While many professionals avoid cold calling, it can be highly successful if approached with the proper attitude. In cold calling, the goal is to get appointments; to arrange to be face-to-face with someone who might spend money with you. Sales research proves more phone time and face time with qualified prospects equals more sales. Here is a step-by-step guide to cold calling success: • Escape the fear of rejection. Any rejection is a rejection of the interruption your phone call represents; not of you personally. Some prospects may have been burned by cold callers and telemarketers in the past, so don’t take their coldness personally. • Don’t

Manufacturers of health-care business solutions discuss a changing market and what distributors can do to tap into it HEALTH-CARE ADVANCES are reaching sci-fi proportions. In 2003, the human genome was unlocked. Today, patients can swallow a pill-sized camera delivering thousands of internal images directly to a physician's computer. And soon on the horizon, pharmaceuticals dubbed "super drugs" will be customized to target an individual's specific genetic makeup, thus enhancing drug efficacy. The health-care industry is arguably the most technologically competitive and innovative market worldwide. But for an industry so quick in the application of patient care technology, it has been life-threateningly slow in adopting

Distributors can still experience consistent sales with basic forms. It was French author Alphonse Karr who once said, "The more things change, the more they are the same." Karr made the profound statement during the 1800s, yet it still rings true today. Even in the world of business forms, labels and systems, where e-commerce, on-demand printing and modern alternatives seem to be taking the industry by storm, one will still find a constant—a continued demand for some very basic traditional products. Take, for instance, just how much traditional products account for overall sales at Web Graphics, Glens Falls, N.Y.—70 percent. And, at Highland Computer

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