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The first step in gaining appointments when cold calling is to capture your dream client’s interest. In 9 out of 10 cases, offering to talk about yourself isn’t interesting and it isn’t compelling. Effectiveness in cold calling and appointment setting is built on differentiating yourself and your offering and by proving you can and will help your dream clients produce better business results Read More

Many people believe they have the silver bullet in sales, but then discover that it is fleeting. The real secret is to consistently execute what ever method, execute day in and day out and you will succeed even if it's not the best or latest and greatest method. Read More

Your sales manager doesn’t measure all of the activities that you must take in order to succeed in sales. Some of the most important performance-improving activities aren’t measured at all. Complete these nine activities this week; they won’t show up on your reports, but they will show up in your results Read More

Each of us has the ability to rationalize their lack of performance, and it is easy to fall into the trap of telling ourselves lies when our performance isn’t what we want it to be. We behave in a way that is consistent with what we believe—even when these beliefs aren’t based on the truth. Improved performance means recognizing when we are lying to ourselves, and then adopting more powerful beliefs Read More

When you know you are going to face a specific hurdle in a sale, you need to know how to "take it away" in advance. Many sales people stress over common recurring obstacles that are easily removed if the plan in advance Read More

There is nothing that has the potential to help you generate greater sales results than developing your personal effectiveness. There is no technology that better enables you to produce greater results than the alarm clock—and the commitment to rise earlier and to take action improving yourself and your results Read More

It's the last day of April 2010, and I hereby proclaim today a Fearless Friday. What is Fearless Friday? Well, you'll have to decide for yourself, because that's part of being fearless today. But here's what Fearless Friday could mean:.. Read More

A few weeks ago I submitted a post on the correlation between confidence and success, and was surprised to find how many responded and expanded on this concept. This post is a follow up as such, and discusses the impact of beauty in the world and how it affects our success rate and confidence levels Read More

Do you ever feel like a fraud when you succeed? You're not alone: many successful entrepreneurs feel undeserving of success. Here's how to beat it Read More

Wile E. Coyote was the poster-child for persistence and creativity in overcoming obstacles. What can his example teach you about business Read More