Get over the call reluctance by doing just a little research. Not only will it give you a heads up on the person/company you are calling the knowledge will boost your confidence.

Here are some practical and easy ways to inspire you to make more “cold” calls written by David Kalstrom, a Chief Process Improvement Engineer with Outbound Excellence.



Read story from Outbound Excellence

Slow Down, Close the Sale

Sometimes it is the salesperson that is responsible for the buyer’s laissez-faire attitude. In all their eagerness to sell, they confuse or bore the buyer into a position of ambiguity. Be sure you are utilizing a sales cycle/process that is as narrow as possible to quickly solve your customer’s problem and get the sale closed.

Jeff Thull offers readers at ManageSmarter some clarity in this department to help skillfully guide prospects through the sales process for quick and painless sales.



Read story from Mangage Smarter

Step-by-Step Cold Calling Advice

If you are planning out your cold-calling script here are some great ideas to think about and perhaps implement into your plan of attack.

Stephen Craine lays out his strategy for readers at American Chronicle when making that initial icy phone call. Hopefully, it will help you determine if what you are doing could be improved upon or not.



Read story from American Chronicle

November 25, 2008

80/20 Rules

Don’t forget the 80/20 rule, it can apply to most aspects of a sales career. Spend 80 percent of your time selling, and 20 percent on administrative work; 80 percent of your business comes from the top 20 percent of your customers; listen to your customers 80 percent of the time and 20 percent talking, etc.

Glen Moore addresses the 80/20 rule and how he learned his lesson with readers at Mountain Times.



Read story from Mountain Times

Proper Pitch Setup

Communication is key in sales; getting your point across is crucial. But getting it across in a favorable fashion is even more critical.

Rick Spence shares with readers at Financial Post a practical and intelligent outline of how to set up your story (pitch) so that everyone benefits from what you have to say on their own level. It’s good, read it.



Read story from Financial Post

Common Sales Mistakes

There are certain things you just should not do when selling, or trying to sell. Sue Barrett shares some of these mistakes made by salespeople who participated in a survey that compiled a “what not to do” list when selling.

Barrett shares these self-critiquing moments of clarity with readers at Smart Company.



Read story from Smart Company

November 21, 2008

Qualify, Qualify, Qualify

Save time by spending more time qualifying and less time selling by not selling to the wrong prospect. SalesDog shares with readers at SalesVantage lessons from Tessa Stowe on the top seven reasons to zealously qualify your prospects.



Read story from SalesVantage

Interactive Sales Training

Seems experts are beginning to tout the benefits of including more than one type of learning when it comes to sales training: auditory, visual and kinesthetic. Reading books or rote exercises are helpful but role playing, which can engage all the learning senses is more beneficial.

Hal Becker makes this realization and shares his ideas with readers at BizJournals.



Read story from BizJournals

Build Lasting Relationships

Nurturing your sales relationships are what keeps them alive, period. If you let them fall by the wayside, they’ll be gone. Gone into the arms of a competitor who is willing to take your place, and your sales business.

Krista Moore breaks down the components of what it takes to hang on to those valuable, priceless even, relationships that keep you in your “busyness.”



Read story from Sales and Marketing Management

November 18, 2008

Managing a Sales Team

Motivating your sales team can be challenging these days, but one man has some ideas for those who are up for that challenge. Russell Riendeau, a behavioral scientist shares some insight on how to hire and motivate a sales team with readers at ManageSmarter.



Read story from Training Magazine