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Feb, 26 2015 | Newsletter

[Missed Connections] February Referral Selling Insights

Things you need to know—but might have missed—from No More Cold Calling this month. With Black History Month coming to an end and Women’s History Month starting in just a few days, diversity is on the minds of many business leaders right now. But it should be a year-round priority for sales executives who want […]

Feb, 24 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

I Just Deleted You

Here are three ways NOT to get deleted on LinkedIn. After being on the road for a few days, I’d gotten a little behind on responding to LinkedIn invitations. When I logged on, there were 32 requests to connect. I deleted 14 of them. Of those 14, all but one sent the standard invitation supplied […]

Feb, 19 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

What Ever Happened to the Can with the String?

This childhood game taught us an important lesson: You can’t listen and talk at the same time. Remember the tin-can phones we made as children? We had lots of fun constructing them with our friends, and then seeing how far apart we could get and still hear each other. Just in case you never did […]

Feb, 17 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Why Business Should Be Booming for Boomers

Age and experience give entrepreneurs and salespeople a competitive edge. If you remember the year 2000 (Y2K) and the fear that the Internet would crash—and take the global economy with it—then you will probably recall this: The people who were recruited to ensure we didn’t have a technology apocalypse were the recently retired, older techies […]

Feb, 12 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

10 Ways to Edge Out Your Competitors in 2015

LiveHive and Top Sales World share insights and best practices from 10 sales thought leaders. We now operate in parallel universes—the one in which we live and breathe every day, and the virtual world online. There’s so much information to aggregate, assimilate, and contextualize in order to be relevant to our prospects and clients. Between […]

Feb, 10 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Stop Pointing Fingers at Millennials

Generational diversity can be a competitive advantage in sales. Remember when your parents told you to turn down that loud, obnoxious music? Actually, they yelled, because otherwise you wouldn’t have heard them. They griped about “kids today” and wondered what this next generation was coming to. Many of us have turned into our parents, and […]

Feb, 05 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business, Women in Sales

The Glass Ceiling Hasn’t Shattered Just Yet

If Silicon Valley is any indication, gender discrimination is alive and well, even in “progressive” industries. Early in her career, [Heidi] Roizen [operating partner at DFJ and a Stanford lecturer] was working “on a company-defining deal”—involving, potentially, millions of dollars—with a major PC manufacturer. “The PC manufacturer’s senior vice president who had been instrumental in […]

Feb, 03 2015 | Uncategorized

[Message to Management]: 4 Tips to Inspire Confidence in Your Leadership Abilities

Here’s how to ensure your team believes in you. Salespeople must have confidence. How often have you heard that? They must have confidence in their products, confidence in the value of their solutions, and confidence that their companies can deliver. Most importantly, they must have confidence in their own ability to sell. If a salesperson […]

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