Tom McMakin

The Lost Art of the Cold Call

The Blue Devils were down. Duke would either advance to the Final Four or get washed out of March Madness. With less than a minute to go, they hit a three-point shot and were up again. The crowd went crazy. Stephanie Cole and her...

Why We Hate Salespeople

The One Hurdle Anyone Who Sells Expert Services Needs to Overcome A woman with a fuchsia jacket and large hoop earrings works to upsell us. “Are you interested in the cold-weather package and undercarriage protection.” A guy at the mall jewelry store with...

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