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 must do’s: Follow five principles or kiss it goodbye

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 […]

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. Those that believe such things are denying themselves powerful […]

Close Your Cold Calling Benefit Gap. Seal More Deals.

Ensure you are communicating value when cold calling that will outweigh objections and close more sales. Sales close because of the perceived value of the benefits offered. Objections are overcome when our benefits outweigh our weaknesses. The lure of benefits makes it worthwhile for people to meet with us. Benefits are the key to generating […]

Intro to “3 cycles of 3” cold call outreach process

If you want decision-makers to pick up the phone with frequency, you need to call in accordance with what I call the “three cycles of three.” Let’s take a step back and look at the basic marketing principles and outreach realities that drive theses steps. 1. On average, it takes 9 or more dials to […]

Cold calling top producers are more focused than all the rest

There is a difference between top cold calling sales producers… the mediocre… and those treading water. It seems that the mediocre producers… have all read the same memo. The memo says that you should never quit, keep calling, go meet everybody because anybody could be your client. Don’t even try to distinguish the best prospects […]

Cold calling B2B: How often to dial and when?

If you are cold calling for discovery calls, you need to work a process that will get you in front of decision-makers consistently. One of the questions you need to answer is how often do you call and when? Let me briefly explain the basics of a call sequencing process that I believe maximizes the […]