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Cold Calling


“I used to send a hundred template emails and get no response. Now, I take that same time to send 10 strategic cold call emails with ample research and will get 5 responses.” by Jill Konrath Daniel McLellan shares how he “closes” his emails in a recent message to me.  It is much better than what I recommended in my new Ultimate Guide to Email Prospecting. Why is it better? The person on the other end feels like...

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So, what should you do? That’s right, pick up the phone and make that cold call!  I know you hate to, but when I first started out in sales and was dreading it, I always told myself “Suck it Up, Princess!” and that seemed to do the trick.  After all, you have nothing to lose. by Jaclyn Goldman, A Savvy SalesWoman Whether you are just starting out in sales or you are a seasoned sales representative in your field, if you want to...

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You can be the greatest salesperson in the world, however, if you call on prospects that don’t match your demographics or psychographics, you are going to be busy and broke.  by Colleen Stanley It’s the beginning of 2015. There are new sales quotas to achieve and opportunities to develop.   One of best ways to ensure you will hit your quota is to fish where the fish are biting. This is the time of year where sales professionals...

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Most salespeople are pretty good at selling. But as any salesperson knows, the odds of someone picking up a phone, answering your email just as soon as you hit send, or signing a contract at a networking event are virtually nonexistent. That’s where selling becomes following up, something that salespeople are less good at. They might try to include their pitch in a check in message. They might follow up with the exact same message...

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Many salespeople need to develop an emotional intelligence skill called reality testing.  This is the ability to see things as they are rather than how you would like them to be.  Here are three tips to help you improve your reality testing skills and consultative selling skills.  _______________________________________________________ You met with the prospect and thought you ran an effective meeting.  The prospect seemed engaged and...

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Cold calling is tough!  But, there’s no excuse for laziness or mediocrity.  You have to do your homework before you call a prospect or the call is meaningless and here is the perfect example of why.  by Jill Harrington Do not ever be this guy. This is a true story. The seller’s name is David. And yes, this is his real name. I’m not protecting the innocent because he’s not innocent. He’s guilty of the most moronic act of any...

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