Category Archives: Sales

Emotional Intelligence: The Meta-skill of 21st Century Sales Professionals

Posted on March 21, 2017 by datalossguru

Great little article from Art Sobczak in his Smart Calling Tip of the Week from http://businessbyphone.com/free-sales-tips/ Emotional Intelligence:  The Meta-skill of 21st Century Sales Professionals By Jeb Blount, Author of Sales EQ:  How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to … Continue reading →

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Fear of Phoning

Posted on January 22, 2015 by datalossguru

Great article by Art Sobczak on cold calling from http://www.salesdog.com/newsletter/2015/sales_training_nl0689.htm Fear of Phoning by Art Sobczak Ever have one of those days when your phone weighs 2,000 pounds? You know what I’m talking about. You’ve got your list, you’ve set … Continue reading →

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Selling using usage and outcomes, not offerings

Posted on July 21, 2014 by datalossguru

Interesting read from John Hollan, Chief Content Officer at Customer Centric Selling (www.customercentric.com). A salesperson once told me he sold industrial adhesives. Glue? I asked. We compromised on expensive glue. When asked to tell me more, he launched into a … Continue reading →

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