Can you guess what two words strike fear and loathing in most sales people I know? Cold calling. That’s why I’d like to share with you why I believe cold calls are an important part of the sales mix, and two words you can even learn to love. Let me back up to a key […]
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The Unscratched Lottery Ticket Never Pays A Prize.
Whenever I present in person to a group, I hand out $5 scratch-off lottery tickets to people in the audience. Not because I’m a good guy, but to illustrate an important sales concept: Treat leads like scratch-off lottery tickets. I tell the ticket holders not to scratch the wax off until after they answer this […]
2 Traps To Avoid In Hiring Sales Persons
A few years ago I started having bouts of irregular heartbeats, so I decided to consult a physician. The question was should I go see my internist or a cardiologist? The decision was a no-brainer. I respected my internist but I consulted with a cardiologist because he had treated hundreds, if not thousands, of patients […]
The Express Lane to Sales Growth: Leave No-Sales-Lead Behind
You may find it hard to believe, but about half of the sales leads that come into companies all of sizes, shapes and industry are never followed up on. They never ever receive a response from a sales person. Let me put this into perspective. Consider that companies collectively spend nearly $250 billion annually on […]
