Jul 31, 2014 | Referral Sales, Sales Leadership
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?...
Jul 29, 2014 | Referral Sales, Sales Leadership, Social Selling
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...
Jul 24, 2014 | Referral Sales
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,...
Jul 22, 2014 | Referral Sales, Women in Sales
“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...
Jul 17, 2014 | Social Selling
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:...