Jun 29, 2019 | Newsletter
Why it’s important to train from the trenches “From now on, I am going to make it a fixed rule that no unit, from the time it reaches this theater until the war is won, will ever stop training.” —Dwight D. Eisenhower, Supreme Commander of the Allied Forces I’ve just...
Jun 27, 2019 | B2B, Lead Generation, Networking, Social Media
Connections and relationships are what count. Should I accept every LinkedIn invitation? I’m frequently asked that question. It’s a personal choice. Some people do. Some people only connect with people they know in real life. Others screen every invitation; they write...
Jun 23, 2019 | Business Development, Lead Generation, Networking, Referral Sales
This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23...
Jun 13, 2019 | Technology
Do you really need to sleep with your phone? Call or text me anytime. You won’t disturb me. My phone and smartwatch are turned off when I’m sleeping. They’re nowhere near me. They’re in the kitchen charging. There’s nothing so urgent in my business that my...
Jun 6, 2019 | B2B, Networking, Sales Training
Have you forgotten that selling is social? “Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around us.” That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University...
