[Missed Connections]: May Referral-Selling Insights

Where in the world are you? (I’m in Croatia.) Once upon a time, salespeople only sold to their assigned zip codes. But in today’s global economy, most of us need to branch out. Social media can help us make new connections—across the country or even around the...

Want to Score? Take Your Foot Off First

If you don’t ask, you don’t get. The lights dimmed. You could feel the anticipation in the room as everyone waited for the Master of Ceremonies to announce the salesperson of the year. All the company’s top executives were in attendance, along with the global...