The Brooks Group

MAY 25, 2010

I was on LinkedIn the other day, and came across a question about whether Sales 2.0 has killed Cold Calling. I decided to share my answer with our blog readers, too. To me, a cold call has three basic elements: You have never spoken to the individual you’re calling. They’re not expecting your call. They didn’t request for you to contact them through some form of marketing material like a website or a newsletter.

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Prospecting Sales Sales Management Management 40

The Brooks Group

MAY 19, 2010

It’s easy to become discouraged in sales. Constantly staring rejection in the face can be unpleasant. So that means it’s important to stay motivated. But, by now, everyone knows that you can’t motivate anyone but yourself. That's because motivation has to come from within. Motivation is an intrinsic sense that can’t be created by an extrinsic force (a sales manager).

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Sales Management Sales Management Prospecting 40

The Brooks Group

MAY 14, 2010

Yesterday, in an impressive value-building move, our bank sent us a 40-minute video of a recent speech by bestselling business author Jason Jennings. He spoke about his research on top-performing companies. It was a great presentation, but one thing he said really caught my attention…. Great Companies Turn What They Do Into a CAUSE. A cause, he said, is more than a mission statement or vision statement.

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