Are You Too Hard to Reach?

Why doesn’t your email signature have a phone number? A prospect recently left a voicemail for me and stated his phone number so quickly that I had to listen to the message three times from two different phones. I didn’t even get his full name. It was David...

The Lies You Tell Gatekeepers

Trust me, they’re on to you. When I called to reconnect with a CEO I met at a conference, and who had invited me to contact her, her assistant, Joan, answered the phone. Joan asked me the purpose of my call. I told her where I’d met her boss and who’d introduced us....

7 Overused Words You Should Avoid

Is anyone else tired of hearing buzzwords? It has been said that cursing shows a lack of vocabulary. Maybe so, but I find buzzwords to be even more uncreative and obnoxious. And in Sales 2.0, buzzwords are flying around as frequently as bees in summer. A buzzword (a...

14 Signs You’re Addicted to Technology

Which bad tech habits will you break in 2014? These days, you can’t go anywhere without running into people who have their faces glued to their smart phones and their minds somewhere in the Cloud. It’s frustrating, disrespectful to the people around them, and even...

Stop Wasting Your Selling Time

How much of your workday do you actually spend selling? The New Year is in full swing. Now is the time to kick your prospecting efforts into overdrive, build a strong pipeline for 2014, and determine if you’re really getting the most traction out of each and every...
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