Why You Need to Pick Up the Damn Phone!

Why You Need to Pick Up the Damn Phone!

Do you have an allergic reaction to the phone? Get over it. I published my second book—Pick Up the Damn Phone!—in 2013. I was alarmed that people had stopped talking to each other. I was perplexed by their over-dependence on technology for practically everything—even...
Learn How to Get the Gatekeeper on Your Side

Learn How to Get the Gatekeeper on Your Side

Prospecting shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? Because prospecting has gotten incredibly complicated, even though it should be a no-brainer. At most companies, prospecting is a...
Why Should I Trust You? [Answer Me That]

Why Should I Trust You? [Answer Me That]

I’m pointing fingers at technology … really. We all view business trust differently, but everyone knows that trust trumps price and that trustworthiness is a valuable trait for a salesperson. Yet, only 18 percent of salespeople are classified by buyers as trusted...
Selling with LinkedIn: Save 50%

Selling with LinkedIn: Save 50%

Use Black Friday code 50OFFJB. My colleagues at Vengreso created an amazing online course on Selling with LinkedIn for Individuals. I’ve taken it. (Well, most of it.) It’s dynamic and highly detailed, and I’ve learned a ton. (A caveat: We differ about asking for...
Why You Need to Make Time for Asking for Referrals

Why You Need to Make Time for Asking for Referrals

Getting referral business should be top priority. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. Is your team asking for referrals? Are you getting customer referrals? Or are...
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