Articles

Mike Ferry, a seasoned IT sales guy, generously shared his formula for a Cold Call Conversation in this short under 20 minute interview:

When you reach out to prospects and they are not responsive, what do you make it mean? Do you make it mean that they don’t like you? That they don’t like salespeople? That they love their current supplier or provider? That they are a jerk? That prospecting doesn’t work? As humans we are meaning making […]

New prospects are the life-blood of business!  The magic number of 25 prospecting calls a day usually results in high-value lead generation.  For some salespeople, it can be tough to get in the “zone” to prospect.  Here are a few tips: Start with an outward mindset. You must give a darn about your prospect and […]

What is it like when you make prospecting calls and your prospect answers their phone?  It’s cool; huh?  It’s fun! It’s progress! How many sales calls do you actually take on a daily basis? Isn’t it hypocritical to expect prospects to answer the phone when you are prospecting, however, you duck and dodge salespeople who […]

A top-performing real estate agent disclosed the key to his success. His optimistic, energetic mindset around selling is noteworthy. He shared that the day that he “got” that he is a professional lead generator first and foremost who happens to sell real estate is the day his business started to thrive consistently. How do you […]