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Feb, 08 2018 | Lead Generation, Sales Leadership

Does Sales Lead Generation Really Require a College Degree?

Street smarts or book smarts—which is better for sales? We only hired college graduates, or so I thought. So, when the president of my company hired a Sales VP without a degree, I challenged him. He said that Craig, the new VP, had the sales leadership experience we needed, and that a degree, in this […]

Jan, 18 2018 | Referral Sales

Why Asking for Referrals Isn’t All That Matters for Account Based Selling Teams

It’s still who you know that counts. Let’s set the record straight: You can’t depend solely on referrals to fill your pipeline. Whoa, did I really say that? As you probably know by now, my point of view is that referral selling is the most powerful account based sales development strategy, and it’s the only effective […]

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