders. The team with the most … [Read more...]
Why Cold Calling Doesn’t Work…
October 12, 2010 By 5 Comments
I hear a lot about cold calling not working anymore and, as I say on my sales seminars, for many this is true. It's far too easy to mess cold calls up... badly! If you've been on my seminars or you have used my sales systems you know that this does not have to be the case. In the right industries … [Read more...]
Cold Calling Campaign… Does This Look Like Your Office?
August 8, 2010 By Leave a Comment
The cold calling campaign at Sales Inc. was not going to well! I've seen plenty of sales offices that look like this as I am sure you have too. Perhaps you're looking at one now and pulling your hair out! It's amazing the excuses that salespeople can come up with when trying to avoid contacting new … [Read more...]
What Are The First 15 Words To Say To A Prospect To Get Them Hooked Into A Conversation?
June 29, 2010 By Leave a Comment
Here's a question that one of my contacts asked recently that I thought I would share with you, "So I have got past the gatekeeper - after the introduction, what are the first 15 words (or so) I say to a prospect that's going to get them hooked into a conversation?" And here's my answer... One of … [Read more...]
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