Expert insights. Personalized for you.
Do you really need to sleep with your phone? Call or text me anytime. You won’t disturb me. My phone and smartwatch are turned off when I’m sleeping. They’re nowhere near me. They’re in the kitchen charging. There’s nothing so urgent in my business that my sleep needs to be disturbed. MORE
There’s always a silver lining to getting sacked. I didn’t plan to start my referral business so soon. But then I was fired. Just like that, my manager gave me the news. I had a sense something might be going on, since I’d recently lost a big deal to a competitor. But I didn’t expect to be fired. MORE
Connections and relationships are what count. Should I accept every LinkedIn invitation? I’m frequently asked that question. It’s a personal choice. Some people do. Some people only connect with people they know in real life. MORE
Hiding behind technology doesn’t drive sales—THIS WILL. Next week is National Small Business Week in the United States. For more than 50 years, the U.S. president has issued a proclamation that dedicates the first full week in May to celebrating America’s entrepreneurs and small business owners. MORE
I’m pointing fingers at technology … really. We all view business trust differently, but everyone knows that trust trumps price and that trustworthiness is a valuable trait for a salesperson. Yet, only 18 percent of salespeople are classified by buyers as trusted advisors whom they respect. MORE
Has management ever told you to take a break? Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy … really happy. MORE
Even the CIA didn’t believe the truth when it was right in front of them. How could the CIA miss signals and overlook deception from a long-time work colleague—someone they believed had integrity? A person they knew to be upright, truthful, and who “played by the rules?” MORE
Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. That might be true, but it’s far easier said than done. MORE
No one really listens to sales pitching anyway. Are you focused on business storytelling? Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? Newsflash: Nobody wants to hear that. What do you remember about a speaker, a movie, a novel? MORE
Use Black Friday code 50OFFJB. My colleagues at Vengreso created an amazing online course on Selling with LinkedIn for Individuals. I’ve taken it. Well, most of it.) It’s dynamic and highly detailed, and I’ve learned a ton. (A A caveat: We differ about asking for referrals. MORE
Are you creating an experience that drives revenue and referrals? How much did you say that cost?” I asked the barista. I knew I heard him correctly, but I still couldn’t believe it was $5.50 for a cup of coffee—not a mocha, not a latte, not a cappuccino, just coffee. MORE
Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Don’t get distracted; don’t get embarrassed. Relationships and referrals are what business is all about! MORE
Did you know we have three different types of intuition? Darn, I wish I’d trusted my gut.” I won’t even try to count the times I’ve said that. Eventually, most of us learn that trusting our gut makes sense—which is a non sequitur, because making sense is not intuitive. MORE
Here’s why women are good for the bottom line. When I published “ The Glass Ceiling Hasn’t Shattered Just Yet ” in February 2015, the post sparked more than 80 comments. Many said the same bias exists for immigrants, even those who are extremely qualified and speak English fluently. MORE
Are you “all in” or just dabbling? Most people (especially sales leaders) share the same frustrations: How do I fit everything in? How do I catch up? How do I innovate? How do I balance work and family? There aren’t enough hours in the day. MORE
Do you really need more people in your business network? Well, yes and no. I’m sure you have people in your business network you never talk to. And while I want to remain connected with them, how I stay in touch depends on the value we provide each other. MORE
What jaw-dropping moments have you had this year? Our blackout lasted for three (obviously stressful) days. We left the dark house each morning and returned late at night to sleep. When I pulled into our driveway one night, I got out of the car and looked up at the sky. I was in awe. MORE
Watch out for the gap in your referral business! It’s an epidemic. Every sales exec says they need more leads in the pipe. That’s a prospecting problem that hasn’t changed in. decades and won’t anytime soon. What these sales execs don’t say is they need more qualified leads. MORE
This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. MORE
Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. Yet, many saleswomen outperform their male colleagues, and many men have admitted that to me when the other guys were out of earshot. MORE
Here’s how to generate leads and get call-backs. Has selling really changed in the last decade? Well, sure. MORE
If you’re in data overload, you may not need to be. You’ve heard the phrase: “How do you eat an elephant? One bite at a time.” I know it’s a disgusting mental image, but there’s wisdom in this metaphor. MORE
Have you forgotten that selling is social? Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around. Vintage telephone on old table sepia photo. MORE
What do you remember from your last training? The way we’ve been learning is all wrong. Remember cramming for tests? I do, and while I usually did well on my exams, I didn’t retain much of anything. MORE
Poor leadership will cost you $3.5 million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. MORE
Asking for referrals feels riskier than cold calling. “I’m I’m not sure of the reason, but I have never been comfortable asking for referrals.” MORE
Don’t believe everything you hear about selling in a digital world. You’ve probably heard the often-quoted statistic that says 57 percent of the buying process is complete before a customer talks to a salesperson. Rubbish. Believe that, and you’ll look like everyone else to your buyers. MORE
Referral makers don’t want your money. They want to know you’re trustworthy. You’re going to pay me how much for referral business? No thanks! When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. MORE
Stop confusing your buyers. I was so frustrated. I was trying to contact a prospect and couldn’t find the company phone number on their website. Maybe it’s old-fashioned, but the phone works. MORE
Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Yep, most of us are lazy and lack discipline. I’m including myself here. It’s a lonely world for account executives. MORE
With 2019 coming to a close, it was time for a new look. I cut my hair and added teal highlights. Why is this a big deal? Because I’ve never colored my hair in my entire life. (I I love it!) It was time for some business changes as well. MORE
No More Cold Calling
NOVEMBER 14, 2019
Stop confusing your buyers. I was so frustrated. I was trying to contact a prospect and couldn’t find the company phone number on their website. Maybe it’s old-fashioned, but the phone works.
No More Cold Calling
JANUARY 16, 2020
Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Yep, most of us are lazy and lack discipline. I’m including myself here. It’s a lonely world for account executives.
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No More Cold Calling
JANUARY 9, 2020
Poor leadership will cost you $3.5 million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”.
No More Cold Calling
MAY 17, 2019
Asking for referrals feels riskier than cold calling. “I’m I’m not sure of the reason, but I have never been comfortable asking for referrals.”
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This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.
No More Cold Calling
JUNE 13, 2019
Do you really need to sleep with your phone? Call or text me anytime. You won’t disturb me. My phone and smartwatch are turned off when I’m sleeping. They’re nowhere near me. They’re in the kitchen charging. There’s nothing so urgent in my business that my sleep needs to be disturbed.
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No More Cold Calling
APRIL 25, 2019
Did you know we have three different types of intuition? Darn, I wish I’d trusted my gut.” I won’t even try to count the times I’ve said that. Eventually, most of us learn that trusting our gut makes sense—which is a non sequitur, because making sense is not intuitive.
No More Cold Calling
AUGUST 14, 2019
There’s always a silver lining to getting sacked. I didn’t plan to start my referral business so soon. But then I was fired. Just like that, my manager gave me the news. I had a sense something might be going on, since I’d recently lost a big deal to a competitor. But I didn’t expect to be fired.
No More Cold Calling
AUGUST 1, 2019
Referral makers don’t want your money. They want to know you’re trustworthy. You’re going to pay me how much for referral business? No thanks! When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would.
No More Cold Calling
JUNE 23, 2019
This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years.
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A step-by-step guide for building a comprehensive training playbook for your sales team.
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No More Cold Calling
APRIL 11, 2019
Has management ever told you to take a break? Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy … really happy.
No More Cold Calling
APRIL 18, 2019
Are you creating an experience that drives revenue and referrals? How much did you say that cost?” I asked the barista. I knew I heard him correctly, but I still couldn’t believe it was $5.50 for a cup of coffee—not a mocha, not a latte, not a cappuccino, just coffee.
No More Cold Calling
NOVEMBER 28, 2019
What jaw-dropping moments have you had this year? Our blackout lasted for three (obviously stressful) days. We left the dark house each morning and returned late at night to sleep. When I pulled into our driveway one night, I got out of the car and looked up at the sky. I was in awe.
No More Cold Calling
NOVEMBER 30, 2019
Even the CIA didn’t believe the truth when it was right in front of them. How could the CIA miss signals and overlook deception from a long-time work colleague—someone they believed had integrity? A person they knew to be upright, truthful, and who “played by the rules?”
Speaker: Pam Didner, Marketing Consultant, Author and Speaker
Pam Didner, B2B tech marketing consultant, speaker, and author of Effective Sales Enablement and Global Content Marketing, will present the essential marketing trends you need to know in 2020. She'll discuss digital challenges that marketers commonly face and share actionable solutions and templates you can apply to your job in real-time.
No More Cold Calling
DECEMBER 29, 2019
With 2019 coming to a close, it was time for a new look. I cut my hair and added teal highlights. Why is this a big deal? Because I’ve never colored my hair in my entire life. (I I love it!) It was time for some business changes as well.
No More Cold Calling
JUNE 27, 2019
Connections and relationships are what count. Should I accept every LinkedIn invitation? I’m frequently asked that question. It’s a personal choice. Some people do. Some people only connect with people they know in real life.
No More Cold Calling
MARCH 14, 2019
Here’s why women are good for the bottom line. When I published “ The Glass Ceiling Hasn’t Shattered Just Yet ” in February 2015, the post sparked more than 80 comments. Many said the same bias exists for immigrants, even those who are extremely qualified and speak English fluently.
No More Cold Calling
DECEMBER 26, 2019
I’m pointing fingers at technology … really. We all view business trust differently, but everyone knows that trust trumps price and that trustworthiness is a valuable trait for a salesperson. Yet, only 18 percent of salespeople are classified by buyers as trusted advisors whom they respect.
Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners
Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!
No More Cold Calling
MAY 2, 2019
Hiding behind technology doesn’t drive sales—THIS WILL. Next week is National Small Business Week in the United States. For more than 50 years, the U.S. president has issued a proclamation that dedicates the first full week in May to celebrating America’s entrepreneurs and small business owners.
No More Cold Calling
MARCH 29, 2019
Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. Yet, many saleswomen outperform their male colleagues, and many men have admitted that to me when the other guys were out of earshot.
No More Cold Calling
JUNE 9, 2019
Have you forgotten that selling is social? Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around. Vintage telephone on old table sepia photo.
No More Cold Calling
FEBRUARY 21, 2019
What do you remember from your last training? The way we’ve been learning is all wrong. Remember cramming for tests? I do, and while I usually did well on my exams, I didn’t retain much of anything.
Speaker: Bryan Marriott, President, P1 Learning
eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.
No More Cold Calling
FEBRUARY 14, 2019
Here’s how to generate leads and get call-backs. Has selling really changed in the last decade? Well, sure.
No More Cold Calling
JANUARY 17, 2019
Don’t believe everything you hear about selling in a digital world. You’ve probably heard the often-quoted statistic that says 57 percent of the buying process is complete before a customer talks to a salesperson. Rubbish. Believe that, and you’ll look like everyone else to your buyers.
No More Cold Calling
JULY 11, 2019
Are you “all in” or just dabbling? Most people (especially sales leaders) share the same frustrations: How do I fit everything in? How do I catch up? How do I innovate? How do I balance work and family? There aren’t enough hours in the day.
No More Cold Calling
OCTOBER 10, 2019
If you’re in data overload, you may not need to be. You’ve heard the phrase: “How do you eat an elephant? One bite at a time.” I know it’s a disgusting mental image, but there’s wisdom in this metaphor.
Advertiser: Interactions LLC
The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.
No More Cold Calling
APRIL 4, 2019
Watch out for the gap in your referral business! It’s an epidemic. Every sales exec says they need more leads in the pipe. That’s a prospecting problem that hasn’t changed in. decades and won’t anytime soon. What these sales execs don’t say is they need more qualified leads.
No More Cold Calling
JANUARY 10, 2019
Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. That might be true, but it’s far easier said than done.
No More Cold Calling
JULY 25, 2019
Do you really need more people in your business network? Well, yes and no. I’m sure you have people in your business network you never talk to. And while I want to remain connected with them, how I stay in touch depends on the value we provide each other.
No More Cold Calling
DECEMBER 19, 2019
No one really listens to sales pitching anyway. Are you focused on business storytelling? Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? Newsflash: Nobody wants to hear that. What do you remember about a speaker, a movie, a novel?
Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA
Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!
No More Cold Calling
DECEMBER 7, 2018
Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Don’t get distracted; don’t get embarrassed. Relationships and referrals are what business is all about!
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