Art Sobczak is the author of Smart Calling - Eliminate the Fear, Failure, and Rejection from Cold Calling. This book has been so successful that it’s now in its third printing (2020). Art is the host of his own podcast appropriately titled, “The Art of Sales.”

Using his clear and concise and powerful ideas, Art has helped countless sales professionals use the phone more effectively to break through “the wall” on a demand generation reach outs and sell better. He is the president of Business by Phone, which helps B2B salespeople get results when using the phone, and in charge of the Smart Calling College (virtual sales training).

Art’s real-world, non-gimmicky ideas for sales have earned him multiple awards and recognitions, including his 2012 lifetime achievement award from the American Association of Inside Sales Professionals.

Highlights

• Why top salespeople have never stopped using the phone- 2:44
• Art’s journey: How he became one of the top sales trainers in the world. - 7:46
• The Smart Calling concept. - 12:47
• Pre-call planning. - 19:10
• The process of social engineering - 23:29
• Reciprocity and how it applies to sales - 26:04
• How can you make a live conversation happen? - 27:16
• Rule of thumb: Treat everybody like how you want to be treated. - 31:37
• The Smart Calling Opening Statement. - 35:13
• The two tests. - 38:07 Episode Resources
• Connect with Mark Cox
• https://www.inthefunnel.com/
• https://ca.linkedin.com/in/markandrewcox
• Connect with Art Sobczak
• https://salesbyphone.com/
• http://smartcalling.com/
• https://www.amazon.com/Art-Sobczak/e/B002ZSS5FM%3Fref=dbs_a_mng_rwt_scns_shar
• https://www.linkedin.com/in/artsob
• https://www.youtube.com/artsobczak