February 8, 2016

The Fastest Way to Easy Sales!

I’d like to share with you a very easy trick you can use, to get more sales, fast & easy. I learned about this several years ago when I was studying the science of social dynamics and sub-communication in order to apply the information to improving my sales. But it was a very unusual application…

Why You Don’t Deserve More Leads

It’s true. There’s a good reason for it, but the truth is clear: You Don’t Deserve More Leads! Why? Because you’re wasting the ones you already have. Part of my business is doing lead-generation for companies. That’s where we put up a website with a lead-capture form for a particular industry, rank the site #1…

How To Lose A Sale In 10 Seconds

“I want Frank to come and speak to us.” This is the voicemail that my speaking coordinator, Kate, received, so naturally she called right back. Unlike most authors, I don’t actively seek paid speaking engagements, but certainly don’t turn them away when they are offered, and this was the second one in a day. On…

He Was FIRED For Making Quota!

It’s true. A while back, one of my co-workers got fired for making 200% of his quota! Yeah, it’s insane. Yeah, it’s stupid. But this is the mentality of far too many managers and corporations. This company required a morning activity report. They called it the “daily.” Your daily had to have total number of…

“Get Your Degree In Salesmanship!”

I was reading a very interesting business book this past weekend, and it made a very good point – one that you probably already know: Selling is the most important skill in all of business! And yet, most college students and even business executives shun sales. They’ve had so many bad experiences with salespeople that…

“Make More Calls! Make More Calls! Make More Calls!”

I know you’ve heard that line a million times. Maybe even more. Every time sales are down, or you’re not at your numbers for the month, what do 99% of the unqualified sales managers in the world – which would pretty much be 99% of sales managers altogether – always say? “Make More Calls!” As…

Baylor University Study DESTROYS Cold Calling

Yet Another University Study Discredits Cold Calling I’ve frequently quoted the study done several years ago by the Kenan-Flagler Business School at the University of North Carolina. It concluded that 4 out of 5 B2B decision makers in the United States – that’s 80% – absolutely, positively will not buy as the result of cold…

Let The Stupid People STAY Stupid!

“Let the stupid people stay stupid.” That’s a phrase my Director of SEO says a lot. The SEO – Search Engine Optimization – business is largely a big cat & mouse game with Google. They’re always trying to stay one step ahead of us and vice versa. Part of their strategy is to use their…

The TRUTH about “Never Cold Call Again”

Every now and then I sit down with my support staff to review trends they’re seeing from customers, in terms of support issues, product requests, and so on. One of the biggest issues lately is that people are buying the published book version of┬áNever Cold Call Again┬áthat you can get in any bookstore, and then…

Why Most Top Salespeople Are LAZY

Yes, I’ll admit it, I’m as lazy as they come! I’m not a morning person. I hate getting up early, I never do it unless I absolutely have to, and I’ll never understand people who do. I’m not a workaholic. I love what I do for sure, but life is too short to spend most…