May 2010

Cold Calling Remains a Very Misunderstood Part of the Sales Process

Cold calling is a potent B2B sales tool, but is very misunderstood by sales people and B2B sales "thought leaders". I've included a link to a great article that presents a fairly unbiased review of cold calling.

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Posted by by Brian Berlin on 2010-05-30 14:32   0 comments

What the Deepwater Horizon trajedy can teach us about management

As managers, in our hurry to boost revenues, lower costs, and improve results, we can easily turn a blind eye and deaf ear to our own internal voices and the warnings from peers and direct reports. There's a buy-in at some point that it's okay to push people and processes past the breaking point.

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Posted by by Brian Berlin on 2010-05-18 22:19   0 comments

Is Prospecting Really a Numbers Game?

There is a way to validate how the number of calls affects the outcome, but it would be impractical to apply. The notion that prospecting is a numbers game is outdated in today's complex selling environment, but that doesn't stop management from believing it's still holds true.

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Posted by by Brian Berlin on 2010-05-02 21:17   0 comments