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Selling Is Stupid

Not too long ago, someone emailed me to let me know about a heated debate over my book that was taking place on one of the sales discussion forums online. Because I get such a kick out of all the old-school “You must cold call or die!” fanatics still lingering out there, I immediately signed…

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LESS Appointments = MORE Sales

Having spent many years as a top sales pro, and after nine years of analyzing thousands of top salespeople as a sales coach & consultant, one glaring truth stands out above all the rest: The people making the MOST sales are going on the LEAST number of  appointments! This is an astounding statement, especially since…

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“Goes to show that Cold Calling DOES Work!”

“Goes to show that cold calling does work!” I saw Wall Street, one of my two all-time favorite movies, this past weekend again for the first time in a long time! Naturally, considering what I do for a living, I had to laugh when Bud Fox gets promoted to his new corner office and the…

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Mainstream vs. “Underground” Selling (the truth)

As someone who obviously uses the Internet as a top method of marketing my business, I naturally subscribe to many email newsletters on the subject. What’s interesting, though, is that the best advice doesn’t always come from the most expected sources. Here’s what I mean: Some of the people I subscribe to are “underground” types.…

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Sales Tip: It’s All YOUR Fault!

“This Dirty Little Secret!” I’m writing this just a few minutes after I emailed a question off to an old friend, Dr. Joe Vitale, whom you might know from his many best-selling books or his role in the motivational movie, The Secret. Dr. Joe has a saying that was echoed in The Secret and that…

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Sales Story: Really Stupid Sales Managers

“Really Stupid Sales Managers!” Yesterday I had the pleasure of being interviewed by a MBA student, who was required to interview someone with sales management experience. Since he’s also worked in sales, we shared stories about really, really dumb sales managers we’ve encountered, so here are some good ones for your enjoyment! There was the…

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Cold Calling = LAZINESS

Cold calling is a sign of laziness. There, I said it. And I mean it! But what do I mean? It goes way back to when I read one of Robert Kiyosaki’s books about starting your own business. He said, “Having a job is a sign of laziness.” Of course, it must be taken in…

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Why You Suck at Sales

It’s true. I hate to be the bearer of bad news, but the truth is clear: You Suck At Sales Why? Very simply, it’s because you’re selling. I define buying & selling different than most people. To me, buying is a pleasurable process where you happily exchange money for something you want or need. Selling,…

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“Magic Carpet” Leads

Just about everyone comes to NeverColdCall.com and signs up for my newsletter for one reason, and one reason only: They want more leads, and they want them without cold calling. “Magic Carpet Leads” The percentage of people who get the Never Cold Call Again system under our 30-day “try it before you buy it” program…

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I’m sick and tired of this!

When I began teaching salespeople how to sell without cold calling, I seriously thought I’d be out of business by now. I fully believed that by today, 2014, the Internet and social media – not to mention a ton of other extremely effective lead-generation strategies – would have completely wiped out cold calling by now.…

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