You Get What You Ask For—So Ask!

When it comes to referrals, the more specific you are, the more successful you’ll be. When I ask salespeople how I can help them with prospecting—who they’re looking for—they begin with “Anyone who…” “Anyone?” I’m confused. I don’t know who “anyone” is. Every...

Don’t Tax Over Your Sales Pipeline

Too many things clog our heads at this time of the year. In the United States, federal taxes, state taxes, and in California someone made the brilliant decision to assess property taxes at the same time. There’s spring cleaning, quarterly finances, and summertime...

"Anatomy of a Cold Call"

Cold Calling: Don’t even joke about it. Not even on April Fools. Twice in one day I received emails about cold calling tactics, and even a cold-calling boot camp. One talked about “diffusing resistance,” the other, about “the anatomy” of a cold call. What in the heck...

“Anatomy of a Cold Call”

Cold Calling: Don’t even joke about it. Not even on April Fools. Twice in one day I received emails about cold calling tactics, and even a cold-calling boot camp. One talked about “diffusing resistance,” the other, about “the anatomy” of a cold call. What in the heck...
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