There’s a saying in golf that when a golfer doesn’t have the skill or

In today’s sales and marketing environment, in order to have any chance of success

Art shares an experience where he was the customer at a small clothing boutique in

The key to cutting through all of the noise and clutter you are competing with every

It’s a simple psychological principle that we all believe more of our own thoughts

Regardless of whatever you have experienced to this point in your life, or your net

Olympic athletes have achieved their levels through lots of hard work and practice. There

Many sales reps blow it after they finally get a meeting with a prospect, and then

Here’s a very simple, but powerful questioning formula you can adapt within

Art received a question from a listener about a lack of success with his prospecting

We need to plan our sales messaging for sure, but much of our calls rely on reacting

Many salespeople send out lots of horrible sales emails that quickly get deleted.

There are a number of mistakes at the start of calls and voice mails that actually

It’s not that tough to radically increase your performance and production.

It’s long been taught that we need to find the pain and solve it. Well, that’s

Using “how” questions is powerful in many parts of the sales process. Art

Negative assumptions in sales typically become reality. From whether it be the quality

In negotiating and sales, it often pays to create a scenario either much higher or

When you get an inquiry from a prospect, and they just seem too eager to get information

One way to get better at anything is to avoid the mistakes that cause failure. That

Here’s one of the most fundamental–but often not followed–rules

The correct word or two can and does make the difference between success and failure

If you watch Jeopardy!, you know of Ken Jennings, the winningest player of all time.

Most sales training has it all wrong about how to respond to resistance and objections.

This cold caller made several fatal mistakes, even before he picked up the phone. And

There’s a common, fatal, mistake committed by sales reps in their openings,

Some people suggest that on your calls you are simply natural, being yourself and

Art answers a question today from a listener about a scenario that many of us have

A popular debate is the one regarding whether to leave a voice message on a prospecting

A major flaw in most sales training is that the emphasis is placed on presenting

One technique that comics use to get laughs is the “callback.” It’s

Despite what many people think, the best sales pros are not those who specialize

Often the simplest techniques are the most effective. Here’s a conversational,

Most salespeople need to be proactive to be successful. However, we all appreciate

Victor Antonio is one of the top sales trainers in the business. In addition to being

Regardless of your political preference, no election result, politician, or the government

Most sales prospecting emails are horrible. They are ignored, or quickly deleted

We won’t diffuse resistance by telling someone they are wrong. That just strengthens

The old saying is that people buy from those they know, like, and trust. Today’s

Headsets.com is the leading provider of headsets in North America, having sold well

The only factor that determines whether or not you have a great day, is… ready

It is proven that the most read–and sometime the only read–part of direct

In tough economic environments, many sales reps fall into “cream skimming”

The horrific events of 9/11/2001 rocked the world, and changed many things in the

The reigning Women’s British Open golf champion, Sophia Popov, overcame many

Some people think you need to place 100 calls a day–or some ridiculous number–

Being busy, popular, and in-demand is good in business and sales. It can help you

Today’s guest, Laura Brandao, shares her journey from the call center to the

Words do matter. Especially in sales, and certainly on phone calls. An alternative

When things don’t go according to plan, as has been the case for everyone over