Category: Prospecting

True cold calling should be a thing of the past

  In 1976, my sales manager at Burroughs Corporation would walk into the sales bullpen and utter the familiar words: “Is anybody buying something from you in this room?” His point was we needed to get our butts out of the office and into our respective sales territories. Phil certainly had a valid point. None …

Are You Planning to Fail?

Do you have a plan or are you “hoping” to make your annual quota? The first step for anyone starting a new business is to prepare a detailed business plan. Why is that? Because as the saying goes… if you fail to plan you a planning to fail! The fact of the matter is YOU …