the HOT List

Premiere has entered into an agreement with Tom Rounds’ Radio Express, marketer and supplier of

If you read my blog often you know that I am really big on having a process for everything. Why? First, most sales people thrive when structure is present. Second, I am a roll with the flow kind of guy and I recognized long ago that randomness kills my ability to be a raging success. So, as I looked to refine how I host my sales calls, I looked for a simple, repeatable pattern of success. I found that pattern when I changed my typical sales call into small defined segments. I soon realized I could host a really solid sales call in 10 minutes or less. Because most sales people lack a process when they make sales calls, this simple approach really boosts confidence and creates a plan for success. Plus, it also stops those long, boring sales calls that result in little more than a request for a blind proposal that often goes nowhere. In my ad sales training workshops I teach what I like to call “The 10 Minute Sales Call”.