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Associations »

You Don’t Have to Be a Millennial to Top the Social Media Charts

Boomers can’t afford to let Gen Y have the social selling advantage.
As a Boomer, I will never use technology like a Millennial. I didn’t grow up with a cell phone as an appendage. But I …

What Salespeople Can Learn from Sandcastles

When deals don’t go your way, dust yourself off and go in search of the next one.

Remember the sandcastles you built as a child? When you were just getting started, you used wet sand and …

[Message to Management]: How Much Time Should You Spend with Direct Reports?

Guest blogger Tris Brown shares some surprising data about how much time sales leaders should spend actually leading.
Not too long ago, new sales recruits were given a desk, a phone, a phonebook, an overview of …

Enterprise »

You Don’t Have to Be a Millennial to Top the Social Media Charts

Boomers can’t afford to let Gen Y have the social selling advantage.
As a Boomer, I will never use technology like a Millennial. I didn’t grow up with a cell phone as an appendage. But I …

What Salespeople Can Learn from Sandcastles

When deals don’t go your way, dust yourself off and go in search of the next one.

Remember the sandcastles you built as a child? When you were just getting started, you used wet sand and …

[Message to Management]: How Much Time Should You Spend with Direct Reports?

Guest blogger Tris Brown shares some surprising data about how much time sales leaders should spend actually leading.
Not too long ago, new sales recruits were given a desk, a phone, a phonebook, an overview of …

Small Business »

You Don’t Have to Be a Millennial to Top the Social Media Charts

Boomers can’t afford to let Gen Y have the social selling advantage.
As a Boomer, I will never use technology like a Millennial. I didn’t grow up with a cell phone as an appendage. But I …

What Salespeople Can Learn from Sandcastles

When deals don’t go your way, dust yourself off and go in search of the next one.

Remember the sandcastles you built as a child? When you were just getting started, you used wet sand and …

[Message to Management]: How Much Time Should You Spend with Direct Reports?

Guest blogger Tris Brown shares some surprising data about how much time sales leaders should spend actually leading.
Not too long ago, new sales recruits were given a desk, a phone, a phonebook, an overview of …

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.