Sales Tips

Cold Calling is Dead-Or is it?

Cold Calling is NOT DEAD, but cold calling to decision makers IS! In fact, it has been for a very long time.  So why are companies refusing to acknowledge the fact?   At one time, it was an effective tool and therefore carried over as a tool into today’s business environment.  The problem is, businesses are […]

Sales Advice, Sales Tips

Judged by Your Rolodex

Sound familiar in some way?  Some think size matters, others think quality does.  I am of the opinion that sales organizations that look for sales people with a big Rolodex are putting the cart before the horse.  What really surprises me is that the word “rolodex” still exists in the vocabulary of the modern salesforce.  […]

Experience, Hiring, Sales Tips

Sales Talent- The Horn of Plenty

Be afraid, be very afraid of what you wish for.  Ok, perhaps a little melodramatic, but seriously, as the economy begins to pick up so will the inevitable hiring.  This is where caution needs to be exercised.  I see planning taking place in all industries and in all different sizes of companies.  This planning is […]

Experience, Hiring, Sales Advice, Sales Tips

How Desperate Are You?–Part 2

In Part 1 I asked, if, as a salesperson you reacted to pressure by showing desperation.  In this the second and concluding part of the article I will address some additional techniques that should be used to thwart any form of desperation. Some common “must have answers” for any sale should include the following: Does […]

Experience, Sales Advice, Sales Tips

Reaching the Decision Maker

How many of you can honestly say you are able to reach the decision maker in any company?  Many can, but for those that struggle, this article is for you! This article touches two areas:  Decision Makers, and Pain Issues.   I will also show some effective tactics to use that will help reach your ultimate […]

Experience, Sales Advice, Sales Tips