Paul talks cold-calling and call planning with seasoned sales professional, Marty Fitz, head of business development – IT division, at GFI Digital. Show Notes “Selling is always kind of happening behind the scenes and weekends, too.” – Marty Fitz In this new selling environment— “Find direct numbers. There are lots of different ways to prospect and one of them is starting from the ground up… But the first thing is, find that direct line.” – Marty Fitz “Reach out to your existing clients and ask for referrals. One referral is worth twelve cold calls.” – Paul Reilly “Pre-call planning is the breakfast, lunch, and dinner of sales champions.” – Paul Reilly “My biggest philosophy—be yourself.” – Marty Fitz *** Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Pre-order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling. Thanks to our production team at The Creative Impostor Studios! Click here to book a complimentary consultation with Strategist and Producer, Andrea Klunder, to find out how to launch, produce, and grow your company's podcast. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.