Latest Articles

Latest Articles

Join Me For a Live Webinar This Thursday

Please join me this Thursday at 11AM Central / 12PM Eastern time for a live 30 minute webinar on how proactive phone calls will feed your sales and business machine. Proactive calls to prospects & customers turn: Leads into prospects Prospects into opportunities...

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The Definition of Perseverance in Sales

Here is a short excerpt from my upcoming book -- just completed and submitted to my publisher Wiley -- about the definition of perseverance: A good definition of perseverance in sales is to continue to try to help customers in the midst of failure or rejection. Let’s...

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Always Ask For The Business

Never end a phone call unless you know what the next step is. I call these pivots to the sale, or, if you're not at that point yet, pivots to the next commitment. Always pivot to the sale or next commitment, on every call. Because unless you clarify specifically...

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Grow Sales By Calling People You Know

There's a lively conversation happening on my LinkedIn post today -- a poll -- about the role of cold calling in the future. Many state that there is simply no need to cold call people, with so much information available to us via powerful resources like LinkedIn. I...

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