You may have heard the term “post-pandemic” bandied about in recent months, but there’s nothing “post” about the COVID pandemic yet: We’re still in the thick of it. It’s not all downside, though, as J

There’s a decided difference between the purpose of a cold call and that of a discovery call. James Thornburg, Enterprise IT Strategist at Bridgepointe Technologies, continues his conversation with ou

What makes a great cold caller? Our guest today on Market Dominance Guys, James Thornburg, Enterprise IT Strategist at Bridgepointe Technologies, defines the characteristics of a great cold caller as

How’d you do on your last cold call? Can you detect when you’re off your game? Or are you still trying to figure out what techniques are needed to have a successful sales conversation? Jason Bay, Chie

Did you know that, during a cold call, your tone is more important than the words you use? Who would have guessed that tonality ranks higher than the message you so carefully crafted? Jason Bay, Chief

Can you truly say that you’re always on your customer’s side? Matt McCorkle, Manager of Branch Operations for Kaeser Compressors, can. At Kaeser, providing support for the products they sell is everyt

Nobody likes to be told what to do. But in sales that’s exactly what we do: We tell our prospects what to do. With each cold call or discovery call, we’re basically saying, “Buy this!” No wonder prosp

Coming from a background in mechanical engineering, Matt McCorkle, Manager of Branch Operations for Kaeser Compressors, is very interested in how sales works. He has always believed in the power of th

If we train our salespeople to use data and devise probing questions that sort out which prospects are worth their time, is our main instruction to reps, “Go for the disqualification jugular vein!”? H

Sales and marketing departments usually operate as two separate entities. Although that’s not healthy for a business, it’s generally the reality in many companies. Santosh Sharan, president and COO of