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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...