Why Your Sales Reps Can’t Automate Referral Leads 

Why Your Sales Reps Can’t Automate Referral Leads 

Everyone loves a good shortcut. We live in microwave time—tapping our fingers because 15 or 30 seconds is just too slow. While there’s much to be said for efficiency, there are no shortcuts when it comes to relationships with customers. And without strong...
Is it Time to “Argo” Your Sales Team?

Is it Time to “Argo” Your Sales Team?

“Argo” is the 2012 movie about a high-stakes rescue of six U.S. diplomats from Tehran during the Iran hostage crisis. Ben Affleck stars as CIA operative Tony Mendez, who is charged with getting these diplomats out of the country safely. They do so by pretending to be...
Why Social Selling Isn’t a 24/7 Job

Why Social Selling Isn’t a 24/7 Job

I got blasted on social media. No, it wasn’t someone inviting me to connect and then blasting me with a sales pitch (my usual complaint about bad social media behavior). It was someone critiquing me because I write about social sellingand the importance of sales...
6 Principles to Becoming a Thought Leader

6 Principles to Becoming a Thought Leader

In a distracted and busy world, how do some thought leaders break through the noise to influence the behavior, beliefs, and buying decisions of their communities? Do they start out seeking to be a thought leader or does it happen by accident? And what does a thought...