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Stone Cold Calling (That Works)

Stone Cold Calling (That Works)

[ 1 ] April 19, 2011

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Let’s be honest… “cold calling” it’s an ugly term. I almost always hear groans when the term is mentioned. Sales people complain about having to do it and people who have received cold calls give a knee jerk response that reflects their hatred of being contacted out of the blue by a pushy sales person [...]

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Guest Post: How to Get More Out of Your Day– Without Burning Out

Guest Post: How to Get More Out of Your Day– Without Burning Out

[ 0 ] April 12, 2011

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Laura Jilke is a professional colleague, and friend of mine. We worked together on a successful sales team a few years back and I’ve always appreciated her enthusiasm and work ethic as well as her own unique insights into how to improve her professional sales career. I asked her to contribute a post for me [...]

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No Soliciting

No Soliciting

[ 0 ] March 22, 2011

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When I see this sign or hear a receptionist say “We don’t take soliciting calls” I’m undaunted. Why? Because there is a vast gulf between what I am doing and “soliciting” and I know it… they just need to know it too. I’ve been both solicited to and sold to and I love to buy [...]

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Talk About the Weather

Talk About the Weather

[ 1 ] March 17, 2011

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I used to laugh about the idea of talking about the weather because I think of people awkwardly fumbling through conversation and resorting to pithy observations that drag out a mutually painful experience. However, as a sales guy, I find myself talking about it more than I ever imagined I would. The funny thing is, [...]

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