On this week’s episode of Performance Delivered, we speak with special guest Sam Richter. Sam is the founder of High Profile Sales Coaching, as well as an award-winning keynote speaker, and the author of the best-selling book, Take The Cold Out Of Cold-Calling.

“I probably do about 100 dates a year, all over the globe, speaking on what's called sales intelligence, which is really all about how to find information about other people before you prospect them, before you call on them, so that you're highly relevant to what they care about. It can be summed up as: how do you find the right person at the right time? What's going on in their world?” says Sam.

We chat more about Sam’s coaching, as well as:

• The biggest challenges for salespeople

• The importance of different channels for outreach

• Properly gauging the efficacy of your sales calling efforts 

• Sales triggers— what they are and how to find them

• And more