Overcome Cold Calling Reluctance - Permanently

When part of a larger lead generation strategy, cold calling is still very effective. Yet many salespeople are still uncomfortable with it. The typical managerial reaction is more training or a different presentation, yet the anxiety still remains. What are the root causes of this anxiety and how can they be overcome? Read full article...

How Does Sales Benchmarking Accelerate Individual Sales Reps Efforts?

An excellent article from Miller-Heiman on how to calculate the amount of activity needed for a salesperson to make quota. Even more interesting is how small changes to the formula (# of calls, deal size, and close rate) make the quota much more achievable.

Get Past the Knee-Jerk Reaction

"Doctor will never go to an EMR." "EMR is too expensive." "I've got to run to a meeting." We all know a "knee-jerk" brush-off type of objection when we hear it. Everyone knows it's fluff. How do you get past it? Read full article...

How to "cash-in" on CCHIT?

Health and Human Services Secretary Mark Leavitt reflects on three years of CCHIT certification and publishes some resources to help physicians find local EHR grant money from the $700 million available nationwide. Read full article...

How to write an effective sales letter: 11 tips

To be effective, a sales letter must JUMP out at you. It must grab your attention with a compelling promise for the reader and then deliver on it. Read full article...

Top 10 Strategies For Sales Success (that anyone can follow)!

10 simple strategies that embody professional selling. Very profound and short statements don't waste your time, but you have to really think about them... Read full article

How Premature Presentations Derail Your Success

Salespeople love to make presentations. If you're a salesperson and you don't love presentations, you'll probably have limited success. But does our love of presenting cause us to miss the big picture - and miss sales? Read full article...