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Why Women in Sales Don’t Want to Work for You

Mar 8, 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

In honor of International Women’s Day, how can your sales team attract more female rainmakers? It was 1936. My mom graduated with a degree in finance from Syracuse University, but she couldn’t get a job at a bank. They didn’t hire women, not even as tellers. That was...

The Forgetting Curve Has a Cure

Feb 21, 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

What do you remember from your last training? The way we’ve been learning is all wrong. Remember cramming for tests? I do, and while I usually did well on my exams, I didn’t retain much of anything. I’ve heard for years that people forget 70 percent of what they learn...

Without Call-Backs, Your Lead Gen Is Dead in the Water

Feb 14, 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

Here’s how to generate leads and get call-backs. Has selling really changed in the last decade? Well, sure. Social media, marketing automation, AI, predictive analytics, and all kinds of technology have cast doubt on traditional sales techniques and encouraged...

There’s a Difference Between Being Alone and Being Lonely

Feb 7, 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales

“Imagination is the highest form of research.” —Albert Einstein     Ever have a good idea pop into your head, seemingly out of nowhere? We all have, but I bet it didn’t happen when you were heads-down working on a project, facing a demanding deadline,...

The Best Cold Calling Tip Is Stop Immediately (Do This Instead)

Jan 24, 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales

  Have you ever met a salesperson who enjoyed cold calling? (Well, maybe one in 100.) How about a buyer who enjoyed receiving cold calls? (Yeah, me neither.) Not only is cold calling tortuous for everyone involved, it’s one of the reasons that only 54.3 percent of...
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