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Which Balls Are You Dropping?


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Are you moving too fast to keep up?
To go fast, we must slow down. That’s a wise saying. In our world of constant change and complexity, we feel compelled to speed up in order to keep up—with the latest

Why Are 75% of Salespeople Ineffective?


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Because no one ever taught them how to sell.
How many of us studied sales in college? Engineers, scientists, accountants, lawyers—these folks all study their crafts. But most sales reps enter the field without any formal training.
Some of us

Happy Anniversary to No More Cold Calling (the Book)


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Why not put the technology away and curl up with a real book every once in a while?
Something special happens when we read a real, printed book. We disconnect from technology and all its distractions. We retreat into our

Enterprise »

Which Balls Are You Dropping?


Read more »
Are you moving too fast to keep up?
To go fast, we must slow down. That’s a wise saying. In our world of constant change and complexity, we feel compelled to speed up in order to keep up—with the latest

Why Are 75% of Salespeople Ineffective?


Read more »
Because no one ever taught them how to sell.
How many of us studied sales in college? Engineers, scientists, accountants, lawyers—these folks all study their crafts. But most sales reps enter the field without any formal training.
Some of us

Happy Anniversary to No More Cold Calling (the Book)


Read more »
Why not put the technology away and curl up with a real book every once in a while?
Something special happens when we read a real, printed book. We disconnect from technology and all its distractions. We retreat into our

Small Business »

Which Balls Are You Dropping?


Read more »
Are you moving too fast to keep up?
To go fast, we must slow down. That’s a wise saying. In our world of constant change and complexity, we feel compelled to speed up in order to keep up—with the latest

Why Are 75% of Salespeople Ineffective?


Read more »
Because no one ever taught them how to sell.
How many of us studied sales in college? Engineers, scientists, accountants, lawyers—these folks all study their crafts. But most sales reps enter the field without any formal training.
Some of us

Happy Anniversary to No More Cold Calling (the Book)


Read more »
Why not put the technology away and curl up with a real book every once in a while?
Something special happens when we read a real, printed book. We disconnect from technology and all its distractions. We retreat into our

Video »

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


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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: A call

Referral Selling Top Tip #1

How to ask for a referral.…
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