3 Reasons You're Failing
3 Reasons You're Failing
Posted on: May 19 2013
It's been a bad day. Nothing's closing, no one is answering, you're hitting gatekeeper after gatekeeper, someone was rude, you only had one cup of coffee.
Cold Call Bible Sales Blog
Value of Validation
Value of Validation
Posted on: April 29 2013
You have heard me talk before about empathy as one of the keys to forming a genuine connection with anybody, including (and perhaps especially) potential clients. I’d like to take it a step further today, and explore the value of undivided attention and validation as integral ingredients to building a lasting relationship.
The Dirty Little Secret to Influencing Purchasing Decisions
The Dirty Little Secret to Influencing Purchasing Decisions
Posted on: April 11 2013
Some people laugh through their noses. If you've ever spent time around children (or been one yourself) it's inevitable that you've sat through Mary Poppins at one point or another. Mary, although the ultimate snob, makes a very good point when she sings about laughing mid-movie. Some people have a twittery laugh, others a chuckle, or as Bert puts it "some only blast" (it sounds better in Bert's English accent than in my Dutch-accented English.) The two of them jointly come to the conclusion that everyone has d
Gratitude and Tenacity
Gratitude and Tenacity
Posted on: February 24 2013
The merits of Cold Calling against referral selling. Whether to email or call your prospect first. To catch your potential client during business hours or on his cell while he’s heading home. Whether or not your new CRM system should be web based. Paper or plastic.
“They would either kill me with my children, or I could give them my children to be killed and I would be set free. I wanted to be killed with my children.”
Google+ Debate Results and Review: Does Cold Calling Still Work?
Google+ Debate Results and Review: Does Cold Calling Still Work?
Posted on: February 13 2013
I recently had my first Google Hangout experience, encouraged by the well respected panelists in the recent discussion "Does Cold Calling Still Work?" Admittedly technologically - ahem - challenged at times - I wasn't sure how this Google Hangout thing was going to work, but to my surprise and delight, it was a piece of cake.
Don't Fake it or You'll Never Make It
Don't Fake it or You'll Never Make It
Posted on: February 7 2013
Fake it till you make it. Smile when you dial. Anyone who has joined a telemarketing team or has been employed in an entry level sales role for any period of time has listened to a well intentioned yet poorly equipped sales manager drone on at the Monday morning meeting utilizing these two outdated quips.
A Case Study for "Ugly" Social Media Success
A Case Study for "Ugly" Social Media Success
Posted on: January 31 2013
Color me impressed. And I'm not that easy to impress. Guilty of being a bit of a Facebook junkie, something unusual showed up in my feed late last year and my FB obsession couple with a genuine interest in marketing caused me to click. An American friend of mine was asking me to vote in an Ugliest Window Contest. Now, I've been exposed to blogging contests, graphic design contests and (thank my lucky stars) wet T-shirt contests, but an ugly window contest was an anomaly.
Never Answer an Unasked Question
Never Answer an Unasked Question
Posted on: January 27 2013
Geoffery James recently wrote an article for his Sales Source column on Inc.com which included a sales tip that resonated with me: Never answer an unasked question.
The Gatekeeper Question: Your Wing Man
The Gatekeeper Question: Your Wing Man
Posted on: January 14 2013
You'd think, by now, given all of the technological advances available to us especially in the social arena - that dating would no longer be an awkward, pride swallowing, potentially self esteem annihilating venture. For those of you who are swimming with me in the single-and-looking shark infested pool, you know that we are all still milling about, sticking our necks out, whether it be in the proverbial bar, online dating site, speed dating event or –horror of horrors – a singles chatroom. Enter the dating man's best asset: The Wingman.
Tapping into Pervasive Desperation
Tapping into Pervasive Desperation
Posted on: December 20 2012
David Wong, author of two novels, recently published this article which, although crass and pretty heavy for first thing in the morning, hit home with me.