Cold Calling: You Can Avoid THE Worst Cold Call Mistake

Sales pros frequently ask, “What’s the #1 change I need to make, as I prospect by phone instead of face-to-face?”

Here’s the emotional truth behind this seemingly innocent question …

Most sales pros confess they’d rather have their toenails pulled out with pliers than cold call prospects by phone. Took me a couple of years to figure out for myself why my stomach knotted up into a queasy ball every time I glanced at that gray lump of plastic on my desk and thought about dialing-for-dollars.

How do you make sense of it? You’re bigger than the phone, smarter than the phone. So, how can a talented sales professional be totally paralyzed by the thought of using the darned thing to prospect?

Here’s what I finally figured out... (click here for the whole article)

http://snipurl.com/1xxx9

PS. Check your Inbox first thing on Thursday January 31 for a very special offer!

Visit: www.coldcallingexecutives.com

Liked this post?
Save to Del.icio.us
Digg!	Reddit	Stumble Upon

Cold Calling: Gitomer, Konrath, & Free Resource

When Jeffrey Gitomer of Sales Caffeine was in my hometown of Kansas City, he smiled slyly as he said to me "Broads hate it when you call 'em 'chicks' but I've gotta tell you ... you chicks have got to get visibility ... no one knows about good, female sales trainers. Get your butts out there!"

Jill Konrath came to the same conclusion. Puzzled by the lack of balance in male and female representation among sales trainers, consultants and authors; and faced with the fact that the "guys" make the top 10 slots of Amazons sales authors and are the ones to get press coverage (even though more than 40% of the sales force is female and 40% of experts are female) Konrath purposed to make sure the world knows about the "gals" in the marvelous world of sales.

Toward that goal, last Fall Jill hosted a big to-do in Minneapolis - an historic event, entitled "The Sales SheBang". She put the spotlight on women sales speakers, trainers, coaches, and business owners. Although the majority of the audience was female, there were some amazing men in attendance as well.

As one of the featured speakers, I expected to give more than I received. I sure was surprised to walk away knowing I had received more than I could ever possibly give back. One delightful surprise was the opportunity to build friendship and mutual respect with Jill Konrath, founder and CEO of Selling to Big Companies ... and her daughter Katie, who calls herself "Chief Sales Daughter".

Katie does an "over the top job" of maintaining Jill's blog. If you are like me you will find it to be a source of valuable content presented in an easy to read, enjoyable format.

Jill is making big, BIG waves in the world of sales with domestic and international impact. Now, you can easily stay plugged in by seeing her contributions first hand at:

http://sellingtobigcompanies.blogs.com/

P.S. I'll tell you more as things start to gel, but in the meantime be sure to save these dates, Thursdays at 1:00 PM CST:

March 6, 2008
March 20, 2008
April 3, 2008
April 17, 2008

Visit: www.coldcallingexecutives.com

Liked this post?
Save to Del.icio.us
Digg!	Reddit	Stumble Upon

Cold Calling Shocker! WHO Is Your Best Ally?

Plans are in the making for an in depth teleseminar series that address the subject of Gatekeepers from four different angles. More about that in upcoming emails. In the meantime here are the first couple of paragraphs of a recent article entitled "Cold Calling Shocker! WHO Is Your Best Ally?" ... follow the link to read the whole thing:

Unbelievable! Turns out the very person sales professionals dread talking to on the phone is not to be dreaded at all.

That’s right, the affectionately referred to gatekeeper, bull dog, mean-spirited witch on the other end of the phone … in polite terms referred to as ... read the rest here ...

http://snipurl.com/1x1bs

Visit: www.coldcallingexecutives.com

Liked this post?
Save to Del.icio.us
Digg!	Reddit	Stumble Upon

Cold Calling: One-Stop Resource for Sales Articles

A quick note ...

If keeping up-to-date on sales articles gobbles up as much of your time as it does mine, this free resource will be helpful to you.

The site was started by my colleague, Jonathan Farrington, who lives in Paris and Cape Town. You'll see he has organized a team of experts from around the world who review articles from a multitude of sources and rank them for you to read. Read the list of experts for names you recognize (including mine) and names of other people who you'll want to get to know.

If you are crazy busy like most sellers than this resource will be helpful to you.

The convenience is what appeals to me. It provides a single location where time-strapped sales leaders, sales professionals and publishers can locate the top sales articles published EVERY WEEK. How helpful is that!

Check it out when you click here:
http://www.top10salesarticles.com

P.S.
If you haven't done this yet, be sure to look on the right side of the Articles site where you'll see you can still get a copy of the Christmas Ebook for free. A publisher will be including this in a hardback book sometime soon ... so you'll want to jump on this while it doesn't cost you anything!

http://www.top10salesarticles.com

Visit: www.coldcallingexecutives.com

Liked this post?
Save to Del.icio.us
Digg!	Reddit	Stumble Upon