December 24th, 2009 by Mark Galloway

Wow, we woke up this morning to some serious white stuff – it will no doubt be a very white Christmas in the Twin Cities of Minnesota.  I had two choices this morning, fire up the snow blower or grab a cup of coffee and catch up on my favorite blogs.  The choice was obvious. One of my favorite blogs is Garth’s World the co-founder Read More

December 4th, 2009 by Laura Monn Ginsburg

What I love about traveling is the chance to spend time in a culture different than your own and getting to know people with a different experience and point of view. It is also interesting to guess and discuss what others do for a living. I was recently traveling in Prague in the Czech Republic, a city with a deep history and heritage hundreds of Read More

October 29th, 2009 by Mark Galloway

I got a call this morning from a well intentioned fellow from the large Midwest baby bell asking me which service provider I was using for voice, data, and long-distance.  I was a bit taken back by the call because we are already a customer of his company. So I asked the sales guy if he had access to a CRM system that his company Read More

August 19th, 2009 by Mark Galloway

I track and follow a few prominent bloggers, one of which is Seth Godin.  Seth had a recent post called “The Talking Pad” and it is available at this link http://tinyurl.com/mlul23. Seth’s point is one of those pet-peeves that has always irked me since my days my days as a corporate soldier.  Microsoft popularized this behavior and somehow it has spread and is now commonplace, Read More

July 31st, 2009 by Mark Galloway

I came across an interesting blog article (http://tinyurl.com/4uhdvq) discussing why telesales professionals often feel uncomfortable in calling high and speaking with senior executive contacts.  The author makes some intriguing observations about one’s social background and status as potential impediments in having the confidence to call on CXO’s.  As a professional sales trainer, he suggests that the fear most sales people have in calling high has Read More

July 29th, 2009 by Mark Galloway

The phone is, and always will be, an extremely important weapon in any sales person’s arsenal. There is no faster way to identify, qualify and secure opportunity than a personal connection with a prospect. However, since the economic downturn, using the phone has become even more difficult to drum up business. Every sales person knows the challenges inherent in cold calling: dialing and not connecting Read More

December 15th, 2008 by Mark Galloway

Should we all be reeling with fear and anxiety with every new horrifying economic headline? Maybe some should, but those who are focused on doing the right things right will see this new set of business challenges as they see all other challenges – as a new opportunity.

August 10th, 2008 by Mark Galloway

So, what would it take to wake up each morning as a sales professional and only call on people who needed what I had to sell and actually wanted to talk to me?

June 1st, 2008 by Mark Galloway

I woke up the other morning and picked up my blackberry to find an email from my dedicated tele-sales wing-women. The email was concise and informed me about 10 top leads that I should focus on today. Next to each contact name was a direct dial phone number, a validated email address, and two sentences that provided context for why each contact was qualified and put on my top 10 list for the day. Just as I dialed and the first contact answered, I woke up and realized it was all a dream.