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    • 1.

      1 in 25 Sales Professionals Will Be Shocked to Hear This!


      by Leslie Buterin - 2007-04-10
      There are a few sales professionals that really "get" the power behind this priceless insight. Others completely miss the significance or undervalue the power behind it.Hopefully, you are the one who ...
    • 2.

      How You Can Conquer F.E.A.R. and Capture Profits


      by Leslie Buterin - 2007-04-10
      Contrary to popular belief "FEAR" doesn't mean "Forget Everything And Run"!But, what are you supposed to do when negative thoughts creep in, force you to live in stress, and cancel out peace of mind...
    • 3.

      Cold Calling Openers That'll Make Prospects Practically Sit Up And Beg To Do Business With You


      by Leslie Buterin - 2007-05-19
      Imagine your blood racing as the previously closed doors of the executive suites magically open because you know the secret words.The words that establish trust, build your credibility as the author...
    • 4.

      Cold Calling: 7 Principles for Finding Victory over Fear


      by Leslie Buterin - 2007-06-07
      Fear is a funny emotion. We all experience it but seldom talk about it. Most in the sales arena find fear to be a scary emotion. In fact fear of cold calling is the ultimate downfall of many a fine sa...
    • 5.

      Cold Calling: The Most Unpopular Sales Subject


      by Leslie Buterin - 2007-06-13
      A recent Wall Street Journal article, lead with, "The cold call won't die." Couldn't help but wonder, why in the world anyone who sells for a living would want the cold call to die in the first place....
    • 6.

      What You Can Learn From Top Down Sales Strategists


      by Leslie Buterin - 2007-06-14
      The first question asked by those who are new to selling is, "I know the company I want to prospect. Who should I contact first in that company?"Seasoned sales pros respond to the rookies by saying, t...
    • 7.

      Cold Calling Secrets: How You Can Reach Million-Dollar Decision Makers


      by Leslie Buterin - 2007-06-15
      Sales executives say, "We know what to do once we are in a meeting with the executive" and go on to confess, "We just do not now how to consistently schedule on the executive calendar."These same exec...
    • 8.

      Cold Calling Tips: Scary News If You Don't Like to Cold Call


      by Leslie Buterin - 2007-06-29
      "(Cold Calling) certainly isn't anybody's favorite activity of the day," says Chuck VanGronigen, assistant director of branches at A.G. Edwards & Sons Inc. as quoted in a recent Wall Street Journal ...
    • 9.

      One Thing That Makes Sales Pros Insecure


      by Leslie Buterin - 2007-06-30
      A recent Wall Street Journal article reported that, "Indeed, many in the financial-services industry thought the death knell would sound on June 27, 2003 -- the day the Federal Trade Commission initia...
    • 10.

      Cold Calling Intel


      by Leslie Buterin - 2007-07-07
      The statistic quoted loudly by those who do not know how to cold call is this, "An industry rule of thumb holds that only about 2% of cold calls produce solid prospects." That has been the industry st...