Jun 28, 2018 | Account Based Sales
What’s trust got to do with it? When we showed my 85-year-old aunt how to use a computer, she told us she still hadn’t figured out how the telephone worked, so don’t bother. She walked out of the room. End of conversation. She talked a lot about “back in the day” and...
Jun 22, 2018 | Referral Sales
Check out my NEW online sales training course on LinkedIn Learning. It was time. Time to make my introductory referral program accessible to as many sales organizations as possible. I couldn’t decide on the best platform. Then a colleague suggested LinkedIn Learning,...
Jun 14, 2018 | Referral Sales
Salespeople are only as good as the people they know. When is it time to toss the technology and start talking to people? When internet leads and a call script no longer reap new business. When it interferes with the most powerful tool in your toolbox—you. Don’t get...
Jun 1, 2018 | Referral Sales
Here’s what you might have missed from No More Cold Calling last month. “My grandmother started walking five miles a day when she was 60. She’s 69 now, and we don’t know where the hell she is.” That Ellen DeGeneres quote is my opening line in the recent...
