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Read more »Referrals and networking—these business-development activities look different, feel different, and are different.
Networking and referrals are related, and there is a big difference between them.
Showing Up Counts
Networking is what we do to expand our connections, get ourselves and

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Read more »No matter what our technical communication capability and comfort, we must be confident in the original medium—in person.
Susan RoAne is The Mingling Maven®, and my go-to person for tips on networking and building strong connections. Susan understands that when

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Read more »Being without your treasured workhorse device can leave superconnected sales pros feeling lost, anxious, and debilitated. There’s a term for that.
“Nomophobia”
I’m quoting from Spirit, the magazine of my favorite airline, Southwest. Here’s the definition from Spririt Lexicon, Entry

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Read more »It turns out that a dose of the happy stuff—paired with smart thinking and a reality check—really does make a positive difference.
If you want to be depressed, read the newspaper, check out your online news feed, or turn on

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Read more »If Eric Schmidt can step away to make time for a personal connection, so can you.
In May 2009, Eric Schmidt, Executive Chairman of Google, spoke to the graduating class of the University of Pennsylvania. In his commencement address, he

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Read more »Shift the focus of your emails to your prospect (it’s not about you) and watch your sales take off!
In keeping with my theme of “Get Personal,” I’m sharing with you a blog by email marketing and copywriting guru, Ivan

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Read more »You’d be surprised how a small thing, like a birthday card, can make a difference in a business relationship.
I love Southwest Airlines. I actually believe that this big airline cares about me. I recently had a birthday (no tears,

It’s not 140 characters, it’s you!

There’s nothing like getting the gang together. Salespeople have great combined power and energy when they gather in person and share successes, ideas and information. At conferences, they learn as much through conversations with…
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Enough Economic “Woe, Is Me.”
You are not a cow in a ditch. Grab the bull by the horns, and get out your shovel and dig!
“Ideas and guidance come from the most unexpected sources-if you’re open to receiving it.…
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Successful sales start and end with referrals. And referrals come from people. Which means you need to know and connect with people to build your sales through referrals. Which means: Networking!
Networking inspires all sorts of analysis and dread, but…
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