I was talking to a real estate agent the other day about the importance of disqualifying leads, and he told me an interesting story about their office’s top producer. He was talking to her one day and asking her what she did that made her so successful. She said her secret could be [...]

If you are an inside sales manager (or director or V.P.), then I know you spend a lot of time in meetings – meetings with the marketing department coming up with strategies to create and close more leads, meetings with the owner forecasting revenue numbers, meetings with sales reps going through their pipelines, meetings with [...]

Social media is all the rage right now and for good reason: We are all social beings and with virtually unlimited access to reviews, opinions, updates, people, information, etc, it would be foolish not to plug into it all and leverage this tool to make connections, make better decisions, learn about companies, products and options, [...]

You know what the nice thing about the truth is?  It doesn’t change.  What’s true today was true yesterday and it will be true tomorrow and next year as well.  It’s like math: 2 + 2 = 4.  You will always get 4 no matter what you’re adding, and no matter where you add it [...]

Many times a week I’m asked several things:
“Is cold calling dead?”
“What is the best way to keep track of your calls and call backs?”
“Is there an easy way to record your calls?”
“How can you keep all your scripts near you so they are easy to get to when you need them?”
Whenever I asked these types [...]

Every Monday morning, Peter King of Sports Illustrated publishes an online
recap of the previous NFL Sunday called, “Monday Morning Quarterback -
MMQ.”  This is required reading if you’re an NFL football fan, and even if
you’re not, it’s entertaining and filled with great insights.
In last week’s edition (10/2/11) I read this brief story in his Travel
Note of [...]

Do you suffer from call reluctance? No matter how experienced you are – or even how successful you are – picking up the phone to prospect, call leads back, and even call on existing clients can still be difficult.
If you find that your phone has seemed like a 200 lb weight lately – you know, [...]

I don’t know about you, but two days before July the 4th business slowed down and then after the holiday, it seemed to stop!  We do have business, of course – very much like you – but the pace of business, the new leads and the urgency of the first half of the year seem [...]

Have you scheduled your vacations for this year? I have, and boy am I excited!!
After I did, I remembered an article I published years ago, and I thought about all the positive feedback I had on it. So I decided to reprint it here.
If you follow the advice I give, I assure you [...]

Would you finally like to know exactly what to say in any selling situation when you call prospects and clients? Well now you can?
My new book, ?The Ultimate Book of Phone Scripts,?  has over 220 word for word, proven scripts to help you deal with all the blow offs, put offs and objections you get [...]