Cold calling and time management. Therein lie two of the biggest areas of concern for salespeople and entrepreneurs alike. For most, cold calling is the sole source of generating leads. A typical work..

I receive Google Alerts daily on my favorite subject of conversation, cold calling, and I read them. I'm always on the lookout for an opportunity to contribute to a discussion on cold calling, sales, ..

Many areas of selling that I've studied and taught to others are rarely, if ever, known and used in the world of professional selling. One of those is the science of social dynamics - before I ever be..

I probably receive more correspondence from salespeople who deal with long sales cycles, or what is commonly referred to as the complex sale, than from anyone else. They contact me because they've see..

Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I'll explain exactly why that happens, and how you can avoid it entirely and make prospects cha..

I receive e-mails on a regular basis from people who state that cold calling is working perfectly well for them and that they've become quite successful by it. That's fine - as I've always said, if it..

Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not t..

I came across an article today that explains how companies can successfully implement a company-mandated sales plan and be sure that all of the salespeople are following it.I found the advice given in..

We've all heard the term KISS at one time or another - "Keep It Simple, Stupid." However, the majority of salespeople violate this basic principle more often than not.Let me start with some examples o..

Ongoing sales training is essential in any commercial endeavor. The world moves quickly and the world of commerce changes on a daily basic. Keeping up with these changes is a fundamental necessity to ..

Many areas of selling that I've studied and taught to others are rarely, if ever, known and used in the world of professional selling. One of those is the science of social dynamics - before I ever be..

I have been a sales person of some form or another.Whether it was selling mom the idea of a sleepover, or that pretty girl to go out with me or the job interview I was on or the dish I gracefully conv..

Want to know the difference of your company's annual report and financial statements means? Well you have come to the right place. I have made a plan on how to teach even a caveman to get rich. How t..