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Mar, 31 2019 | Newsletter, Referral Sales

Unconscious Bias Goes Double for Boomer Saleswomen (March Referral Selling Insights)

Does age really matter in sales?   “Explain it so your grandmother would understand.” That’s exactly what the CMO of a tech company said about how to explain your mission statement. I was listening to his podcast at 7:00 on a Monday morning, and I was ready to kick butt. This isn’t the first time […]

Mar, 29 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

What Saleswomen Do Really, Really Well

Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. Yet, many saleswomen outperform their male colleagues, and many men have admitted that to me when the other guys were out of earshot. Women in sales understand that relationships are built […]

Mar, 22 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

The True Gift and Grit of Working Grandmothers

Grandmothers have always worked … but not always outside the home. It was 2007. At a luncheon hosted by a major magazine, a panel of four women discussed their careers and what inspired them. The oldest was 53 years old, a business owner with two children at home. The youngest was 20 years old, working […]

Mar, 14 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

What You Can Do About the Glass Ceiling

Here’s why women are good for the bottom line. When I published “The Glass Ceiling Hasn’t Shattered Just Yet” in February 2015, the post sparked more than 80 comments. Many said the same bias exists for immigrants, even those who are extremely qualified and speak English fluently. Several men responded that they wanted to see […]

Mar, 08 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

Why Women in Sales Don’t Want to Work for You

In honor of International Women’s Day, how can your sales team attract more female rainmakers? It was 1936. My mom graduated with a degree in finance from Syracuse University, but she couldn’t get a job at a bank. They didn’t hire women, not even as tellers. That was 16 years after the 19th Amendment to […]

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