Mar 14, 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology
Here’s why women are good for the bottom line. When I published “The Glass Ceiling Hasn’t Shattered Just Yet” in February 2015, the post sparked more than 80 comments. Many said the same bias exists for immigrants, even those who are extremely qualified and speak...
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...
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...
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...
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,...
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...
