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Article Archive for November 2012

The Sales Siblings: Networking & Referrals

The Sales Siblings: Networking & Referrals


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Referrals and networking—these business-development activities look different, feel different, and are different.
Networking and referrals are related, and there is a big difference between them.
Showing Up Counts
Networking is what we do to expand our connections, get ourselves and

Face to Face Cannot Be Replaced

Face to Face Cannot Be Replaced


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No matter what our technical communication capability and comfort, we must be confident in the original medium—in person.
Susan RoAne is The Mingling Maven®, and my go-to person for tips on networking and building strong connections. Susan understands that when

I’m Done with Sales This Year

I’m Done with Sales This Year


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Closing the sales year with a bang is nice, but getting a jump-start on business development for next year is even better. Here’s how.
How “done” are you? Some companies have unused budgets you need to grab (although that is

Stop the Cold Calling. Now.

Stop the Cold Calling. Now.


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It doesn’t matter how much research you conduct or how much you know about the company—if you just get a name, you’re cold calling (and, for the record, there’s no such thing as a warm call).
Every time I read

Do You Suffer From “Nomophobia”?

Do You Suffer From “Nomophobia”?


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Being without your treasured workhorse device can leave superconnected sales pros feeling lost, anxious, and debilitated. There’s a term for that.
“Nomophobia”
I’m quoting from Spirit, the magazine of my favorite airline, Southwest. Here’s the definition from Spririt Lexicon, Entry