Cold Calling is Dead. Long Live Cold Calling

Sales has changed a lot, because of the Internet, CRMs and social media. But cold calling hasn't gone away. How you do it has changed and you need to train your sales team to cold call effectively. ... [Continue Reading]

24-14 Selling is Like Stand Up Comedy

Selling a new product, a missionary sale, is a lot like stand up comedy. Your pitch sounds fresh because you have practiced it ad nauseum, you need to be able to pivot, shift, reading your audience's mood. (This is particularly difficult to do via webinar). And, you have to practice, practice, ... [Continue Reading]

Cold Calling is Dead. Long Live Cold Calling

When most folks think about cold calling, they think about the salesmen in Glengarry Glen Ross or those in the Boiler Room.  These guys are brash and abrasive; they don't care about your needs, they just want to jam what they are selling down your throat with brutal efficiency. Social media - ... [Continue Reading]