Is Your List Up to Date?

“Without a systematic way to start and keep data clean, bad data will happen.” — Donato Diorio When starting a cold calling project, the first thing you need is to have the right person on the phone.  Who is the right person?  They have a great attitude! They are positive, motivated and confident … Read More

A Powerful Sales Tool

“To listen closely and reply well is the highest perfection we are able to attain in the art of conversation.” – Francois de La Rochefoucauld, Essayist We all recognize the importance of listening. Yet many salespeople fear losing control to active listening during a call.  According to Gong Labs, top sales … Read More

Call Us Crazy

For companies that have a lot going on, finding the time to cold call can be difficult. Effective cold calling can go by the wayside when other things keep taking priority.  Many salespeople say that the least favorite part of their work is cold calling. They feel that people will … Read More

You Have to Get Their Attention

In the movie Ferris Bueller’s Day Off there is a classic scene of Mr. Lorensax “Ben Stein” teaching a class on government.  He’s droning on about the depression, tariffs, voodoo economics, he’s mind-numbing. He drones out questions which are met with silence and blank stares, Anyone? Anyone? He then answers his own … Read More

Stop, Assess, Strategize and Move Forward

These last 25 years have had some major ups and downs. Times when business was great and times when business was challenging. One thing has been constant, business still had to move forward.   “I can’t change the direction of the wind, but I can adjust my sails to always reach … Read More

Lead Generation Must Go On

“I am not a product of my circumstances. I am a product of my decisions.” -Stephen Covey Many years ago, I was talking to a trusted business advisor. I asked him if he had ever experienced a time of continually taking two steps forward and one step back. He said … Read More