About this item
"Smart Calling" has become the standard method of prospecting for professional salespeople worldwide since its first release in 2010. While the second edition in 2013 made some subtle changes and added a few more examples to the original version, Sobczak proposes to change at least 30% of the book, and add approximately 20 pages of new material. While the foundational concept of Smart Calling is timeless, it's time to freshen up some of the examples, add more actual case studies and messaging from sales people in the field, and introduce new methodologies that were not being used since the last edition. These changes and additions would provide a reason for past purchasers to get the new edition, as well as position the book as new for promotional purposes for new buyers, and a new generation.
About the Author
Since he was 14 years old, in his first sales job, on the phone selling tickets to the police fundraising circus, Art Sobczak has been a student, practitioner, and for the past 31 years, also a teacher of professional sales and prospecting using the phone.All through high school and college he held a variety of jobs that allowed him to sit in the comfort of an office, making money for others, and himself, simply by talking on the phone. He knew he was on to something. That trend continued after college in corporate sales positions with the original AT&T, and with a division of American Express. Since forming his company, Business By Phone Inc. in 1983, Art has helped hundreds of thousands of salespeople--and those who might not have considered themselves being in sales--to generate untold millions of dollars and extraordinary success by saying and doing the right things by phone using conversational, common-sense, non-salesy processes and techniques. He provides this assistance through many forms: customized onsite training workshops for companies and associations (over 1500 delivered) , his public inside sales and prospecting two-day training seminars, he has authored over 100 audio, video, and printed and electronic learning resources, for over 29 years he has written and published the monthly Telephone Prospecting and Selling Report training newsletter, and for over 13 years his free weekly sales tips ezine.
