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Jul, 03 2014 | Referral Sales

[Message to Management]: Why Great Sales Leaders Listen

Guest blogger, Todd McCormick, shares three reasons listening matters in sales management. It was your typical sales conference—except the speaker wasn’t typical. He spoke about the power of personal connections and seeing “the whites” of people’s eyes. I was particularly intrigued that he was a sales leader for a marketing firm, which gave him a […]

Jul, 01 2014 | Referral Sales

I Take It Back: My Apology to Dan McDade

I admit it. I was wrong. Over the years, I have made it very clear that I don’t believe marketing has any business qualifying leads for salespeople. I’ve written several articles and blog posts on the topic, and included the following in my book, Pick Up the Damn Phone!: A marketing expert left me flabbergasted […]

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