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Don’t Be One of “Those” People

Nurture your network or lose it.
We all know “those” people—the ones who only reach out when they want something. The people who drop off the face of the earth until they need a referral or …

Forget Social Selling, Try Social Engagement

A new research study unlocks the key to using social media for sales.
Social engagement.  Is it just another term to check off your buzzword bingo card at your next sales meeting? Not really. It simply …

Are You Stuck in a Revolving Door?

It’s time to end the eternal workweek.
If you took a vacation this summer, how did you spend it? Did you actually unplug from work and enjoy yourself? If you’re like most Americans, while you …

Enterprise »

Don’t Be One of “Those” People

Nurture your network or lose it.
We all know “those” people—the ones who only reach out when they want something. The people who drop off the face of the earth until they need a referral or …

Forget Social Selling, Try Social Engagement

A new research study unlocks the key to using social media for sales.
Social engagement.  Is it just another term to check off your buzzword bingo card at your next sales meeting? Not really. It simply …

Are You Stuck in a Revolving Door?

It’s time to end the eternal workweek.
If you took a vacation this summer, how did you spend it? Did you actually unplug from work and enjoy yourself? If you’re like most Americans, while you …

Small Business »

Don’t Be One of “Those” People

Nurture your network or lose it.
We all know “those” people—the ones who only reach out when they want something. The people who drop off the face of the earth until they need a referral or …

Around the World in 80 Minutes: No Passport Required

Social selling exposes your business to a world of opportunity.
A Brit writes to me on social media and wants to discuss referral selling. An Aussie reaches out to confirm his understanding of American prospecting practices. …

PowerPoint Is Killing Your Sales Presentations

Strip away the tech to increase sales effectiveness.
I used to add long columns of numbers once, and I was always correct. I never had to add backwards or have someone else check my math. …

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.