Articles

Jul, 31 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Why Are You Giving Your Prospects the Silent Treatment?

KiteDesk’s CEO explains why salespeople still need to pick up the damn phone. We delete emails like robots. Social selling works, but only when we remember to put the “social” back in social media. Phone conversations are what really drive sales. Why? Because sales begins with relationships, and relationships are built and cemented when we speak […]

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

Social Selling Not Working for You?

Here’s why your social media strategy is falling flat—and how to bring it back to life. Your mother was right. There is a time and place for everything. So when and where is the best time to make a sales pitch? Save it for when your prospects genuinely like and trust you, because strangers on […]

Jul, 24 2014 | Enterprise, Referral Sales, Salespeople, Small Business

Trust Trumps Technology—Who Do You Know?

This is not a rant about technology. (It’s the opposite.) An executive at a leading marketing automation company surprised the heck out of me when I interviewed him for Pick Up the Damn Phone! I expected to hear all about the advantages of marketing automation. Boy, was I wrong! Instead, he talked about the power […]

Jul, 22 2014 | Enterprise, Referral Sales, Salespeople, Small Business, Women in Sales

Why Keeping Up Has You Falling Behind

“Busyness” is not the path to success. I’m running so fast I don’t have time to think. I use my drive time to return calls and respond to emails. (Isn’t technology a great time saver?) I might as well be at the office when I fly, because I immediately log into the Wi-Fi. If I […]

Jul, 17 2014 | Uncategorized

LinkedIn—Join My Network? Not on Your Life!

There’s only one trick to social selling, and very few sales pros get it right. It’s probably not surprising to see yet another webinar about LinkedIn. I get invites all the time. But let me cut through the clutter and get to the meat of the matter for salespeople: When it comes to social selling, […]

Jul, 16 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

The Eyes Have It

Eye contact can make or break your sales effectiveness. I smile and look people in the eye —whether I’m walking on the bike path in my tennies or on the way to a business meeting. It makes my day when people look at me and smile back. We’ve made a connection, even though I don’t […]

Jul, 16 2014 | Uncategorized

5 Ways LinkedIn Can Drive New Revenue–Without Selling!

If LinkedIn Isn’t Making Your Cash Register Ring, You’re Doing It Wrong! Because sales is about relationships – not numbers, you need to have real conversations. With LinkedIn, you can spin your wheels and collect connections like baseball cards or actually make the connections you already have count. For starters, asking someone to “join your […]

Jul, 15 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople

The Eyes Have It

Eye contact can make or break your sales effectiveness. I smile and look people in the eye —whether I’m walking on the bike path in my tennies or on the way to a business meeting. It makes my day when people look at me and smile back. We’ve made a connection, even though I don’t […]

Jul, 10 2014 | Enterprise, Referral Sales, Salespeople, Small Business

How to Send an Unforgettable LinkedIn Invitation

Read this before starting a conversation on LinkedIn. George runs a social media company. He is tech savvy and up-to-date on the do’s and don’ts of social media. He even launched a contest to get traction for his new company, and it quickly went viral. So I was eager to learn more about George when […]

Jul, 08 2014 | Enterprise, Referral Sales, Salespeople, Small Business

Are You Getting Duped by the “Experts”?

Social selling isn’t a magical cure for all your sales challenges. What is social selling, anyway? Is it just the latest buzzword bandied about by shifty trainers, or an actual sales strategy with teeth? Whenever a new selling term surfaces, suddenly legions of experts appear, ready to take your money. They make outrageous promises that […]