Articles

Way back in 2001 when the Arizona Diamondbacks won the World Series, Pitcher Curt Schilling shared one very important mindset that he attributed to his success. Prior to his big wins, he admitted to pitching, one inning at a time. He had talent, but was not that successful.  After retaining a performance psychologist, he started focusing […]

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 […]