No More Cold Calling

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3 Sales Tips from an Engineer Turned Saleswoman

No More Cold Calling

What do women in sales and engineers have in common? An engineer who sells? She is off-the-charts bright, with degrees in both statistics and physics, so engineering was a natural career choice. She is off-the-charts bright, with degrees in both statistics and physics, so engineering was a natural career choice.

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4 Reasons Women in Sales Rock at Account Based Selling

No More Cold Calling

You may have already heard about the Google software engineer who wrote a 10-page memo explaining why women are incapable of doing a man’s job in Silicon Valley—namely that we’re neurotic and lack professional drive. Women know how to build relationships that matter. Women in sales also know a thing or two about unconscious biases.

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Are You Telling the Truth About Asking for Referrals? [Q3 Referral Selling Roundup]

No More Cold Calling

I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. When seasoned salespeople started admitting they also felt uncomfortable asking for referrals, I was shocked.

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Referral Selling Insights: Q1 Roundup

No More Cold Calling

I spent International Women’s Day (IWD) reflecting on women pioneers—trailblazers who paved the way for women in sales, entrepreneurship, engineering, law, and other male-dominated professions. Celebrating 7 Trailblazers on International Women’s Day.

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[Message to Management]: 74 Percent of Salespeople Are Failing

No More Cold Calling

Engineers study engineering. “How many professions are there where there’s almost no formal education at all?” Dennis Connelly, vice president of business development at Kurlan & Associates] says. Marketing people get marketing degrees. CFOs study accounting.” But with sales, “people think you can just wing it,” Connelly says.

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Want to Choose Your Clients? Get Referrals

No More Cold Calling

A PITA Horror Story A colleague recently told me about her husband, Luke, who used to be an engineer for an IT-services firm that supports hundreds of small businesses. They got their commission checks and the terrible clients became an engineer’s problem. And that impacts other, good customers.”

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Don’t Get Distracted by the Latest Sales Prospecting Techniques

No More Cold Calling

There’s technology to generate leads online, artificial intelligence, predictive analytics, social media and document automation, and search engine optimization. Sales productivity tools are everywhere, but do they really enhance productivity?