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Nov, 07 2013 | Referral Sales, Sales Leadership

Message to Management: The 2 Biggest Coaching Mistakes You’re Making Right Now

Avoid these sales management pitfalls. Sales execs recognize that coaching contributes to performance. But by how much? And how are they supposed to find the time? Most sales leaders are so busy that the only coaching they have time for is asking reps who they plan to call during any given week. But that’s not […]

Nov, 06 2013 | Referral Sales, Sales Leadership

One Hour Without Technology

If the executive chairman of Google can do it, so can you. As executive chairman of Google, Eric Schmidt is often invited to deliver commencement speeches at college graduations. What’s the one surprising piece of advice this tech guru always shares? Turn off the technology. In May 2009, he told the graduating class of the […]

Nov, 05 2013 | Referral Sales, Sales Leadership

You Are the Ultimate Sales Technology

Technology is fantastic, but it will never replace a great salesperson. You are the ultimate sales technology! As a buyer, I don’t care how your technology works until I know what it can do for my business. The same is true for your prospects and clients. Over the last 30 years, I’ve seen technologies come […]

Nov, 04 2013 | Referral Sales, Sales Leadership

I Will Delete You

No one wants to get your spam email and cold calls. How many spam emails and cold calls do you receive every day? My total is more than 40. Reps engage in this mindless activity because it doesn’t require much thought or effort, and they hope someone will actually respond. But we all sit on […]

Nov, 01 2013 | Referral Sales, Sales Leadership

The Telephone: Revolutionizing Sales Since 1876

When it comes to technology, sometimes the oldies are the goodies. New, fancy technology can be alluring and exciting. But there’s a lot to be said for the “old school” ways of connecting with people. Take, for example, the telephone, invented by Alexander Graham Bell more than 137 years ago. He applied for his patent […]

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