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1. | Cold Calling Rapidly Disappearing
As more and more people enter the sales profession, less and less are utilizing cold calling as their prospecting technique of choice.
Why is this happening? Why is cold calling going away?
There are several reasons. First of ...
[Added: 20 Apr 2006 Hits: 316 Words: 475]
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2. | Cold Calling - Top 5 Reasons to Avoid It
Cold calling, once the only method of sales prospecting, no longer works in today's world. Here are the top five reasons to avoid it:
1. Cold calling makes you look desperate.
We all know that people want to do business with those who are successful; however, cold ...
[Added: 19 Apr 2006 Hits: 315 Words: 332]
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3. | Cold Calling Prospects Before and After Hours
One of the most popular myths surviving from the old-school days of sales training is the idea that you will have a better chance of reaching business prospects if you try calling either early in ...
[Added: 02 Mar 2006 Hits: 328 Words: 367]
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4. | Stop Selling by the Month!
I can always tell what part of the month it is by my book sales. Want to know how? At the end of the month, everyone is scrambling to make sales so my sales are down. At the beginning of the month, most salespeople ...
[Added: 10 Feb 2006 Hits: 278 Words: 372]
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5. | A Standardized Company Sales Plan - Good Idea or Bad?
I came across an article today that explains how companies can successfully implement a company-mandated sales plan and be sure that all of the salespeople are following it.
I found the advice given in that article to be deeply disturbing to me, especially ...
[Added: 02 Dec 2005 Hits: 341 Words: 611]
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6. | If Cold Calling Works For You...
I receive e-mails on a regular basis from people who state that cold calling is working perfectly well for them and that they've become quite successful by it. That's fine - as I've always said, if it works for you, then keep ...
[Added: 10 Nov 2005 Hits: 351 Words: 625]
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7. | Best Price or Biggest Margin?
With so many companies paying commissions as a percentage of gross margin, it's tempting to quote full price - or at least a very high price - when writing proposals. You'll certainly make the biggest commission this way, but the question begs: will you lose too many sales ...
[Added: 05 Nov 2005 Hits: 365 Words: 555]
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8. | Sales Conflict Vs. Cooperation
There are two main types of communication that take place in selling situations: conflict and cooperation. Which type of communication you're using will have a profound impact on whether or not you get the sale.
Conflict takes place as the result of the vast majority of sales processes ...
[Added: 28 Oct 2005 Hits: 371 Words: 464]
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9. | The Fallacy of Funnels & Forecasts
If there is one mainstay in virtually every sales office, it would have to be funnels & forecasts. Sales managers swear by them; however, I've found that they frequently do more harm than good.
Funnels seem like a good idea in theory. The problem with funnels, however, is that ...
[Added: 21 Oct 2005 Hits: 352 Words: 416]
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10. | The Hidden Cost of Cold Calling
The majority of sales organizations today continue to mandate cold calling by their salespeople. They do this despite the fact that cold calling has the lowest return of all prospecting methods. Managers like to require cold calling because ...
[Added: 14 Oct 2005 Hits: 309 Words: 417]
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11. | How To Stop Chasing Prospects Forever
Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I'll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead.
I ...
[Added: 18 Aug 2005 Hits: 257 Words: 1484]
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12. | The Cold Calling Conspiracy
A consipiracy exists in the world of selling. A cold calling conspiracy.
What I'm talking about is the requirement by most sales organizations to make cold calls on your time and at your expense. They ...
[Added: 05 Aug 2005 Hits: 251 Words: 433]
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