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Social Selling – The New Cat Call

I have never been the object of a Cat Call. No doubt this is because I am a male and far from Cat Call caliber even if women were prone to such things. I once worked as a server in an ‘alternative’ bar and received some degree of attention from the male patrons but I digress…. The Cat Call – …

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I Deactivated My Facebook Account

I’m tired of wasting my time and energy interacting with a world that doesn’t exist. For some reason this never seemed strange to me before. On the contrary, I believed Facebook allowed me to connect with more people more often. You know what I mean right? Facebook let me see what all my friends were up to. Facebook let me …

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The Most Useless Sales Technique

My inbox and LinkedIn are inundated by messages asking the same question. “Are you looking for…” These four words ensure I will read no further. These words guarantee an immediate delete. Please stop using this approach. If this is your best opening line, I’d suggest another profession. Thank You. – The Management

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Stop Making Cold Calls

Earlier this month I hosted a panel discussion at a the Sales Velocity Conference here in Denver. This conference was hosted by ConnectAndSell who are based here in Denver and have carved out a niche with their technology that offloads the tedious work of outbound dialing and navigating phone trees to deliver conversations for demand generation teams. While I have …

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Founders Guide to Hiring Your 1st Salesperson

Companies often hope to move from the founders-led selling to hiring a star who can take over immediately. Unfortunately, this ‘big bang’ approach to hiring your first salesperson doesn’t work well. Rather than handing over selling to someone else all at once, think about getting the founder out of sales as a progressive path. Selling is a continuum of many processes rather …

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Sales Writing – Unlock the Power of Email

Email is Medium not a Means Any discussion of written communication in the sales process must focus on email. It is important to remember that Email is not a means of communication. Rather it is a medium… a means of delivery. If you find this distinction confusing, consider that email as a medium can contain several means of communication including …

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8 Ways Salespeople Can Write Better

I am often asked by salespeople how they can improve their written communication skills. Here are my eight go-to answers. FYI: You can download all the sales email templates I use HERE 1) Take a Creative Writing Class – Every skill improves with practice and there is no better way to practice your writing than a creative writing class or …

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Salespeople Should Write Better

Selling has always required strong communication skills. Meetings, sales calls, and presentations all test a sales reps ability to use their spoken words skillfully. In modern selling however, the written word represents the majority of communication throughout the sales process. Emails exchanged during the typical sales cycle dwarf verbal interaction on a volume basis. The trend towards social selling will …

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Have Sales Leaders Given Up on Cold Calling?

When I ask sales leaders if their people make Cold Calls, I feel like an evangelist for a lost cause. Often, the person sitting across from me looks as if they just bit into a lemon. “Oh… we don’t do that…”. My curiosity gets the best of me. “Really?” I ask. “You don’t call people who might need your product/service …