Objections to price are the most frequent of all objections. Your ability to meet these successfully is a valuable asset, and being efficient in sales is impossible without it. It is so important that every sales manager should take special efforts to see that each member of his sales force is able to meet successfully price [...]

One of the most inspirational speeches in recorded history was given by a silent comedian by the name of Charlie Chaplin. I’ve got to confess – I am sitting here speechless. I believe it’s one of the most epic speeches ever. Truly inspirational. Please take the time to watch this video in it’s entirety.; you [...]

Looking to connect with some of the top sales minds in the business? The research team at OpenView Labs recently applied their talents toward identifying the most influential sales leaders on the Web today. Click on the link below for the list of 25 of the most powerful thought leaders in the world of sales management, [...]

When done correctly, cold calling can be an effective sales tool for a business. However, many companies either do not use cold calling, or attempt it ineffectively. This is due to certain mistakes; here are a few of them:  Reading From A Script. There is nothing more boring to a prospective customer than to pick up [...]

Are you sales driven? Do you have a natural fear of cold calling? Are you looking for tips on what to avoid when cold calling? This article will give you information on how to handle resistance over the phone from your potential clients so you can book more appointments. The first step in fighting the [...]

Today I am honored to have Robert Terson as a guest blogger on my blog. Here is his blog post: Epictetus (55 AD-135 AD) said, “He is a wise man who does not grieve for the things which he has not, but rejoices for those which he has.”  I believe the optimum state of mind [...]

“Should I follow a script when cold calling?” A few of the benefits of using a script are:  You can practice reading from it before you call to help you sound more knowledgeable, professional, and in control The script contains a list of common objections, with suggested responses Reviewing the script will allow you to [...]

Sales Lead Management Association announced the results of the voting for the Most Influential People in Sales Lead Management in 2011, and yours truly is 14th of most votes received. I am grateful to all of you who voted me into the top 15 of the list for 2011. Thank you! James W. Obermayer, executive director of [...]

If you’re just getting started in the sales process, or if you’re updating your sales procedures in the hopes of getting better results, chances are your cold calling scripts will be getting at least some of the attention. If so, you may just be wondering what to avoid when cold calling, and in this article, [...]