I recently1 attended Dreamforce in San Francisco with Tiffani Bova, Brent Adamson, Jill Konrath, Mark Hunter and other legends of sales enablement.
While there, I was interviewed by Kevin Micalizzi for the Quotable podcast and here is an...
Marylou Tyler co-authored Predictable Revenue with Aaron Ross and after discovering her most recent co-authored book, Predictable Prospecting, we caught-up for a podcast interview. Marylou is, without doubt, one of the best people on the...
Chris Beall from ConnectAndSell read an early draft my upcoming book, COMBO Prospecting, and he provided some highly valuable feedback. In my book I state that all new business development salespeople should be driving phone-centered outreach to...
Why does social selling go thud? Because it's mostly a passive and weak "reactive" activity save for the very few who use it properly like Jack Kosakowski. It's kind of like online dating versus going and meeting real soulmates out at a park,...
But there is a more effective and impactful way to listen – you can "listen to connect". It's one of the essential practices of the neuro-scientific framework of Conversational Intelligence® and it has a tremendous impact on...
The world is changing faster than ever but leadership remains the X-factor of sustained prosperity. The best leaders are visionary, competent and values-driven. They place people before profit and integrity before friendship. They are always...
While I greatly respect Daniel Disney, his recent article is dangerous: flat out flabbergasted! https://thedailysales.net/millennials-will-end-cold-calling-by-2025/
The phone has never been more important and only grows more so every...
Ask any engineer and they'll swear to you that all social networks follow dating site mechanics.
It's only natural - after all, there's a fabled "hot girl / hot guy" algorithm that is an urban legend at this point for "people also viewed" in...
I recently caught-up with Bernadette McClelland, CEO of 3 Red Folders, and I asked her what she thought were the key attributes of high performing salespeople. Bernadette is someone I respect and here is an edited transcript of her...
Failure to consistently prospect is the #1 problem facing salespeople. - Jeb Blount
The phone is pure gold my friends. Fewer sellers than ever are actually making the dials and when they get assigned 50 outbound a day, they do about 7 or 8. The...
