8 Easy Tweaks to Win More Customers
Spend a few minutes a day on these simple activities and you can double or triple your win rate. Read more
Cold Calling
Recent Cold Calling Articles
Cold-Calling Fail: 6 Cheesy Phrases to Avoid
Most cold-calling scripts include dated lines that can scare off potential customers. There are better ways to make the same points. Read more
How to Sell Against a Competitor
You never want to badmouth your rivals. But there are other ways to highlight your strengths. Read more
How to Ask for an Initial Meeting
The way you ask for the appointment could determine whether you'll make a sale. Be sure you get it right. Read more
Make a Cold Call That Works: 4 Steps to Prepare
Cold calling is hard enough when you're calling "out of the blue." Here's how to lay the groundwork in advance. Read more
5 Tips for Better Sales Presentations
You need to persuade customers that you're the right supplier and that this is the right time to buy. Here's how to nail it. Read more
4 Mental Tricks to Conquer Fear
You can't be successful if you're ruled by fear. Here's how I reprogrammed my brain to be more courageous. Read more
Biggest Lie in Sales Today
Chances are, you've heard this one--many times. Don't want to hear it again? Try these tips. Read more
Getting Past 'No': How to Move a Cold Call Forward
These are the seven most common objections that cold callers hear from customers--and a few smart ways to respond to each. Read more
Sales Tactics: Are You a Peddler or a Seller?
Whether you're welcome in a customer's workplace often depends on whether you're selling or merely peddling. Know the difference. Read more
Secrets of the Email Scammers
There's more business smarts behind those Nigerian scams than you might think. A new report breaks down what makes them brilliant. Read more
How Customers Decide to Buy
Before they plunk down the money, customers make these five exact decisions--in this exact order. Your job is to help them do so. Read more
Why Your Cold Calls Aren't Working
If your sales calls aren't working, you might be sabotaging yourself. Make sure you're not clinging to any of these ideas. Read more
Land a Customer Meeting: 4 Rules
Yeah, we know: Cold calling stinks. Here's how to get someone to give you the time of day. Read more
Proposals That Win Business: 5 Rules
A new report suggests that structure, size and timing all matter. Here's how to get the details right. Read more
How to Pitch a CEO: 4 Tips
Get the attention of a CEO and you've upped your chances of scoring a big deal. Here's how to do it the right way. Read more
Customer Conversations: Best Opening Line
The first question your customer needs answered is: Why should I waste my time on you? Make sure you know the best way to grab her interest. Read more
Texas Business School Teaching Door-to-Door Sales
Grad students in Texas study entrepreneurship--and learn some tough lessons about sales. Read more
Inbound Marketing: How to Make It More Effective
With inbound marketing, the customer comes to you, but you still have to move the opportunity forward. Read more
5 Critical Sales Questions Finally Answered
If you don't understand the answers to these critical questions, your sales operation may be in jeopardy. Read more
How to Land That All-Important First Customer
No track record? No problem. Here's how one fledgling start-up signed up 40 Fortune 500 companies as customers. Read more
Do Sales Goals Actually Work?
The wrong focus can actually make it trickier to build a solid customer relationship. Make sure you're getting these right. Read more
Get New Customers: 5 Quick Moves
Use your network of friends, colleagues, and existing customers to generate new business. Read more
Turn Failure into Success: 10 Ways
The first step to becoming more successful is changing the way you think about failure. Read more
How to Sell Yourself
In every sales situation, your No. 1 job is to sell yourself to the customer. Here's how. Read more
Marketing Makeover: Fix This Email Pitch
Email marketing fails when a message contains just biz-blab and fake emotion. Here's how to write a note that generates real leads. Read more
How to Close a Sale
You'll sell more if you make closing a natural part of your conversation with the customer. Read more
12 Customer Dos & Don'ts
Use these quick and easy rules to make sure your customers keep coming back for more. Read more
How to Handle ‘It Costs Too Much!’
You can make the sale even after a customer says your price is way too high. Follow these easy steps. Read more
5 Questions Every Customer Asks
All customers ask the same questions--of themselves & of you--in this exact order. If you want to sell more, be prepared to answer them. Read more
How to Sell Like a Fighter Pilot
A former fighter pilot explains how to use military discipline to increase your sales figures. Read more
Smart Talk for Fast Times: 5 Rules
No one has time to listen to chit-chat. Use these tricks to get more out of less in conversations with busy executives. Read more
How to Write a Better Elevator Pitch
What you think is an elevator pitch will actually alienate customers. Instead, have a conversation that creates a real sales opportunity. Read more
10 Common Sales Mistakes to Avoid
If you blow it at a face-to-face meeting, you'll have wasted both your time & your client's. Avoid these goofs to turn more prospects into paying customers. Read more
How to Get Past Voicemail & Email
Tired of leaving endless, unanswered voicemail and email messages for prospects? Use these tips to get your messages returned. Read more
