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“We could learn a lot from dogs.” When someone says this, they usually follow with a litany of all the qualities we appreciate about dogs: enthusiasm, unconditional love, unbridled curiosity, and the like. If you work in sales, some of these could be of benefit. Others, maybe less so. Oh, but there is a bit of “dog history” that is absolutely invaluable to salespeople. Learn it … apply it … and you’ll have reason to bark about your success. Yes, this is serious. Ever heard of “Pavlov’s dogs?” The term references a famous psychological study that largely defined the concept of “conditioning.” And, it applies to sales. Stay with us here. Ivan Pavlov was a noted Russian physiologist (not psychologist, mind you). He won a Nobel Prize in 1904 for his studies of dogs’ digestive … [Read more...]

Recently, Udemy bestowed upon Cold Call University two of its most prestigious honors: Highest Rated & Best Seller. With millions of courses available online via this platform, this puts our program in a league of its own. Recently, Udemy bestowed upon Cold Call University two of its most prestigious honors: Highest Rated & Best Seller. Officially launched in early 2018, our online educational platform now has over 1,000 students enrolled from 93 countries across the globe. That's 47.3% of the countries on Earth! Want to see for yourself why Cold Call University is rated so highly by so many individuals? Want to gain the competitive advantage on the phone that you crave? Want to take your business to heights never before imagined? Then enroll in Cold Call University today and … [Read more...]

The Cold Call Coach is proud to announce the launch of our new YouTube Channel! Check it out and subscribe today for regular updates on cold call tips and effective sales strategy. The Cold Call Coach is proud to announce the launch of our new YouTube Channel! To meet the demands for our services, we are constantly looking for effective and efficient ways to share our game-changing propriety sales methodologies with professionals in all fields. Check out our channel and subscribe today to receive notifications each time we add new content. Get the competitive advantage you crave by visiting us today at: https://www.youtube.com/channel/UCBNodYNfXN0B67A66rQP9dw … [Read more...]

One of the ultimate secrets to sales success is something that everyone is aware of, but very few people know how to execute on: differentiation. With so much competition in your space, how do you sound and act different? What is it that your company offers that no one else does? How do you communicate that message in a clear, concise, articulate manner within a few seconds to stand out from the crowd? … [Read more...]

Cold Call Coach Founder & CEO, Paul M. Neuberger, was profiled in the Sunday Milwaukee Journal Sentinel this past weekend. Read his Top 7 Tips to cold call excellence here and learn why his clients are so successful as a result of his proprietary, game-changing training system. Paul Neuberger admits it: He’s a freak. Most salespeople I know at best tolerate the task of making a cold call to someone they haven’t met, and many downright despise or fear it. “I love it,” Neuberger said. So much so, that he started his own consulting company, The Cold Call Coach LLC, in 2015 to help other salespeople maximize their effectiveness. In 2016, Neuberger made a presentation to Tim and Mary Starr, the top executives of The Starr Group, one of the Milwaukee area’s largest independent … [Read more...]

For most, there’s a professional side, and a personal side. One governs our "work" lives; the other, pretty much everything else. Rule of thumb is that, by and large, the two shouldn’t overlap. If you’re a salesperson who makes cold calls, and leaves voicemails, this conventional wisdom is (yet again) all wrong. Chances are your cold call voicemails go something like this: You say "hello," along with your name and company. You state your value proposition, i.e. the amazing benefits your product or service can provide the recipient’s organization. Finally, you express a desire to talk further, and ask for a callback.   Every now and then, a certain question pops up. “Paul, I know your training on cold calling covers a lot of ground. Break it down for me, will ya? What are your … [Read more...]

Every now and then, a certain question pops up. "Paul, I know your training on cold calling covers a lot of ground. Break it down for me, will ya? What are your top tips?" Wow. This is like asking a football team to pick its "best" plays from a 5-inch-thick playbook. So much depends on circumstances, and timing ... and, frankly, how well you know the playbook. Cold calling is both art and science. Preparation is huge. Practice helps. And, once you overcome initial reluctance and fear, it gets a LOT easier.   “If Relationship George walks through this door, he will kill Independent George. A George divided against itself cannot stand.” -       George Costanza (played by Jason Alexander) in “Seinfeld” George Costanza is one of the greatest characters in TV history. An … [Read more...]

"Sales is a bit like dating. Don’t agree? Think about it.There’s attraction (to a product or service, vs. a person). Persuasion (convincing a prospect to buy, vs. enticing someone to go out). Negotiation (price or conditions of sale, vs. where to go for dinner). Finally, closing (signing on the dotted line, vs. "I’ll pick you up at 6.")" Sales is a bit like dating. Don’t agree? Think about it. There’s attraction (to a product or service, vs. a person). Persuasion (convincing a prospect to buy, vs. enticing someone to go out). Negotiation (price or conditions of sale, vs. where to go for dinner). Finally, closing (signing on the dotted line, vs. “I’ll pick you up at 6.”) Continuing the sales/dating analogy, cold calling is the initial approach to the other person. It’s the … [Read more...]

Everyone has fears. But cold calling? C’mon. We’ve covered this ground before. Do your research, be fully prepared ... and melt those fears away.One of the oddest hesitations out there, though, deals with a specific aspect of cold calling: voicemails.If you’re in sales, you know voicemail well. It’s a tool or a terror, depending on your perspective. The voicemail response rate for cold calls hovers around 1 percent ... so it’s probably the latter for most. Here’s why the callback rate is so bad: Most salespeople stink at leaving voicemails. They talk too long. They try to do too much. They sound like salespeople, without even realizing it. Everyone has fears. But cold calling? C’mon. We’ve covered this ground before. Do your research, be fully prepared … and melt those fears … [Read more...]

Sometimes you meet a person, and hit if off right away. Other times, a relationship only develops after several interactions. The dynamics are unpredictable. Anyone in sales knows this. Patience, and frequently persistence, are virtues with no price tag. However, salespeople should never forget one of the most valid entries in the oft-trod world of clichés: You don’t get a second chance to make a first impression. Sometimes you meet a person, and hit if off right away. Other times, a relationship only develops after several interactions. The dynamics are unpredictable. Anyone in sales knows this. Patience, and frequently persistence, are virtues with no price tag. However, salespeople should never forget one of the most valid entries in the oft-trod world of clichés: You don’t get a … [Read more...]