How to Deal with Sales Rejection

Sales Rejection

Rejection is everywhere in sales. Cold calling. Email prospecting. Proposal presentations. Closing. Follow up. It’s so common that it’s become part of the job description for a salesperson: “able to deal with rejection with confidence.” In selling, it’s not if rejection will happen, it’s when rejection will happen and how you deal with it that […]

Turn a Prospecting “No” into “Yes!”

Possibility of Yes

My youngest son is looking for a job. He has a list of all the places he wants to apply and he’s making his way steadily down the list, submitting applications, then picking up the phone to find and call the hiring manager. He’s very methodical about it and not the least bit discouraged by […]

The Number One Way You Sabotage Cold Calling

Cold Calling

Cold calling. The sheer mention of the phrase sends shivers down the spines of many salespeople. They hate it. They do everything they can to avoid it. And yet, when the sales funnel is dry, it’s the fastest way to find new prospects. In our experience, a half-day of cold calling will yield an average […]

3 Smart Ways to Cold Call and Reach Prospects

Cold Calling

This week a question asking my opinion of the value of cold calling reached me through our website Contact Us page. It was phrased this way: I’ve read a lot of articles that say cold calling is dead. I believe it’s still a valuable prospecting tool to find new opportunities in addition to other approaches.  […]