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Cold Calling
3 Ways Salespeople Can Build Pipeline
Cold Calling

3 Ways Salespeople Can Build Pipeline

July 12th, 2018 0
I recently1 attended Dreamforce in San Francisco with Tiffani Bova, Brent Adamson, Jill Konrath, Mark Hunter and other legends of sales enablement. While there, I was interviewed by Kevin Micalizzi for the Quotable podcast and here is an...
Life at 1000 Dials a Day - Technology and People can achieve amazing results
Cold Calling

Life at 1000 Dials a Day - Technology and People can achieve amazing results

July 5th, 2018 0
Chris Beall from ConnectAndSell read an early draft my upcoming book, COMBO Prospecting, and he provided some highly valuable feedback. In my book I state that all new business development salespeople should be driving phone-centered outreach to...
Give Good Phone: Window To The Soul
Cold Calling

Give Good Phone: Window To The Soul

July 4th, 2018 0
Why does social selling go thud? Because it's mostly a passive and weak "reactive" activity save for the very few who use it properly like Jack Kosakowski. It's kind of like online dating versus going and meeting real soulmates out at a park,...
Gold Calls
Cold Calling

Gold Calls

April 12th, 2018 0
Failure to consistently prospect is the #1 problem facing salespeople. - Jeb Blount The phone is pure gold my friends. Fewer sellers than ever are actually making the dials and when they get assigned 50 outbound a day, they do about 7 or 8. The...
How to cold call the CEO (not the minions)
Cold Calling

How to cold call the CEO (not the minions)

January 5th, 2017 0
Marketing experts, particularly those with a vested interest in selling digital marketing products, have been predicting the death of cold calling for a long time. They are wrong! Not only is cold calling alive and kicking, it’s more...
The Big (Sales) Short
Cold Calling

The Big (Sales) Short

June 20th, 2016 0
The most gobsmacking aspect of “The Big Short”, Michael Lewis’ brilliant book and the resulting  (and highly recommended) movie detailing the 2007-2008 collapse of the world financial markets, is how many supposedly brilliant people...
The Challenge with Challenger Selling
Cold Calling

The Challenge with Challenger Selling

March 9th, 2016 0
  I’d love to play at Wimbledon, or at least I would have 30 years ago, even if I would have been quickly hammered off the court. But, luckily for spectators, feckless amateurs can’t just rock up at Wimbledon with their...
Yo-Yo Prospecting
Cold Calling

Yo-Yo Prospecting

March 7th, 2016 0
  We've all heard of Yo Yo Dieting. You realise you've put on more weight than you want. You starve yourself to get to your goal weight and, once there, go back to your old habits only to regain the weight. So you diet again...
Leads are the Raw Materials of Selling – Manage Them!
Cold Calling

Leads are the Raw Materials of Selling – Manage Them!

February 9th, 2016 0
There is a quote in business that has been attributed to many people over the years…“Nothing happens until someone sells something” But from a sales perspective, the reality is.. “Nothing happens until you generate a lead!” And...
Cold Calling Again At 50, You're Kidding Right?
Cold Calling

Cold Calling Again At 50, You're Kidding Right?

February 5th, 2016 0
                               By Cian McLoughlin (adapted from my article on LinkedIn) No one’s quite certain of the origins of cold-calling, although the story goes that when Alexander Graham Bell first invented the...
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