It's Masters week, the week that most of us golf geeks look forward to all year. What's really cool about the TV telecast is the number of...
74 How Questions You Can Use
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How to Blow Away that Objection You Always Get
While listening to a rep's calls in preparation for a client training program I heard him say, "...and right now you might be thinking that since...
How to Add Value and Not Just Check In or Introduce Yourself
In my previous post I discussed calls that don't add value, and even can be looked at as nuisance or time-wasting calls. The ones that start out...
Just Introducing Yourself is NOT Adding Value
Have you ever attended a business networking mixer? You know, the happy hour events where people walk around introducing themselves, hoping to make...
Just Place the Call!
This really sums up what you need to do to be more effective in sales, negotiation, relationships... just about any human interaction for that...
Using LinkedIn to Actually Get Through, and Sell
Last month, some of the brightest minds in sales and marketing shared their secrets in a rapid-fire series of online TED-like presentations at the...
Who Should You Invite to Connect on LinkedIn?
Guest Post By Crystal Thies, The LinkedIn Ninja After you’ve finished building out your LinkedIn profile, then next step is to grow your 1st degree...
A Bad Time to Place a Sales Call
If you want some interesting info about the best times to call someone, here's some great research. However, today, I'll share a brief suggestion...
Your Prospect Doesn’t Work There Anymore. Now What?
So you’ve been beaten up pretty badly for the day. Your prospecting yielded zilch, and you’re gazing up at a quota number that seemingly appears...