The Sales
Blog.

Ideas made
to stick.

Many sales professionals claim that they never use scripts and never would. Many take issue with the entire idea of scripting, saying that scripts are

In the maze of corporate America it is sometimes very difficult to discover with whom you should speak. There could be multiple decision-makers or there

In the maze of corporate America it is sometimes very difficult to get a decision-maker on the telephone. Sometimes the best way to reach a

You’re walking down a street in your home town and you have some time on your hands so you’re window shopping. You suddenly stop—transfixed by

I first wrote about “Marketing Insensitives” a few years ago. At the time, I had received a call from a telemarketer offering me some “marketing

1. Ask the gatekeeper: “When is the best time to reach (prospect’s name)?” Call back then. 2. Vary your calling times. If you are only

1. If you are giving a sales presentation, make sure to only give that presentation after you thoroughly understand your prospect’s specific problem and motivation

Approximately two years ago I first wrote about “Marketing Insensitives.” At the time, I had received a call from a telemarketer offering me some “marketing