Studies have shown that some salespeople reduce their cold calling efforts by as much as 38% during tough times. That’s not good. More…

Here are the top 10 Sales & Marketing Update stories of 2011, as chosen by our readers:  More…

Here are 10 very valid reasons why the average cold call has gone the way of the Maytag man:   More…

Some list gatekeepers as public enemy No. 1 when it comes to cold calling selling. Others credit gatekeepers for steering them in the right direction and helping them close a sale. It all depends on the approach. More…

Time and again, research has proven referrals are the best way to close more high-probability prospects. So why do salespeople constantly avoid asking for them?  More…

There’s no doubt, cold calling isn’t easy. But there are some secrets to success – such as having the mental toughness to accept rejection and using a combination of these four tactics. More…

Getting some phone time with busy people is a challenge. The challenge is a bit less daunting if you know the right times to reach out.

More…

Is your company still using one of these tried-and-true sales models to market its products? If so, it may be time to consider a new strategy:  More…

There are no magical tips you could get that’ll guarantee success for all cold calls. But, unfortunately, there are six dumb mistakes that will ensure failure and rejection. More…

Successful sales calls share the following characteristics: More…

Prospects usually have a few tried-and-true brush-offs they use when they don’t want to talk to a salesperson. Here are a few truths about these objections and how to handle them: More…

Always felt that making cold calls was one of the worst job duties? You’d give up almost anything to dump it, right? But would you be willing to forgo adult (ahem) relations for 30 days? More…

Here are some good reasons why ramping up cold calling efforts now, during a down economy, can get your salespeople in front of more prospects: More…