Cold Calling: "Foot In the Door" Teleseries

The number one question asked by our subscribers is, "How do you get past those pesky gatekeepers?"

That one question has many parts to it as you and your colleagues let us know a short while back as participants in an online survey.

Now, in the matter of a few short weeks you will be privy to the answers to that multi-faceted question as three of my colleagues and I attack that question from many, many, angles.

Find out more about the depth and breadth of solutions that will be presented as you click on the link below:

http://snipurl.com/20k9e [www_sellingtobigcompanies_com]

Visit: www.coldcallingexecutives.com

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Cold Calling and Other Important Sales Books

Thank you Alan for being the one to ask me most recently, "What books should I read in 2008?"

A while back I surveyed sales professionals and learned that most of your colleagues read on average one book per year ... and that is if and only if the company they work for buys the book and insists that it be read.

My colleagues are avid readers and have a voracious appetite for business books - and read at least 5 books per month. Now, that my brain is coming back from being infected with Lyme I find that I read somewhere between 3-5 books per week. Perhaps, I am making up for lost time.

One of my mentors told me books are like good friends. As you read, elaborate on that thought. Think about books as a terrific way to receive one-on-one time with the author. If the author's words resonate with you, open your eyes to possibilities and "ah-ha" moments then read as many of that author's books as you can get your hands on.

The goal is to learn how to think the way that author thinks. You don't have to "own" each of the writer's thoughts but do learn how that person thinks. Then, when you want their counsel there words will serve you well as their perspective becomes one that you can use to evaluate your decision making.

Here are a few books for you to consider adding to your library:

The Accidental Salesperson written by Chris Lytle. Chris recently interviewed me for thoughts on cold calling. During the call ,we shared ideas and we both left the call having learned something. I like his style, his thoughtful questioning, and the business concept that he and his wife have put into action. If you like his book be sure to check out their website for ongoing online sales training.

SuperStar Selling written by Paul McCord. Paul is one of The Top Sales Experts that I have been telling you about in recent emails. You can see Top Ten Sales Articles and our reviews of them at http://www.top10salesarticles.com/ and you will soon hear more about what we are up to on a world wide scale.

As for now Paul's latest book, "SuperStar Selling: 12 Keys to Becoming a Sales SuperStar "has just hit Amazon as a pre-release offering although it officially launches on March 11th.

Nevertheless, the book can be ordered right now. They won't charge a credit card until the book is actually in stock and ready to ship. The best part is that if you order as a pre-release offering, you'll get a 5% discount. Then when the book is in stock, if they are offering a discount off cover price ($16.95), you'll get the discounted price PLUS the extra 5%.

Bankruptcy-1995 written by Harry Figgie. This important volume deals with economic conditions and equips the reader in easy-to-understand language to "see" the world of money through the eyes of an executive. I believe this perspective will become increasingly important in the months and years to come. Mr. Figgie's book on Hyperinflation (that I could only find through the public library system) has an excellent discussion of the changing roles of marketing and sales professionals. Learn these perspectives and you will have a big, Big, BIG advantage over your colleagues as you will be far better equipped to speak to the needs of "Top Dog" decision makers.

Don't let the low prices of this book fool you. This is heady stuff that I primarily discuss during coaching calls with clients. If enough subscribers show interest in this topic I will be glad to write articles just for you toward the goal of preparing you for "selling" in a recessionary and hyperinflationary economy.

Secrets to Scheduling the Executive-Level Sales Call written by yours truly, Leslie Buterin. I about choked when I saw what this volume was selling for on Amazon. If I were you I'd buy directly from here ... we're less than 1/2 of the going price on the web. You can just order the book from http://www.coldcallingexecutives.com

On a final note if you are interested in a Book Club of sorts let me know. We could "meet" once a month online and discuss sales books. Hearing what others learn by reading the same material brings a whole new level of learning.

Well, I've about written another book myself in this post :) as always, wishing you the best,
Leslie Buterin (like butterin' bread)

Visit: www.coldcallingexecutives.com

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Cold Calling: Health, Wealth, and Love and Time to Enjoy Them

Every Thursday of 2008 I plan to be in touch with you via email or phone. Some weeks, like this one, I will be sending you more than one email because there are lots of questions I want to answer for you.

This year I made a significant strategic decision. This may be the year for you to do the same.

As for me, I decided to quit focusing on getting more subscribers from the Internet community at large and to begin focusing all of my attention on you, the rest of our current subscribers, and clients.

Even though my board members' continue to advise me to market for more, more, and more subscribers, I say "no" because during strategic planning sessions I had an epiphany of sorts.

I acknowledged that what fuels my soul, what gets me out of bed in the morning and ready to live life with gusto is the privilege of walking deeply ... one-on-one with my clients; the thrill that comes with pouring the best of me into each of you; and the joy that comes with hearing about your resulting successes.

What's happened since I implemented this decision January 1 of this year?

• The number of our subscribers has quadrupled as subscribers forward our emails and articles to colleagues... and let others know about our http://www.coldcallingexecutives.com/ and http://www.thetopdog.com/ websites. Now, I am get to work with more terrific people just like you!
  
• More of our subscribers are taking the plunge and inviting me to coach them through the challenging waters of cold calling; maintaining regular contact with you via email is a welcome reminder that there is someone out there (those of us at Top Dog Consulting) who is on your side and wants to you experience over-the-top success.
  
• More of our clients are asking advice in other areas of life ... how to deal with the changes brought on by the economy, investments, and health. As we walk deeply through problem solving, together, our clients honor me as a trusted resource. I will do everything I can to maintain and build upon that trust.

Although I do not profess to be an expert in these areas outside of cold calling, I am glad to talk in-depth about what I have learned throughout many adventures in life. My encounters and relationship with sales professionals and business leaders from around the world offers a unique perspective that equips you well to deal with changes in the market place.

Now and again you'll receive some "off topic"; non-cold calling related writings from me ... like you'll see this week. Why? Because these "off topic" questions are being asked frequently by subscribers and clients. For every one of you who asks a question, I know there are at least 100 of you who have the same question but just haven't yet asked for answers.

Today, I'll pass on a most excellent health resource where you will find more about the physician who helped me get my life back from Lyme disease; and has done the same for others with Fibromyalgia, Chronic Fatigue Syndrome, Multiple Sclerosis, Alzheimer's and more.

Find a list of other diseases this doctor helps people get through when you download the free ebook from http://www.thelymelady.com/

Find out how to contact this physician at http://www.healthcentersofamerica.com/ (big, Big, BIG, thanks Maria for being the most recent one to ask me for this info!)

Tomorrow I'll answer the frequently asked question , "What books should I be reading this year?"

The next day, Thursday a quick survey will be coming your way -- some terrific solutions are coming together that'll answer the number one cold calling question. Your input will give me what I need to provide the finishing touches.

More soon, until then, think about what your clients receive that is uniquely yours to give. Then ask yourself, based on the answer is a change is sales strategy warranted in how you conduct business?

Leslie Buterin (like butterin' bread)

Visit: www.coldcallingexecutives.com

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Cold Calling: Upcoming Foot in the Door Series

A while back I sent you a "Save -These-Dates" reminder with a promise to fill you in on the details in upcoming emails. Well, that time is now and boy howdy are you in for a treat.

As you well know, if you can't set up a meeting with a corporate decision maker, you can't sell anything. It's that simple. That's why my friend and colleague, Jill Konrath, has invited sales and lead generation strategists to share their best foot-in-the-door strategies in an upcoming teleseminar series.

Over the next few weeks I'll "introduce" you to her guests and fill you in on their particular areas of expertise as well as the questions they will answer during their time with you.

That'll whet your appetite for more, then, on February 28 be ready to click on the "enroll now" link to reserve your seat. You will not want to miss out on all of the tips, tools, and techniques that will be shared all for the purpose of, well, getting your foot in the door!

Be sure to mark the dates and times of these upcoming Teleseminars in your calendar:
March 6; March 20; April 3; and April 17. The time to block out is 1:00 to 2:00 CST.

Here are teasers as to what you can look forward to -- more details to follow in next Thursday's email:

March 6: You will be able to interact with Jill as she reveals her secrets for "Cracking Into Corporate Accounts". She is particularly gifted at doing this and will tell you what you must do to get your foot in the door.

March 20: I am the one on the hotseat as Jill grills me for "The Golden Keys to the Gatekeeper - strategies to get into the executive suites.

April 3: You will hear from one of the fine men who attended the Sales Shebang last November, Craig Elias, who will fill you in on "Leveraging Trigger Events to Get Your Foot In the Door.

April 7: Marguerite Mcleod-Fleming, a new friend and colleague from Canada, will speak to the "Voice of Experience - Developing Instant Credibility and Contagious Confidence on the Phone!" She has been studying with a voice coach and what Marguerite has discovered will astound you as it has me.

More next week,
Leslie

Visit: www.coldcallingexecutives.com

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