Discovery Call Formula of Success: 50/20/20/10

I used to believe in the 60/30/10 rule when it came to be booking sales appointments and discovery calls. That rule stated that 60% of your prospecting success would come simply by hitting the right targets, 30% will come because you have the right message and 10% will come from all other reasons combined. With […]

How Much Sincerity Must You Fake To Earn Trust?

How much fake sincerity does it take to earn trust? Do you know your biggest challenge as a vendor or service provider? Your prospects don’t trust you. They have been on the receiving end of too many exaggerations, part-truths, and distortion. Too many reps have misrepresented their capabilities and experience. They have wasted too much […]

How to Find Your Prospect’s Email Address: Tools to Use.

Let’s review tools to find the email addresses of your highly targeted prospects and decision-makers. Email is becoming more and more important in appointment setting land. “Cold Calling” should really be called “Cold Outreach” today because reaching a high-level prospect involves more than just phone calls. Many of the sales meetings being set today by […]

If Cold Calling is Dead, Vampires are Alive

The Sooner You Stop the Cold Calling is Dead Delusion and Accept Reality, the Sooner You May Close More Great Accounts. Fact: “Cold Calling is Dead” is a lie. Mail is dead. Books are dead. Email is dead. The internet is dead. Cold calling is dead. Newspapers are dead. Those that believe such things are […]

How Mike Got Cold Calling Up To Speed

How Mike…. who was singing the woe is me, my market is so competitive, everything is price driven, I can’t figure out how to communicate my value blues… …turned it around and got his prospecting up to speed. Once upon a time there was a hard-working schmoe named Mike. Very knowledgeable, knew the ins and […]

Sean’s Cold Calling Gets Quick Close and Space Shuttle Tour

How Sean Turned a Cold Call Into A Cool Space Shuttle Tour and… Closed a $220,000 deal in three weeks. Read the Good, the Bad and the Uglier. Read Sean’s reply when they said “We have plans but they don’t include you.” Sean told me these 4 things right after he told me about the […]

Cold Calling “Unreachables” and “No’s.” What to do?

PLAN “B”-PART ONE: WHAT TO DO WITH THOSE WHO ARE UNREACHABLE, DON’T AGREE TO MEET, OR TELL YOU THEY HAVE NO NEED. Also revealed… the #1 follow up strategy. Here are five cold cruel realities of sales prospecting that a good plan B will overcome. 1. Most prospects will turn you down. 2. With “major […]

Do This Cold Calling Stuff Or Kiss It Goodbye. 5 Principles.

If you want to connect with high value prospects that will convert fairly quickly to a closed account… you better be doing these 5 things or you can kiss it goodbye. 1. Stop thinking you can’t. This still puzzles and saddens me. Hard working people with great products and services keep banging their heads against […]