A recent article in INC Magazine promised to introduce the two words that the author considered the secret to future sales success. This immediately caught my attention, as I found myself searching for the “magic pill.”

When I began my selling career back in the late 70’s, a popular sales dictum relied heavily on making “cold calls.” This occurred when a salesperson popped into an enterprise unannounced hoping to gain a minute or two of meaningful face time. Believe it or not, this maneuver proved effective on more than a few occasions. This stunt, as a general rule, does not work today Read the rest of this entry »