Awkward silence. Most people hate it. But it’s one of the top-secret tools of the best salespeople in the world. If you know what you’re doing, you can deliberately leverage…

I recently wrote part one of pattern interruption in sales. I showcased the “how” and “why” we break patterns during the cold call. So today, I want to show you…

Cold calling isn’t dead. But you know what is dead? The expected canned scripts, and monotone voices and personalities.    “Hi, this is Peter from XYZ, did I catch you…

“Hi, this is Samuel and I’m calling from Products & Services International. Do I have the owner of the company on the line?”   Click. Gone. Done. You never stood…

You’ve heard it said that cold calling is a numbers game. And it’s true, to a point. If you call 50 prospects, you might book a few meetings. If you…

There’s no denying the power of cold calling. Millions of companies have been built (or at least got their start) by cold calling prospects to sell their products and services. …

Did you know that according to one study, approximately 80% of decision makers accept meetings with sellers who cold call. That’s 8 out of 10 buyers, proving that cold calling…

Mistakes happen, even in sales. But the pros learn from their mistakes and use that knowledge to their advantage. So today I’m highlighting a handful of sales pitfalls, some of…

Value-based selling is a big buzzword in sales. And for good reason! We should be selling our VALUE and not the tangible features (or even benefits) of our products or…

You chose sales as a career. Or maybe it chose you. Either way, you know that it takes momentum and persistence to succeed in the thrilling sport of sales.  …