Jan 25, 2011 | Referral Sales
InsideView nailed it by titling its Sales Intelligence blog “Why Cold Calling is the Bottom of the Barrel”. Finally, a Sales 2.0 company states that cold calls are dead.Yet, many sales people continue to cold call. My definition of a cold call: You call a person who...Jan 18, 2011 | Referral Sales
Structure your day to make the business-development, sales-funnel, and work time. What’s the first thing you do every day? I bet you can’t wait to get to your email, or check Twitter, Facebook, and LinkedIn. What time do you surface from all this activity? Some of my...Jan 12, 2011 | Sales Leadership
“I’m not working today.” That’s the email message I received from a client in response to information I sent at his request. How are you not working if you’re checking email? It’s the blessing and the curse of those of us in sales. As entrepreneurs, we have the...Jan 7, 2011 | Referral Sales
I said I don’t make New Year’s resolutions, but Jonathan Farrington, blogger extraordinaire and creator of Top Sales World, wrote a remarkable post. The following excerpts are from Jonathan’s blog: ““Year’s end is neither an end nor a beginning but a going on,...Jan 4, 2011 | Referral Sales
The New Year’s Resolution checklist: Every year it’s the same—we make New Year’s resolutions about everything—but mostly about eating better, losing weight, and better managing our finances. Articles about resolutions are all over the media: newspapers,...
