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Networking Articles

Jun, 09 2019 | B2B, Lead Generation, Networking, sales training

To Get B2B Leads, Pick Up the Damn Phone!

Have you forgotten that selling is social? “Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around us.” That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University of Pennsylvania in May 2009. Ten years later, his […]

May, 19 2019 | Business Development, Networking, Referral Sales

How to Get Referrals and Finally Conquer Your Fear

Asking for referrals feels riskier than cold calling. “I’m not sure of the reason, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s track record, should feel confident about asking. I […]

May, 09 2019 | Business Development, Networking, Referral Sales, Sales Leadership, Social Media, Social Selling, Uncategorized

Small Business Owners: The Future Is Your Responsibility

Get out of the weeds. How many balls can you keep in the air at one time? Some business leaders are better jugglers than others, but everyone has their breaking point—or, rather, their dropping point. Juggling priorities is a challenge for every business owner. You’re overwhelmed with business development and all the things you need […]

Apr, 04 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

Stop Overlooking This if You Really Want Qualified Leads

Watch out for the gap in your referral business! It’s an epidemic. Every sales exec says they need more leads in the pipe. That’s a prospecting problem that hasn’t changed in decades and won’t anytime soon. What these sales execs don’t say is they need more qualified leads. Why do they always leave out the word […]

Mar, 29 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

What Saleswomen Do Really, Really Well

Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. Yet, many saleswomen outperform their male colleagues, and many men have admitted that to me when the other guys were out of earshot. Women in sales understand that relationships are built […]

Mar, 22 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

The True Gift and Grit of Working Grandmothers

Grandmothers have always worked … but not always outside the home. It was 2007. At a luncheon hosted by a major magazine, a panel of four women discussed their careers and what inspired them. The oldest was 53 years old, a business owner with two children at home. The youngest was 20 years old, working […]

Mar, 14 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

What You Can Do About the Glass Ceiling

Here’s why women are good for the bottom line. When I published “The Glass Ceiling Hasn’t Shattered Just Yet” in February 2015, the post sparked more than 80 comments. Many said the same bias exists for immigrants, even those who are extremely qualified and speak English fluently. Several men responded that they wanted to see […]

Mar, 08 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

Why Women in Sales Don’t Want to Work for You

In honor of International Women’s Day, how can your sales team attract more female rainmakers? It was 1936. My mom graduated with a degree in finance from Syracuse University, but she couldn’t get a job at a bank. They didn’t hire women, not even as tellers. That was 16 years after the 19th Amendment to […]

Feb, 21 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

The Forgetting Curve Has a Cure

What do you remember from your last training? The way we’ve been learning is all wrong. Remember cramming for tests? I do, and while I usually did well on my exams, I didn’t retain much of anything. I’ve heard for years that people forget 70 percent of what they learn in a professional training class […]

Feb, 14 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

Without Call-Backs, Your Lead Gen Is Dead in the Water

Here’s how to generate leads and get call-backs. Has selling really changed in the last decade? Well, sure. Social media, marketing automation, AI, predictive analytics, and all kinds of technology have cast doubt on traditional sales techniques and encouraged organizations to rely on digital sales prospecting. That’s a problem because the best lead gen strategies […]

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