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The Best Salespeople I Know Are Women

Men tell me this all the time, but many sales women still don’t know their value.
“Men don’t listen.” Ever heard that one, guys? Women often complain that men don’t listen at work, and they certainly …

[Message to Management]: Are Your Sales Metrics Messed Up?

Set metrics around sales activities you can measure and coach.
“Revenue is the only metric that matters.” Somebody actually wrote that in a recent blog post. If that’s how this person manages his team, I’m glad …

Something in Common: The Key to Connecting with Your Sales Prospects

Your birthday, favorite sports team, or hometown could help you seal the deal.
My birthday is January 19. When is yours? There’s always a feeling of amazement and connection when we learn someone else has the …

Enterprise »

The Best Salespeople I Know Are Women

Men tell me this all the time, but many sales women still don’t know their value.
“Men don’t listen.” Ever heard that one, guys? Women often complain that men don’t listen at work, and they certainly …

[Message to Management]: Are Your Sales Metrics Messed Up?

Set metrics around sales activities you can measure and coach.
“Revenue is the only metric that matters.” Somebody actually wrote that in a recent blog post. If that’s how this person manages his team, I’m glad …

Something in Common: The Key to Connecting with Your Sales Prospects

Your birthday, favorite sports team, or hometown could help you seal the deal.
My birthday is January 19. When is yours? There’s always a feeling of amazement and connection when we learn someone else has the …

Small Business »

The Best Salespeople I Know Are Women

Men tell me this all the time, but many sales women still don’t know their value.
“Men don’t listen.” Ever heard that one, guys? Women often complain that men don’t listen at work, and they certainly …

[Message to Management]: Are Your Sales Metrics Messed Up?

Set metrics around sales activities you can measure and coach.
“Revenue is the only metric that matters.” Somebody actually wrote that in a recent blog post. If that’s how this person manages his team, I’m glad …

Something in Common: The Key to Connecting with Your Sales Prospects

Your birthday, favorite sports team, or hometown could help you seal the deal.
My birthday is January 19. When is yours? There’s always a feeling of amazement and connection when we learn someone else has the …

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.