Interview with Jeremy DeMerchant, #1 Best-Selling Author, Award Winning Speaker, founder of Permission To Sell Consulting Group and host of the Sales Team Rescue podcast. Jeremy explains how to be more successful on your appointments by focusin

Topic - Importance of Understanding the Problems Impacting your Clients

May 29th, 2020 8m 49s

Interview with Keenan of A Sales Guy and author of the best selling book Gap Selling. Keenan explains the importance of connecting with the buyer on a problem level and the benefits of creating a PIC (Problem Identification) chart.Please visit

Topic - Identifying Your Ideal Customer Profile

Apr 30th, 2020 6m 37s

Interview with Mark Hunter of The Sales Hunter. Mark explains the importance of identifying your Ideal Customer Profile (ICP) to know who and what type of customer you should be reaching out to as well as tips to qualify fast. Please visit http

Topic - Resetting Your Prospect's Perception

Apr 27th, 2020 8m 32s

Interview with Lynn Hidy, of UpYourTeleSales; Lynn explains the importance of turning your product knowledge into prospect problem knowledge.Please visit http://www.upyourtelesales.com/ to learn more about Lynn Hidy. Contact Science Home Page

Topic - Calling During Uncertain Times

Mar 31st, 2020 6m 14s

Interview with Dave Kurlan with Kurlan Associates. He provides tips on making calls during difficult times and offers insight on verbiage to use. Please check out his blog where you will find 1,800 helpful articles.Contact Science Home Page

Topic - The First 10 Seconds

Mar 25th, 2020 9m 55s

Interview with Anthony Maddalena with PowerCall Global Training Limited. He outlines various options to help achieve better results with cold calling and deep dives into managing the first 10 seconds of the call. Check out his presentation Thre

Topic - Database Accountability Improves List Quality

Feb 10th, 2020 6m 48s

Interview with Jay Gilmore of Mountain Top Data. Jay discusses the importance of list maintenance, working in your CRM, and more importantly how to discern a good list vendor. Additionally, he offers 100 FREE contacts at no charge for mentionin

Topic - Selling the Destination Not the Plane

Feb 10th, 2020 7m 46s

Interview with Wendy Weiss of Weiss Communications. Wendy, The Queen of Cold Calling™, discusses tips on getting in front of clients and how to stop micromanaging your team. She also offers a free eBook to A Practical Guide to Getting Sales Tea

Commentary - Why Prospecting is a Process

Jan 23rd, 2020 7m 15s

Bob Howard makes a case that telephone prospecting is a business process with identifiable components that can be monitored, measured, analyzed and improved.Contact Science Home Page

Topic - Prospecting is a Separate Skill

Jan 3rd, 2020 7m 35s

Interview with Barry Caponi of Caponi Performance Group. Barry focuses on all aspects of prospecting; from target selection all the way through the skills, tools and processes involved in appointment setting. Please visit https://www.caponipg.c

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