As technology salespeople, it is very tempting to have early conversations around technology itself. I’ve attended job walks or integrator interviews where the representative of a technology company quickly turns a discussion about a room into questions about how many inputs and outputs the company needs on their switcher or what brand of control system […]

If you’re cold calling, odds are you won’t be getting through on the first call often, which means you’ll be leaving voicemail. Ditch the gimmicks and follow these simple tips. Podcast: Play in new window | DownloadSubscribe: RSS

Many times when talking to someone on a cold call, they will share a reason for not engaging with you at that time. Tune in to find out how to assure the reason is the right one, and to learn about the 4 types of objections that are offered. Podcast: Play in new window | […]

Assumptions crush cold calls. If you’ve ever been taught to assume the relationship and assume the sale, you need to stop right now and listen to this episode for 3 tips on first contact. Podcast: Play in new window | DownloadSubscribe: RSS

This week’s question came from Lance Feldenkreiss via Twitter: How do you sell a suite of services like integration, managed services, staffing, etc., under one account manager? Listen in to hear a few tips on how to make this happen. Podcast: Play in new window | DownloadSubscribe: RSS