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Jul, 11 2019 | Sales Leadership

How Warren Buffett Spends His Time [The Life Punchcard Theory]

Are you “all in” or just dabbling? Most people (especially sales leaders) share the same frustrations: How do I fit everything in? How do I catch up? How do I innovate? How do I balance work and family? There aren’t enough hours in the day. I want to do so many things, and I’ll never […]

Jul, 04 2019 | Sales Leadership

Let Freedom Ring: My Sentiments on July 4

My visit to Normandy on the 75th anniversary of D-Day gave me a lot to think about this July 4. I hadn’t been to France since I was 22, and last month I visited Paris and Normandy. Paris is still a gorgeous city with a rich history. Normandy was beyond anything I’d experienced. Some of […]

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, 23 2019 | Referral Sales, Sales Leadership, sales training

Ready to Get Serious About Referrals? (Summer Sales Training Courses)

Stop talking about referrals. Why would I tell you to stop talking about referrals, especially considering I’ve spent decades spreading that gospel? The answer’s simple. Everyone raves that referrals are their best source of new business, but few salespeople actually raise their hand and commit to referral selling. That’s why I decided to host summer […]

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 […]

May, 02 2019 | Business Development, Referral Sales, Sales Leadership, Social Selling

Small Business Owners Don’t Want to Learn How to Sell

Hiding behind technology doesn’t drive sales—THIS WILL. May 5th to 11th is National Small Business Week in the United States. For more than 50 years, the U.S. president has issued a proclamation that dedicates the first full week in May to celebrating America’s entrepreneurs and small business owners. There’s plenty to celebrate. More than half […]

Apr, 29 2019 | B2B, Business Development, Newsletter, Referral Sales, Sales Leadership, Social Selling

Even in B2B, Customer Experience Defines You (April Referral Selling Insights)

Do your clients want more from you? Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? I’m not. We all want a stellar customer experience, and we’re pissed when we don’t get it. B2B customers are just louder about it. Everyone complains […]

Apr, 25 2019 | Newsletter, Sales Leadership

Surprise! All Intuition Isn’t the Same

intuition, sales, referral sales

Making sense is systematic and sequential, and intuition is the opposite. It’s a feeling. Everyone has intuition, but what distinguishes intuitive people is that they listen to, rather than ignore, the guidance of their gut feelings.

Apr, 18 2019 | Sales Leadership, Uncategorized

Why Customer Experience Should Be Top of Mind for Sales Leaders

customer experience, referrals, customer satisfaction

In her presentation, “Customer Experience Is the New Battleground,” Tiffani told us customers will remember the experience they had with a brand (or person) much longer than the price they paid. My favorite quote from the presentation: “We need to get to the future before our customers do and welcome them when they arrive.”

Apr, 11 2019 | Newsletter, Sales Leadership

Leaders Without Moral Courage Let Their Employees Down

business ethics, moral courage, ethical leadership

Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy…really happy. All of that’s tough to achieve today, especially if our managers are constantly pushing us to do more, to work later, and to be available around the clock.

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