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Art Sobczak

Smart Calling

Helping Sales Professional Sell, Avoid Rejection, Prospect Painlessly, and Sell More By Phone

Since 1983, Art Sobczak and Business By Phone Inc. have helped hundreds of thousands of professionals say the right things by phone to get more of what they want.

His reputation has been built on providing common-sense, non-salesy, non-gimmicky conversational methods, processes and word-for-word instruction on how to use the phone to get through, get in, persuade, and sell.

In 2012 Art received the Lifetime Achievement Award from the American Association of Inside Sales Professionals for his contribution to the profession. In 2013 he was named one of the Top 25 Most Influential Inside Sales Professionals. His latest book, “Smart Calling,” hit Number One in amazon.com’s Sales category its very first DAY, was named Top Sales Book of 2010, and the Revised Second Edition was released in April of 2013. In 2015, once again he was named one of the Top 50 Sales and Marketing Influencers, by Top Sales World.

Here are the ways he has helped, and continue to serve sales professionals.

  • Live Training
  • Webinar Training
  • Coaching for Individuals & Teams

Art’s Courses and Programs Include:

  • Inside Sales –  complete course development and delivery
  • Smart Calling cold calling  program without the “cold” part for inside and outside reps
  • Prospecting and phone skills for outside sales pros
  • Proactive Selling Skills for inbound reps
  • Lead Development, Lead Generation, Business Development and Appointment Setting

The most common comment after his programs is,
“Wow, he did his homework and sounded like he actually worked in our company.”

“I wanted to thank you for your training and let you know how helpful it has been for me. I have become one of dell’s top acquisition reps and, using your techniques, have had tremendous success selling into non-dell accounts. The people here at dell are truly amazed at my cold calling skills. Your sales techniques really do work, and I am most appreciative to have taken your class.”
Ryan Quarles Account aMnager – large corporate accounts, dell, inc.

With Smart Calling my calling productivity and appointments has doubled! The quality of my calls are much better, and I now reach decision makers more frequently. What Art recommends does work!”
Terrence Manuel, Owings Mils, MD

 

Travels From:  Arizona
City: Phoenix
$5,001 to $10,000

Biography

For over 32 years, Art Sobczak, President of Business By Phone Inc., has specialized in one area only: authoring, designing and delivering content-rich training programs and resources that business-to-business salespeople–both inside and outside– begin showing results from the very next time they get on the phone. Audiences, customers, and readers love his “down-to-earth,” entertaining style, and low-pressure, easy-to-use, customer oriented ideas and techniques.

He works with thousands of sales reps each year helping them get more business by phone. Art provides real-world, how-to ideas and techniques that help salespeople use the phone more effectively to prospect, sell, and service, without morale-killing “rejection.”

In 2012 Art received the Lifetime Achievement Award from the American Association of Inside Sales Professionals for his contribution to the profession.

In 2015, once again he was named one of the Top 50 Sales and Marketing Influencers, by Top Sales World.

Using the phone in sales is only difficult for people who use outdated, salesy, manipulative tactics, or for those who aren’t quite sure what to do, or aren’t confident in their abilities. Art’s audiences always comment how he simplifies the telesales process, making it easily adaptable for anyone with the right attitude.

For over 31 years Art has written and published the how-to tips newsletter, TELEPHONE PROSPECTING AND SELLING REPORT, and over 14 years, his weekly email tips newsletter.

Art is a prolific producer of learning resources on selling by phone. His newest book, “Smart Calling™- How to Take the Fear, Failure, and Rejection Out of Cold Calling,” hit Number One in the Sales and Marketing category on amazon.com on its very first day of release, and was named Top Sales Book of 2010 by Top Sales Awards.  The Second Edition was released in 2013. And perhaps the most notable testament to the book’s effectiveness, it is on the list of amazon.com’s Top 20 most highly rated sales books of all time.

He authored the classic audio training program, “Ringing Up Sales,” published by Dartnell. He wrote the books, “How to Sell More, In Less Time, With No Rejection, Using Common Sense Telephone Techniques–Volumes 1&2,” “Telephone Tips That SELL!–501 How-to Ideas and Affirmations to Help You Get More Business By Phone,” and “How to Place the Successful Sales and Prospecting Call.”  He has numerous audio and video programs.

Art’s how-to ideas and tips appear regularly in the print and electronic media. He had written a regular column for “Teleprofessional” magazine for 10 years, also wrote one for “Selling!” newsletter, and is frequently quoted in “Selling Power,” “Bottom Line Business,” “Sales and Marketing Management,” and numerous print and online publications. In fact, online searches for his name typically pull up over 200,000 listings, many from others who have quoted him and his articles.

He holds the popular Smart Calling College two-day public training seminars nationwide, and now online. He also customizes the program for on-site, in-house delivery. Art also delivers how-to programs on effective inside sales and cold calling ranging from one hour to several days.

He has produced and delivered over 1500 training sessions over the past 30 years for companies and associations in virtually all business-to-business industries.

His speaking and training reputation has been built as someone who knows what works and what doesn’t in sales because he’s done it (corporate inside sales and management positions with AT&T Long Lines and American Express in the early 80’s), and still does it.

He also conducts extensive research to customize his programs, listening to recordings of actual sales calls of client reps in order to learn the language of the industry, company and strengths and weaknesses of sales reps and strategies.

Presentations

Would you like–or do you absolutely need—new business from new customers?

But does the thought of making a “cold” call, along with the inevitable rejection, fear, failure, and overall distaste for it prevent you or your reps from picking up the phone?

You’re not alone. “Cold” calling is dumb. Most sales reps hate it, as does everyone who receives, and/or ignores those calls.

“Cold” calling is dead, as so many people say. That’s partly right. The “cold” is dead, but calling for new business, when done the right way, is the quickest way to enter into a sales conversation with people who are interested in what you have, and can and will buy from you.

The basic premise of Smart Calling is having intelligence about the people, companies, and situations you are targeting so your value proposition is relevant, creates instant interest, and gets you into a sales dialogue. This happens because the message is targeted and personalized, and doesn’t come remotely close to sounding like the typical cheesy “cold” call.

You can avoid placing cold calls by having your own customized training program developed and delivered, so YOU and your reps will confidently be placing your own Smart Calls, and getting results.

You and your team will learn,

  • how to get information on people, companies, industries, and sales “trigger events” to make your calls relevant
  • the 20 common mistakes that cause calls to fail right away
  • how to get screeners, gatekeepers, and assistants working for you
  • how to deal effectively with buyer resistance
  • how to create interest-grabbing opening statements and voice mails
  • how to get prospects to take action
  • keys to staying motivated, never being rejected again, and more!

As a result of this training, you’ll be able to,

  • Put listeners in a positive frame of mind, instead of causing them to begin thinking of ways to get rid of you
  • Get them participating, willingly, in the call
  • Avoid getting shot down in the first few seconds
  • Comfortably, confidently, and successfully work WITH screeners, differentiating yourself from the other sales reps who called that day, to be helped through to the buyerCreate voice mail messages that get RESULTS

Areas of expertise

  • Sales Training for Inside Sales
  • B2B Cold Calling Without the “Cold
  • Smart Calling
  • New Business Development
  • Lead Generation
  • Selling
  • Sales Management
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