Internet fraud is on a tremendous increase, and now legitimate online business are paying for it. Despite your honesty, todays online shopper is smarter, and increasingly cautious. They realize that a website without credentials, support, and security can put them at risk.
And you can’t blame them. Internet fraud is on a tremendous increase, and now […]

Changes in the economy have affected many communities within the country. This has caused negative financial consequences to businesses, families and individuals.
Homeowners are a group that has been hit especially hard because of these changes. Loan modifications are one way for homeowners to get financial assistance and give business to companies that provide it. […]

Automotive products such as warranties are big business in this market. If your business is geared toward automotive owners, buyers, enthusiasts, or automotive consumers of any kind, then you should consider purchasing automotive data lists.
Automotive data on consumers in this market can help to jump start your selling efforts. By specifically targeting only those that […]

Holidays and the end of the year_combined with an economic recession_offer some revenue possibilities to smaller business owners and managers that may not be immediately apparent. Let us consider advertising first.
The deluge of mega store pre-printed ad circulars and broadcast commercials - replete with HUGE never-before-seen price reductions - are already being stuffed inside […]

Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on?
Opinions on the subject vary greatly depending on the background of the individual. For example, most of the old-timers are vigilant in preaching their belief that the only possible […]

Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I’ll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead.
I once heard Donald Trump say, “In selling, you must never appear desperate. As soon as you look desperate, […]

I probably receive more correspondence from salespeople who deal with long sales cycles, or what is commonly referred to as the complex sale, than from anyone else. They contact me because they’ve seen my website or heard about my books and are skeptical about whether or not my lead-generation techniques can work for them, or […]

I receive Google Alerts daily on my favorite subject of conversation, cold calling, and I read them. I’m always on the lookout for an opportunity to contribute to a discussion on cold calling, sales, or any other related subject, especially if I can inject some self-promotion!
In the over four years that I’ve been following this […]

With so many companies paying commissions as a percentage of gross margin, it’s tempting to quote full price - or at least a very high price - when writing proposals. You’ll certainly make the biggest commission this way, but the question begs: will you lose too many sales on price to make it worthwhile?
If you’ve […]

Many areas of selling that I’ve studied and taught to others are rarely, if ever, known and used in the world of professional selling. One of those is the science of social dynamics - before I ever began learning it myself and including it in my training, I’d never before seen it used in sales.
Social […]