Trust Trumps Technology

A sales executive at a leading marketing automation company surprised the heck out of me when I asked him about the advantages of technology for salespeople. After all, his company is a leading provider of technology to automate leads. But he spent more than 30...

Are a Few Bad Clients Dragging You Down?

We’ve all worked with bad clients. They nickel-and-dime you, and then expect you to deliver additional services quickly and at no charge. They challenge your expertise and question you on every move. They drain your company’s resources and energy until your team...

What Women in Sales Have That Men Don’t

Men still outnumber women in sales, but that’s changing quickly. Succeeding in sales is about building and nurturing relationships, and women are natural networkers and conversationalists. Sometimes we hesitate to ask for help, but we also recognize the importance of...

Relationships: Your Best Competitive Weapon

Thanks to technology and globalization, competition is stiffer than ever in today’s crowded marketplace. So how do you ensure that buyers choose you? It’s not technology. Your competitors have access to the same data, social-selling tools, and marketing applications...

It’s Still “Who You Know” That Matters

An executive at a leading marketing automation company shocked me when I interviewed him for my latest book, Pick Up the Damn Phone! I expected him to extol the virtues of digital marketing. Instead he talked about the power of relationships for sales. “It’s not what...