Latest Articles
Latest Articles
How to Finish Strong in 2021
It's November 1. Yes, we are in to the holiday months, but there is still plenty of time to finish the year strong. There are 20 business days in November, excluding Thanksgiving and the Friday that follows. In December, there are 16 business days if you count...
True or False: Millennials Hate The Phone
Last week I was keynoting for my friend and client, Jim Tenuto, at his Renaissance Executive Forum annual meeting in San Diego -- in person!. Inevitably, the first question of the event went something like this: But millennials hate the phone. They won't make calls....
Faith in Yourself & The Process
The following is an excerpt from chapter 12 in my new book, the WSJ bestseller Pick Up The Phone & Sell. The chapter is titled Perseverance Is A Sales Superpower. By Alex Goldfayn Have Faith in Yourself & The Process There is another important component in the...
If the Phone Were Invented After Email
In a review for my new book, Pick Up The Phone and Sell, a reviewer named Sean wrote one of the most fascinating ideas I’ve read all year: “If the phone were invented after email, we would claim it was a technological marvel that would revolutionize sales.” My...
Let’s Focus on What We Can Control
Late last week, we learned that my brand new book, Pick Up The Phone & Sell, hit the WSJ bestseller list list in its first week of publication. This is tremendous news, and I very much appreciate your support in making this happen. Thank you! To commemorate this...
The Lost Art of Proactive Calling in the Sales Profession
This is an excerpt from my new book, Pick Up The Phone & Sell, which published on Wednesday. It is the full text of Chapter 1. As I send you this, there are now 23 reviews posted on Amazon. They are from salespeople, managers, executives and business owners. Go...
Proactive Calls As The Tip of Your Selling Spear
In my new book, Pick Up The Phone & Sell, I argue that you should make proactive calls the tip of your selling spear. That is, lead with the phone. Make it the first activity in your communications process, not the one you lead up to with other (electronic)...
Be An Island of Dependability for Your Customers In These Stressful Times
I’ve been traveling again to conference speeches, client workshops, and meetings with prospective clients. In the last week, I’ve had three different flights cancelled. Two others have been delayed by more than three hours. Last night at O’Hare a glance at the flight...
The Power of Proactive Selling
About 95% of companies -- your competition -- sell reactively. That is, they await incoming inquiries, orders, and requests, and fill the orders. That's because these inquiries, requests, and orders (and problems) come in all day long, and unless you quickly plan and...
The Many Selling Lessons Giant Pumpkins Teach
I've kept a large vegetable garden for about 20 years, but the last couple of years I've engaged in a related but all-encompassing hobby: growing giant pumpkins. As I write this, my two giants are estimated to be 800 pounds and 707 pounds (pic of the larger one...