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Associations »

Trust Trumps Technology—Who Do You Know?

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 …

Why Keeping Up Has You Falling Behind

“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 …

The Eyes Have It

Eye contact can make or break your sales effectiveness.
I smile and look people in the eye —whether I’m walking on the bike path in my tennies or on the way to a business meeting. It …

Enterprise »

Trust Trumps Technology—Who Do You Know?

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 …

Why Keeping Up Has You Falling Behind

“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 …

The Eyes Have It

Eye contact can make or break your sales effectiveness.
I smile and look people in the eye —whether I’m walking on the bike path in my tennies or on the way to a business meeting. It …

Small Business »

Trust Trumps Technology—Who Do You Know?

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 …

Why Keeping Up Has You Falling Behind

“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 …

The Eyes Have It

Eye contact can make or break your sales effectiveness.
I smile and look people in the eye —whether I’m walking on the bike path in my tennies or on the way to a business meeting. It …

Video »

Referral-Selling Top Tips: How to Ask for a Referral

Referral Selling Top Tip #1: When you just get a name, you’re making a cold call. Stop. Referrals make your calls HOT!
 
There’s No Such Thing as a Warm Call
My take on referrals is clearly defined: …

Referral Selling Top Tip #1

How to ask for a referral.