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There’s a Difference Between Being Alone and Being Lonely
“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...
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Without Call-Backs, Your Lead Gen Is Dead in the Water
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...
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The Forgetting Curve Has a Cure
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....
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You Don’t Have Time to Ask for Referrals? [February Referral Selling Insights]
If you don’t ask, you don’t get. Two colleagues complained they were so involved in their work, they didn’t have time to prospect. One guy even said he was thinking of cold calling (shudder) and doing...
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Why Women in Sales Don’t Want to Work for You
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...
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What You Can Do About the Glass Ceiling
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...
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The True Gift and Grit of Working Grandmothers
Grandmothers have always worked … but not always outside the home. It was 2007. At a luncheon hosted by a major magazine, a panel of four women discussed their careers and what inspired them. The...
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What Saleswomen Do Really, Really Well
Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. Yet, many saleswomen outperform their male colleagues,...
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Unconscious Bias Goes Double for Boomer Saleswomen (March Referral Selling...
Does age really matter in sales? “Explain it so your grandmother would understand.” That’s exactly what the CMO of a tech company said about how to explain your mission statement. I was listening to...
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Stop Overlooking This if You Really Want Qualified Leads
Watch out for the gap in your referral business! It’s an epidemic. Every sales exec says they need more leads in the pipe. That’s a prospecting problem that hasn’t changed in decades and won’t anytime...
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Even in B2B, Customer Experience Defines You (April Referral Selling Insights)
Do your clients want more from you? Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? I’m not. We all want a stellar...
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Small Business Owners Don’t Want to Learn How to Sell
Hiding behind technology doesn’t drive sales—THIS WILL. May 5th to 11th is National Small Business Week in the United States. For more than 50 years, the U.S. president has issued a proclamation that...
View ArticleSmall Business Owners: The Future Is Your Responsibility
Get out of the weeds. How many balls can you keep in the air at one time? Some business leaders are better jugglers than others, but everyone has their breaking point—or, rather, their dropping point....
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How to Get Referrals and Finally Conquer Your Fear
Asking for referrals feels riskier than cold calling. “I’m not sure of the reason, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of...
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Ready to Get Serious About Referrals? (Summer Sales Training Courses)
Stop talking about referrals. Why would I tell you to stop talking about referrals, especially considering I’ve spent decades spreading that gospel? The answer’s simple. Everyone raves that referrals...
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How to Ask for Referrals: A Comprehensive Guide
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...
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What Saleswomen Do Really, Really Well
Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. Yet, many saleswomen outperform their male colleagues,...
View ArticleClik here to view.
Unconscious Bias Goes Double for Boomer Saleswomen (March Referral Selling...
Does age really matter in sales? “Explain it so your grandmother would understand.” That’s exactly what the CMO of a tech company said about how to explain your mission statement. I was listening to...
View ArticleClik here to view.
Stop Overlooking This if You Really Want Qualified Leads
Watch out for the gap in your referral business! It’s an epidemic. Every sales exec says they need more leads in the pipe. That’s a prospecting problem that hasn’t changed in decades and won’t anytime...
View ArticleClik here to view.
Even in B2B, Customer Experience Defines You (April Referral Selling Insights)
Do your clients want more from you? Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? I’m not. We all want a stellar...
View Article