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Sales Cowboy

John Mongillo, the outlaw of inside sales, shows you how to wrangle sales with strategies that the other guys might not know -- or dare to try.
Latest Posts

It's Showtime: Being On When It Counts
November 19, 2009, 11:10 AM
There are no other pitches. This is the pitch.

Staying Focused During the "Silly Season"
November 17, 2009, 10:00 AM
If prospects are going to sit on their hands for the rest of the year then it's time to freshen up your leads.

Know the Client: Why Doing Extra "Homework" Pays Off
November 12, 2009, 12:30 PM
If you don't have a common bond with the prospect then you haven't done your homework.

The Cold Call Checklist: How to Stay On Top of Your Game
November 09, 2009, 4:45 PM
Understanding the mechanics of the cold calling process will help you close more deals.

The First Point of Attack: The Pitch
November 04, 2009, 10:05 AM
Executives don't have time for long-winded pitches. Get to the point quickly and effectively.

The Importance of Role Play
November 02, 2009, 11:20 AM
All the great hitters take batting practice. Sales is no different.

Cold Calling: Taking Another Look at Those "Impossible" Leads
October 28, 2009, 9:35 AM
Don't let those difficult leads make you gunshy.

Sales and the Lost Art of Storytelling
October 26, 2009, 1:30 PM
Don't rely on emails and Powerpoint presentations to tell your story.

Inside Sales: Acting, Investigative Reporting, and Craftiness
October 22, 2009, 9:40 AM
Ask a lot of tough questions and always be ready to give the best performance possible.

Controlling the Call
October 20, 2009, 10:50 AM
From the very first call you need to be confident and dictate the action.



Latest Comments in Sales Cowboy posts

It's true. You don't nail the pitch, you won't get to a post-pitch. And no one cares about why you gave a bad pitch. Nobody. So whatever you have to do, do it.

MJ Gottlieb, Thelemonaideguide.com ...
By: MJ Gottlieb on 11/21/09 at 2:32 PM
It's Showtime: Being On When It Counts
Great post on motivation! I get so tired of hearing negative feedback from everyone; it can begin to bring you down even when you try not to let it. It's difficult to stay positive when everyone is down. I told all of my friends, etc. that if they don't have something positive to say, I don't want to hear it right now. Thanks for the motivation!!
...
By: Kim Shuford on 6/30/09 at 3:58 PM
It's Not the Economy—It's You!
John,
Welcome to AllBusiness! Glad to be working with a "Sales Cowboy" - and I totally agree with you on helping make the prospective client both feel at ease plus knowing that you know something about them.

Keep up the good work!
Lori

Lori Richardson
Sales Coach - All Business ...
By: Lori Richardson on 5/14/09 at 11:32 AM
Using Effective Post-Pitch Dialogue
In person cold calling is always much better than the phone ...
By: les pauls on 5/5/09 at 6:16 AM
Hang Ups and Instant Callbacks
In the instance you are describing, it sounds as though you are talking to businesses. Sometimes it may work; everyone knows that cell phones are famous for dropping calls. However, when you are calling on individuals and not companies, would you recommend the same approach?
Where would you say the cut off is on not calling right back? Once you say the product line?
And honestly, if you have used this approach, what was your conversion on the call backs?
By: Kim on 4/30/09 at 9:36 PM
Hang Ups and Instant Callbacks

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