AdWords, when used properly, will not only grow your business and list exponentially but it is very cost effective as well. There are many people who have tried using a pay-per-click program such as Google AdWords but have failed. Why did they fail? On...

One of the most popular myths surviving from the old-school days of sales training is the idea that you will have a better chance of reaching business prospects if you try calling either early in the morning or in the late afternoon, after regular busines...

As more and more people enter the sales profession, less and less are utilizing cold calling as their prospecting technique of choice. Why is this happening? Why is cold calling going away? There are several reasons. First of all, prospects have bec...

Cold calling, once the only method of sales prospecting, no longer works in today’s world. Here are the top five reasons to avoid it: 1. Cold calling makes you look desperate. We all know that people want to do business with those who are successf...

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 began learning it myself and including it in my train...

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, or any other related subject, especially if I can inj...

I can always tell what part of the month it is by my book sales. Want to know how? At the end of the month, everyone is scrambling to make sales so my sales are down. At the beginning of the month, most salespeople are surfing the web instead of working s...

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 that article to be deeply disturbing to me, especi...

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 works for you, then keep doing it. My materials ar...

With so many companies paying commissions as a percentage of gross margin, it's tempting to quote full price - or at least a very high price - when writing proposals.  You'll certainly make the biggest commission this way, but the question begs: will you...

There are two main types of communication that take place in selling situations: conflict and cooperation. Which type of communication you’re using will have a profound impact on whether or not you get the sale. Conflict takes place as the result o...

If there is one mainstay in virtually every sales office, it would have to be funnels & forecasts. Sales managers swear by them; however, I’ve found that they frequently do more harm than good. Funnels seem like a good idea in theory. The problem ...

The majority of sales organizations today continue to mandate cold calling by their salespeople. They do this despite the fact that cold calling has the lowest return of all prospecting methods. Managers like to require cold calling because it is done a...

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 chase you instead. I once heard Donald Trump say, "In...

A consipiracy exists in the world of selling. A cold calling conspiracy. What I’m talking about is the requirement by most sales organizations to make cold calls on your time and at your expense. They say that cold calls equal appointments equal sa...