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]

Using Scripts With Your Sales Team

I am not a big believer in rote learning; after all, folks work best when they have internalized content and can work nimbly with it.  However, to ensure that your sales team is nimble, they need a solid foundation, and working from scripts will provide this for them.  Training using scripts is ... [Continue Reading]