They say cold calling is dead. Really…? By Wendy Weiss, The Queen of Cold Calling™ Cold calling is dead… At least that’s what people say. According to a new study by the RAIN Group Center for Sales Research, however, both buyers and sellers agree that cold calling is still one Read more
FROM THE DESK OF GRANT CARDONE: When in comes to prospecting, many people have the problem of running out of creative ways to stay in touch with people. I want to show you endless creative ways to get attention and stay in front of people and keep making yourself known. Read more
Another gem from one of my favorite sales authors: Ryan Stewman. Follow him on his “Hardcore Closer” blog if you like posts like this. Alright, class is in session. I’ll be your instructor and I expect your full attention as I embark on today’s amazing lesson in sales. I warn Read more
It’s summertime! No one wants to be bothered. It’s too hot. It’s a beautiful day; everyone is out. No one is thinking about work. Prospects are getting ready to go on vacation. Everyone is on vacation. Prospects are just returning from their vacations. I’m preparing to go on vacation. I’m Read more
This post originally appeared on Gitomer’s Sales Caffeine. He’s a terrific sales mentor and someone I follow religiously. As a HUGE fan of networking myself, it bothers me to see so many agents who are just plain horrible at it. This is definitely worth the read. How important is networking? Read more
By some estimates, over 124 million job-related searches are conducted each month on Google.com – and that number will only continue to rise with the launch of Google Jobs. That figure doesn’t even factor in other major search engines. It’s you, the Agency Builder, who has the most influence on Read more
My friend Rory Vaden wrote this on his blog and it was so good I had to share it here I recommend subscribing to everything he writes if you’re in the sales game – he’s absolutely terrific. Being in sales can be tough. On any given day, you deal with Read more
The name of the game in Prospecting is follow-up! So many salespeople are like shotguns – spraying out shrapnel everywhere without any organized campaign to capture territory and move the game forward. The best prospects are the ones who are hard to reach, but it’s often challenging to figure out the Read more
My wife just introduced me to Scarlett Ballantyne’s blog and I think it’s terrific. Scarlett isn’t in the insurance business – she is an independent business owner representing Stella & Dot‘s product line and has spent the last several years selling jewelry and recruiting her sales team to do the Read more
I’ve talked to several agents in the last few days who are having a tough time setting appointments and getting them to stick. Think about this: Saying something like, “I’m open anytime this week. What works well for you?” sounds weak and desperate. Producers and players don’t have open schedules. Read more