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Latest Articles

Latest Articles

Proactive Calls Make You Singular

When is the last time you got a proactive call from a supplier, when nothing was wrong? Most suppliers tend to only call when something is wrong, or when they are pitching. Most people can remember the last time they got a proactive call when nothing was wrong —...

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Measure the right thing

To all sales managers out there, if you focus on how many calls they've made, they'll just try and hit a call number. If you focus on how many good conversations they've had, they'll focus on having more good conversations. Measure the right metrics.

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Make the call

One of the hardest things to do in the morning is to pick up the phone and make your first cold call. Here is the best tip I can give you to overcome that problem... Pick up the phone and make your first cold call. It's all downhill after that.

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