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The ABCs of Cold Calling from Glengarry Glen Ross?

Posts Tagged ‘superhero of cold calling’

The ABCs of Cold Calling from Glengarry Glen Ross?

Monday, December 3rd, 2018

Glengarry Glen Ross, Cold CallingIn one of the most memorable scenes in the movie Glengarry Glen Ross, Blake from Downtown reviews some cold calling basics, namely the ABC’s.

While Blake’s delivery is impressive, and the advice solid, he doesn’t actually give us a road map on how to Always Be Closing!

What does Always Be Closing actually mean and how can you implement this mind set in your own prospecting and sales? (more…)

Can You Learn a Recruiting Lesson from Scarface?

Sunday, December 2nd, 2018

Scarface, recruiting,One of the downsides of this booming economy, is that the labor market is getting tighter making it difficult to find employees.

Of course, sales people are always hard to find, so this competitive environment makes it tougher!

However, cartels don’t have this problem, so could we learn a recruiting lesson from someone like Scarface? (more…)

Successful Chambers of Commerce Pay for a Keynote Speaker!

Saturday, December 1st, 2018

Chambers of Commerce, Keynote SpeakerWhen it comes to Chambers of Commerce there are three types of organizational views about booking a Keynote Speaker.

Some Chambers sell their motivational speaking spots to sponsors, others look for a free professional speaker and finally the bold Chambers pay for top motivational speakers.

Which type of Chamber do you think are the most Successful? (more…)

Does El Chapo’s Rise Prove the 10 Thousand Hour-Rule of Success?

Friday, November 30th, 2018

Malcom Gladwell proved 10 thousand hours of practice were needed to become a breakout business Rockstar in his book Outliers.

Ever since I’ve read his book I’m am always looking for more examples to support his theory.

After watching Narcos on Netflix I am convinced El Chapo’s supports the 10,000 rule! (more…)

Would Honest Prospects Throw Cold Calling Agents Under the Bus?

Thursday, November 29th, 2018

Bus, Thrown under the bus, cold calling, telemarketingMany companies that have tried cold calling have tossed this marketing method aside because too many prospects complained about agents being too pushy or deny having set a legitimate appointment.

Most businesses make this decision because they assume the decision makers levying these charges would never lie and throw cold calling agents under the bus, right?

Should they always be believed? (more…)

Can Mad Men Teach How to Create a Paradigm Shift in Sales?

Sunday, October 21st, 2018

Closing is the toughest part of the sales process and one of the reasons is because most companies are engaged in marketing the opposite of what some buyers think they need. In many business verticals the buyers have their own opinion about how a service should be delivered, provided, designed etc.… Most of the time these are hack opinions that are simply wrong headed and won’t serve their interest or help them meet their objectives.

This is where salespeople find themselves between the horns of a dilemma in the sales game because they have to choose between making a quick sale by giving a prospect what they want, even when it’s known not to help the prospect. Or they can try to reason and persuade a stubborn buyer, that ‘thinks’ they know exactly what they need, to change their mind; but risk losing the sale. (more…)

Grow Your Business by Focusing on Customer Experience

Saturday, October 13th, 2018

Growth IQI just finished reading, Growth IQ by Tiffany Bova and it speaks to a business issue close to my heart and that’s customer experience.

I know that this subject might not sound sexy; but that is the problem. Most companies only think about customer experience when they first develop their business model and envision the value their product of service will add in the marketplace. (more…)


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