Sales Best Practices

8 November 2016
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To Script or Not to Script – B2B Cold Calling

8 November 2016, Comments: 0

Your phone rings, so you answer it…   (Silence for 10 seconds) Hello! This is John Smith with AZ Corp calling. I’m with my company’s Value Added Rewards program. Wouldn’t it be great if you could get cash back rewards for every purchase you make? Well, what I’m [...]


7 October 2016
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Sales Prospecting Fundamentals – Reaching Decision Makers

7 October 2016, Comments: 0

What are you doing differently to reach that elusive B2B decision maker?   Every day I see more and more eye-catching sales headlines like: “Cold calling is dead.” “Direct mail doesn’t work.” “Emails don’t get read.” Etcetera, etc. The truth is that these tactics still work. And there [...]