The dreaded cold call. Maligned and hated by sales people all over the world. There is actually great value we get from making cold calls. I defend the cold call and explain why we should all be doing them.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Steve the Producer and I address some questions submitted by the audience. If you'd like to submit questions for future episodes, [email protected] or our CO linkedin page is the best way to do that.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Brian Bar is a talented sales leader and entrepreneur. His current company, Victory Lap, based in Chicago has set a new bar for setting up entry level sales people for success (78% of Victory Lap graduates stay in their sales job past one year). I've worked with Brian as a both a colleague within a large corporation and in partnership with Victory Lap on sales training projects. Brian and I discuss his vision of professional sales education and the current status of the sales profession. He is a thoughtful and meticulous professional who brings some very interesting ideas to the table.

Victory Lap can be found online at www.VictoryLap.io  

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Perspective is often the culprit to feeling stuck. Like a rock climber that has hit a point where they can neither move forward or go back. A different perspective can often be found by taking one step back (figuratively) and that can often unlock the door. I share some personal experiences on the subject, and how it applies to dealing with clients and prospects.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

The two Steves and I discuss sales persistence, the right approach to looking for sales jobs right now, and I get a really bad charlie horse

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Many sales people see prospecting as a huge negative. It feels awkward and intrusive and involves lots of harsh rejection and conflict. Prospecting doesn't have to be that way, and if you avoid these common mistakes, you can make prospecting an experience that isn't painful, for you or the prospect.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

2020 caused a lot of changes, many of which are not likely to change back, but instead become permanent new realities. That said, some aspects of prospecting are fundamental and must be considered when adapting to new times. David Kreiger is the founder and president of Sales Roads, a pipeline creation service for companies seeking a simple but effective solution. He joins me on the podcast to discuss prospecting fundamentals and share insights of the new selling reality.

Check out Sales Roads at SalesRoads.com

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Like anyone who teaches, I am often asked what the "one thing" is that ensures success. I have a love/hate relationship with that question, but waht Dr J, Mozart, Bill Gates, Tom Brady and many others have taught me is that there is an ingredient that influences success above all others, even if it isn't a silver bullet. 

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Sales  tools like automated calendar links, email campaigns and lead  generation messaging services are a subject of great controversy in the  sales world. The two Steves and I discuss the ups and downs of these  tools and how to use them, as well as how to NOT use them.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Sales tools like automated calendar links, email campaigns and lead generation messaging services are a subject of great controversy in the sales world. The two Steves and I discuss the ups and downs of these tools and how to use them, as well as how to NOT use them.

---------------------------------------------------------

Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/