Trust Trumps Technology—Who Do You Know?

This is not a rant about technology. (It’s the opposite.) An executive at a leading marketing automation company surprised the heck out of me when I interviewed him for Pick Up the Damn Phone! I expected to hear all about the advantages of marketing automation. Boy,...

Why Keeping Up Has You Falling Behind

“Busyness” is not the path to success. I’m running so fast I don’t have time to think. I use my drive time to return calls and respond to emails. (Isn’t technology a great time saver?) I might as well be at the office when I fly, because I...

LinkedIn—Join My Network? Not on Your Life!

There’s only one trick to social selling, and very few sales pros get it right. It’s probably not surprising to see yet another webinar about LinkedIn. I get invites all the time. But let me cut through the clutter and get to the meat of the matter for salespeople:...
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