7 Cold Calling No-No’s

Posted on | by Lance Tyson

cold calling tips and mistakes

I was recently reading a blog post put out by another sales trainer and speaker titled “7 Ways to Make Cold Calling Easier”. And it got me wondering, where do these tips come from? Were these ideas formulated by this trainer or is the advice reused and basic standard advice you can get anywhere? Beyond that, is the advice based on empirical data, or is based on opinion and that specific speaker’s experiences in sales? And for a moment, I had a Déjà vu. This isn’t the first time I came across a basic ‘tips to cold calling’ post and not the first time I was turned off by an article like this. Continue reading →

5 Steps to Buying Sales Training

Posted on | by Lance Tyson

climbing steps of training success

Around 18 months ago, we published an article on how to purchase sales training. There, we described the three factors you should take into consideration when buying sales training: content, process, and methodology. I began thinking about all this in early 2000 when I met a sharp HR executive who reminded me she bought millions in training each year — and promptly told me how to sell it. Continue reading →