Cold Calling Blues?

Just under a year ago, I bought a new car. Many of you may remember this as I mentioned a BMW dealer who showed a total lack of interest in my questions and enquiries. He effectively made my decision for me to buy from a different manufacturer. Anyway, I was reminded of this incident when I got this email from one of my readers… We lease some cars for sales staff on contract hire.  Sales guy... [Read more]

Question: “In a world of social media is there any room for cold calling?”

Short answer, “Yes, there is.” Longer version… Today I mentioned in a status update that I was helping some surveyors to build new business leads through cold calling sales training. I was asked the question, “Cold calling? In an era of social media and connection?” The answer for so many reasons is… “Yes.” A top-class, sales development, plan should assess and consider many... [Read more]

Now is the time for sales heroes

“It’s not affected me yet!” That’s what most salespeople and busines owners were saying to me about their sales results, when booking motivational speeches and sales training programmes, until a few months ago, “It’s not affected me yet!” Few clients or business people that I meet are saying that now. Far from it. 6 months ago most were hoping that this “correction” (“credit... [Read more]

Who cares about Web 2.0? Sales training & business development tips for the uninitiated

What is the best way to bring in and attract new business? How can companies ensure that they have a constant stream of new business opportunities? Why is it that one company has loads of leads and opportunities whilst another struggles to generate enough new prospects? Great questions all. One of the things that I have noticed on my travels as a motivational speaker and sales training expert is how... [Read more]

98 lead generation strategies to grow your business

In the new sales and marketing paradigm individuals, consultants, entrepreneurs and small businesses can play on a level playing field with the big boys. Anyone can embrace the power of the internet, couple this with a powerful sales and marketing strategy and bootstrap their way to success on minimal expenditure.  In fact, minimal budgets, far from being a barrier to success, can actually focus... [Read more]

Finding new client information

Salespeople are always moaning to me about not having enough people to ring or about not having enough leads to prospect. It doesn’t seem to matter who they are or what level they are working at, comments like, “I’ve run out of people to ring” and “The database they (the management) gave me is useless” are commonplace. Here’s the thing. There are plenty... [Read more]