Archive for February, 2009

How Not to Destroy Your Deal Size When Negotiating Price! Most sales professionals do not go into a sales cycle thinking, “What is the best way that I can completely destroy the value of this sale?” This would be self-destructive and totally counterintuitive. Nevertheless, a huge number of sales professionals engage regularly in the one activity that...
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Six Ways to Heat Up Your Cold Calling You know those annoying phone calls that you get at home during dinner? Calls from people you don’t know who sound like they are reading from a poorly written script selling you magazines that you don’t even want or need? Telemarketers. They usually accomplish little more than annoying...
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