Archive for: March, 2012

There are a lot of business pundits out there that believe salespeople and entrepreneurs should abandon cold calling as a method of finding customers.  I’m not one of them!  I believe in the power of the cold call. It has been a reliable and prosperous building tool for me since 1987. While the specifics of how to reach people and what to say have certainly changed over the years (and continue to do so), the results have ...

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On Friday I had a very energetic and inspiring meeting with Sharon Resky. She is Senior Corporate Account Manager, Atlantic Business Magazine http://www.atlanticbusiness.ca we are are presenting a workshop together at the Atlantic Magazines Association’s www.atlanticmagazines.ca annual conference next week – MagazinesEast2012.  I enjoyed every aspect of our discussion about the sales process but was most delighted when we started talking about follow up.   In the seven years I have been providing sales training and coaching, I get ...

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Saturday March 10 2012 – Alexander Graham Bell’s first phone call was made 136 years ago today. And while our interactions with this amazing invention have changed substantially, it’s probably safe to say that very few of us get through a whole day without using a telephone. Admittedly it has been overshadowed by email, text and today’s overwhelming array of social media options. We are all looking for a better, more efficient way to build stronger ...

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White space, which simply defined means the space on a page not covered by print or graphics, has always appealed to me. I learned its value way back in the early 1980s when I was a newspaper journalist (in the days when hot wax and rollers were used to hold type on broadsheet pages before printing – imagine!). We used white space to draw the reader to a story – or a certain aspect of ...

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