Guest post Monday brings us Joanne Black, a leading authority on referrals and author of No More Cold Calling. A Nielsen poll stated that 90 percent of consumers trust peers, and less than 10 percent trust an unknown source. Cold calling is perceived a lot like phone spam. If customers want information, they will search [...]

Guest Post Monday!  Today we have Wendy Weiss, The Queen of Cold Calling, addressing how to best handle cold calling in an email.  Some of you may have already found yourself having to do this type of cold calling, but whether you have or not, listen in to her valuable insights. Sometimes it is truly [...]

It is Guest Post Monday, and today we have Robert Terson from Selling Fearlessly. He is an author of an upcoming book by the same name, and he offers us valuable insight on dealing with a prospect’s hostility. A prospect is sitting across from you, arms folded across his chest in an “I’m from Missouri” [...]

Never start off a phone call with a customer with whom you haven’t talked in awhile with a line like, “I just thought I’d touch base with you.”

This is particularly important if you’re selling in a B2B environment and let me explain this one first. If you’re selling in a B2B environment, you’re dealing with people who value their time. It’s hard to find a businessperson who does not have more on their plate than they have time to get it all done.

Texting has become commonplace, but don’t ever text a customer or prospect — unless they have first texted you.