Craig Elias is a leading authority on 'Trigger Events', the creator of Trigger Event Selling and the Chief Catalyst at SHiFT Selling, Inc. - www.ShiftSelling.com.

For almost 20 years, Craig's 'Trigger Event' strategies have made him a top sales performer at EVERY company that has hired him - including WorldCom where he was named the #1 salesperson within six months of joining the company.

Craig's strategies won him a $1,000,000 prize in a global "Billion-Dollar Idea" pitch competition and have resulted in coverage on NBC news, in The New York Times, Sales and Marketing Magazine, The Wall Street Journal, Business 2.0, along with earning his first company the distinction as one of Dow Jones' 50 most promising companies.

Contact Craig by phone (toll free: 866.744.7904 | direct 403.313.0412) or web www.ShiftSelling.com/contact when you want to identify and leverage 'Trigger Events', or Craig's other timing strategies, in your sales and marketing efforts so you can repeatedly outsell your competition.

Contact me http://ShiftSelling.com/contact - when you want a free introduction to Trigger Event Selling via phone.

Stay informed of ideas, resources, and success stories on how to leverage 'trigger events' to outsell your competition by using this link - http://www.feedblitz.com/f/f.fbz?Sub=45203

If you are a Linkedin user join the group SHiFT http://www.linkedin.com/e/gis/25400/20E86F7D9EE1 - for entrepreneurs, sales and marketing professionals who want to share ideas, resources, and success stories on how to leverage 'trigger events' to outsell their competition.

Business > Sales Why "cold call" sales techniques are outdated

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Jed (a hypothetical salesperson) keeps getting what sound like positive buying signals with his prospecting calls. Somehow, though, he's not getting very far.

"People tell me to call back in two months, four months, six months, when they will be looking at this problem" he says, perplexed. "When I call back, I get people telling me how glad they are that I called ... but my close ratio is low, and my sales cycles are way too long. What's going on?"

In response, I would give Jed the following advice.

"Jed, when you cold call someone in an attempt to sell them something, you're inter...

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