The simple answer to why decision makers hate cold calls is cold calls are one of the biggest time wasters for them. Decision makers hate cold calls and have no interest in taking your call because all you do is waste their time. Period. Now, you don...

I’m sure you’ve heard of social media. I’m sure you’ve heard what social media can do you for your business. I’m sure you’ve heard that social media is going to change your life. I’m sure you’ve heard that if you’re not involved-if you haven’t embraced...

Ten Tips for Successful Negotiating The ability to negotiate successfully is crucial for survival in today’s changing business world. Negotiation is fun if you know what you’re doing. So for all you busy executives, here are Ed Brodow’s...

June 9 through 13 is National Sales Lead Management Week—so taking some time to visit the Sales Lead Management Association site and blog to get the latest on managing leads would be a good way to spend a bit of time this week. In addition, the association...

I’m hearing from more and more salespeople and managers that life on the street is getting increasingly tougher. That’s true, it is. I’m hearing from more and more salespeople and managers that finding ways to get in front of quality prospects are also...

I’m a salesman. I sell sales training, management consulting, coaching and speaking presentations. My clients are companies, individual salespeople, business owners, and business and industry associations. I prospect. I have to if I want to stay in business...

Consumers today, both individuals and businesses, are more discerning in what marketing they respond to. They inundated from the time they wake up in the morning till the they time they hit the bed at night. They are completely surrounded by marketing...

Problem Solving Is The Bedrock Of Successful Marketing By Jonathan Farrington The human mind is a computer. You program your computer by the input you feed into it: learning, knowledge, experience and so on. If you program your mind with images of failure...

Every salesperson has heard that referrals are by far the best prospecting and marketing method in existence. Yet, very few salespeople actually get very many high quality referrals. Some manage to get a name and phone number here and another there. A...

Ask any sales professional today about the worst part of their job and they will likely tell you it is the cold calling. Cold calling can be one of the most difficult, and least effective, ways to create sales, but fortunately there are many ways smart...

Whether you’ve considered it or not, everything you send to a prospect communicates your value—or non-value, and your trustworthiness. Everything you send. No matter how small. Most salespeople will put their long-term prospects into a database and keep...

I am pleased to announce that the audio version of my best-selling book, Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals has just been released at Audible.com and at iTunes. Although just released, Creating a Million...

What words do you use to describe yourself and your products and services? Are there words you intentionally try to keep out the mind of your prospects or clients? Do you use euphemisms instead of plain English when making a presentation in order to try...