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 [...]

Technology. It is hard to imagine our professional or personal lives without it.  Your selling skills and sales motivation are likely tied in tightly with technology. I’ll be the first to admit I like my iPhone, my laptop computer and even those technological advances that are anything but new, like voice mail, email and texting. [...]

When you move from one sales job to another, sometimes the sales processes change dramatically. For example, if you were in a job that was more relationship-based selling, it can be quite the transition to go to a position where telephone prospecting is front and center. If you find yourself in this situation, don’t lose [...]

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.