3 reasons companies are shifting from field to phone

3 reasons companies are shifting from field to phone

As March Madness kicks off with all the hype and excitement, it’s interesting to observe the streamlined process that has evolved for managing office pools. Now, all that’s required is a link to be distributed and the rest takes care of itself. Compared to the worksheets, feet-based coordination, and the manual tabulation required in years […]


More than 50% of prospective borrowers are online! Are you?

More than 50% of prospective borrowers are online! Are you?

Ten years ago, on any given Friday night, “let’s go to Blockbuster” was probably the most popular phrase in America. Back then, Blockbuster was the top video store chain in the world and one of the largest entertainment companies ever. It even had its own awards show. Over the past decade, however, Blockbuster’s customers completely […]


10 new ways to reach the decision maker

10 new ways to reach the decision maker

Last month, I attended and presented at an AA-ISP chapter meeting in Los Angeles, where we discussed an important topic in today’s increasingly remote and phone-based sales environment – reaching the decision maker. To give you some indication of the challenge we face in phone-based selling, take a look at these numbers – 76% of […]

SHARES