OK, so Grant Cardone may love cold calling, but most of us hate it. (And, frankly, I find Cardone’s approach seriously off-putting). So, like many people, I was thrilled when “inbound marketing” became a thing. I had fantasies about never having to cold call again. Get your FREE Transcript Now! But as the amount of content on the Internet has skyrocketed, the dream of just being “found” naturally as a result of your great inbound marketing content has become less and less likely. So the need to make sales calls isn’t going away. (Darn!) As today’s guest, Jill Konrath, puts it in our interview, “I’m not going to sit here an wait until somebody from [my target customer] stumbles across my website.” That huge content overload (what Mark Schaeffer called “content shock“), not only makes it harder for you to reach your prospects, it even makes it harder for your sales people to do their jobs well. Because they are also dealing with content overload. Even Konrath realized she was struggling with Internet-based distractions, which led to her new book, More Sales, Less Time. It talks about the things she’s done to overcome the overwhelm; something we also discuss in today’s podcast. How You Sell Matters But how we sell is vitally important to the customer experience. If I get a Cardone-type on the call, I’m outta there! And I’ll be warning all my friends to stay away. Konrath is one of the sales gurus whose approach to sales is a lot more aligned with what I believe makes for good customer experiences.