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

Are You Expecting Too Much?

Great expectations lead to great sales outcomes. Sage advice from a sales VP I used to work under: “Joanne, never leave a meeting without giving your buyer a task. That’s the best test for whether the person is serious about moving forward.” His words of wisdom have proven to be true, and this philosophy has […]

May, 27 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Buyer 2.0 Wants It All—Right Now

Are you living up to your customers’ expectations? Technology might make us faster, better, and stronger. But it has also made our customers much less patient. Buyer 2.0 expects us to move quickly—to deliver solutions and results almost immediately. To some degree, technology enables us to do that. But a word of warning: Faster does […]

May, 23 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Black’s Friday Bulletin: So Much to Learn, So Little Time

Suffering from information overload? Jill Konrath’s new book can help you simplify things. One of the best things about technology is how much information it puts at our fingertips. One of the most overwhelming aspects of technology? How much information it puts at our fingertips. We’re all suffering from data overload. If you’re like most […]

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

Why Your Video Doesn’t Work for Me

The key to thought leadership is having something for everyone. Thought leadership is all the rage today. Delivering value to our customers means educating and informing them—which means we must remember what school teachers have always known: Everyone learns differently. Can You Put That in Writing? Charts and graphs give me hives. Your infographic makes […]

May, 20 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Forget B2C or B2B—Focus on H2H Instead

Your business might be complicated, but your customer isn’t. Whether your customers are individuals or enterprises, and whether they buy online or offline, you’re still selling to human beings. So no matter what or how you sell, there’s a direct correlation between your personal connections and your sales success. As the saying goes: “It’s more […]

May, 15 2014 | Enterprise, Referral Sales, Sales Leadership, Small Business

LinkedIn Agrees with Me

Just because you’re not face to face with people on social media doesn’t mean etiquette goes out the door. Technology has improved our lives (and work) in many ways, but it’s also made us lazy … and a little rude. Even when we’re online, manners matter—especially in sales, where career success is driven by relationships. […]

May, 13 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Is the Internet Ruining Your People Skills?

Real conversations don’t happen in 140 characters or less. Everyone loves a good shortcut. We live in microwave time—tapping our fingers because 15 or 30 seconds is just too slow. But while there’s much to be said for efficiency, we should not be taking shortcuts when it comes to conversations. Are Your Conversation Skills Getting […]

May, 08 2014 | Uncategorized

3 Reasons Small Businesses Should Nix Cold Calling

Small business expert, Megan Totka, explains why cold calling really doesn’t work for SMBs. Small business owners are a target. Everyone wants to sell us something. And since there are so many of us, we get hundreds of solicitations every week—mostly phone calls and emails promising that if we just buy a magic list, we’ll […]

May, 06 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Do Your Leads Suck?

Are you looking for the right prospects in all the wrong places? Sales is like dating. It’s all about relationships. You have to decide what you’re looking for in the perfect mate (or prospect), and then figure out the best way to meet that person. Imagine you’re single and looking for a long-term relationship. You’re […]

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

Message to Management: Are You Hiring and Forgetting?

You’ll never have a high-performing sales team if you don’t set them up for success. “I don’t have time to coach, and I don’t have the skills.” That’s what one sales leader told me. I was dumbfounded. One of the key skill sets for a sales leader is the ability to coach teams—to increase sales […]