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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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Top 5 Reasons to Cold Call

Even though my Never Cold Call Again system (http://www.nevercoldcall.com) is for people who want to stop cold calling, I still get so many emails from people screaming “COLD CALLING WORKS,” so I thought I’d make them happy for a change and tell you the top 5 reasons why you SHOULD cold call! 1. You are a masochist. Masochist (noun): The tendency…

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Is Your Sales Manager Hiding This From You?

A friend of mine who is a very, very talented salesperson and successful entrepreneur is finally working on a sales training program of his own, one that I know will be excellent. I’ll be sure to tell you about it once it’s completed. But I digress. I wanted to tell you what he told me…

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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…

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Not Enough Sales? You Are NOT Alone!

(NOTE: This post was accidentally deleted and re-posted, so please give us some Facebook love and get this thing back up to a few hundred likes again!!) “That’s impossible. It can’t be done.” That’s what my friend Bill said to me one day. Bill and I worked together at my first sales job many years…

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Why Sales Don’t Happen (and businesses fail)

I was checking out new articles on Forbes on Friday while waiting to board a flight and came across one about why most business startups fail. It was interesting because the reason is NOT what I would have expected! Most people would guess something like: – Not enough funding – Bad management – Poor marketing…

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The Internet has KILLED Cold Calling!

This week, as I do every week, I read Jeffrey Gitomer’s excellent sales newsletter, as you should too if you want to be a superstar in sales. One of the guest articles really made an excellent point: The topic was, you guessed it, cold calling. The author explained that up until the early to mid…

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“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…

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LinkedIn Selling System 2.0 closes TODAY – Hurry!

The LinkedIn Selling System 2.0 closes TODAY! That’s right: Today is your LAST CHANCE to get the LinkedIn Selling System 2.0. After midnight tonight, US Central time, it goes off the market – forever. Here’s where you can get your copy right now: Order The LinkedIn Selling System Right Now If for some reason you’re…

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“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…

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