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Apr, 29 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

6 Cues Salespeople Can Take from Liza Minnelli

Here’s what I learned from the legendary songstress. Liza (with a “z”) is an icon, a once-fading star who’s making a major comeback. Does she look the same? None of us do. Is her voice the same? Of course not. But I still jumped at the opportunity to see her in person. I’m glad I […]

Apr, 24 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

LinkedIn Is Not a Place to Sell

Are you cold calling on social media? Please don’t invite me to connect on LinkedIn if you really just want to sell me something.  Social media is a great tool for researching prospects and Referral Sources, and for sharing interesting, relevant information. But it is not the place for a sales pitch. Stop Cold Calling […]

Apr, 22 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Which Balls Are You Dropping?

Are you moving too fast to keep up? To go fast, we must slow down. That’s a wise saying. In our world of constant change and complexity, we feel compelled to speed up in order to keep up—with the latest technology, the latest thinking, or the latest news. And, of course, with our competition. Stop […]

Apr, 17 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Why Are 75% of Salespeople Ineffective?

Because no one ever taught them how to sell. How many of us studied sales in college? Engineers, scientists, accountants, lawyers—these folks all study their crafts. But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. But most of us are left […]

Apr, 15 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Happy Anniversary to No More Cold Calling (the Book)

Why not put the technology away and curl up with a real book every once in a while? Something special happens when we read a real, printed book. We disconnect from technology and all its distractions. We retreat into our own heads to think, reflect, and enjoy a break from our always-connected world. My first […]

Apr, 10 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Let My Technology Connect With Your Technology

You can’t build relationships on autopilot. If you invite a prospect to connect with you on LinkedIn, you can check off your list that you’ve developed a relationship, right? Not so fast. You’ve been misinformed about the actual power of social media to turn strangers into clients. Don’t believe for a second that just because […]

Apr, 08 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Texting While Walking—Not Worth the Risk

Apple wants to make it safer to walk while texting. I have a better idea. The Silicon Valley Business Journal headline—“Apple files ‘transparent texting’ patent to make walking while texting safer”—would have been laughable, had it not been so appalling. Can you believe it? Safer? What’s safer is not texting at all—unless you’re standing still. […]

Apr, 03 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Message to Management: Are You Talking to Your Team?

Stop walking around, and start talking around. The best business deals happen when we talk to our buyers, ask them the right questions, and help them create the best solutions for their business challenges. We earn clients’ trust and loyalty by making ourselves an invaluable resource. The same is true in sales management. The very […]

Apr, 01 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

You Are Not Just Another Number

In an era powered by technology, connecting with individuals still matters. What a refreshing change of pace it is to actually do business with a real human being—unless, of course, that person is rude, unfriendly, or too engrossed in technology to treat you like you’re important. What Are Your Customers Saying About You? Recently, while […]

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