Motivation seems to be one of the toughest areas to get a handle on. Sound familiar?

"When was the last time you did take off on a real vacation?" I recently asked a sale manager. The response,"Heck, I can't tell you. Got to be over six years." Therein lies the problem.

We all know that getting a lot of no's can be discouraging, and we also know how successful we are when we're highly motivated - nothing can stop us! So what is the key to staying motivated?

Big and small companies still continue to practice cold calling, even though it is not a very effective sales tool nowadays. In fact, more and more customers are getting tired of receiving sales pitches from strangers. Many feel that such unsolicited calls are invading their privacy and wasting their precious time.

Cold calls - the very sound of it probably sends chills down your spine. 80% of sales reps have found hundreds of ways to procrastinate and avoid making cold calls, but the top 20% understand the correlation between calls and deals.

You're all familiar with the idea of the sales funnel, right? You go out and cold call, prospect and generate as many leads as you can. Well, here's something that is bit more productive!

Explains how salespeople can begin the sales process, right from the start, in ways that will eliminate flakey prospects and end the old routine of having to chase prospects in order to make a sale.

Explains why traditional sales management philosophies and tools such as funnels, forecasts, and activity reports are counter-productive to salespeople's motivation and production levels.

I was up in Oakland last week training some inside sales software reps, and I asked the pivotal question - "Out of 10 leads you send out, how many end up buying?"

In today’s business world, cold calling is often times a necessity with which to build up your customer base whether already operating a successful business or just starting one. Many sales people and business proprietors, at some time in their careers, experience challenges and problems with the part of their business which deals with telemarketing.