Cold calling isn’t dead, it’s just evolved. While digital channels dominate modern sales conversations, picking up the phone to start a relationship with a prospect who’s never heard of you remains ...

These days, video conferencing is Business 101. You know the drill: Conference calls on Google Meet, Microsoft Teams and Zoom consume many hours of the day. While I am a major proponent of in-person ...

I received an email from a reader and, by the time I got done with my response, a column had written itself ... Dear Bill: In your October Printing Impressions article, “How to Improve Your ...

In recent sales calls, it's likely that your customers made decisions using both their heads and hearts. The numbers need to make sense, but a good feeling about the partnership is also necessary.

As a serial entrepreneur, I’ve seen how sales strategies have evolved. In my early businesses, picking up the phone and talking with potential customers was one of the most common practices. Sales ...

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