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According to a study released by Aberdeen Group, 72.6% of salespeople using social selling as part of their sales process outperformed their sales peers and exceeded their quota 23% more often. Some see this as an opportunity to debate the usefulness/uselessness of the cold call, I see it as an opportunity to simply give the … continue reading »

It’s way too easy to justify slacking during a holiday week! By now, you should know, that while I’m an advocate of slowing down and recharging, It concerns me that people will milk the hell out of holidays and summer and turn them into “extended mental checkouts”. I can’t speak for you, but my business can’t … continue reading »

The challenge with utilizing the phone, to generate sales, is that way too many reps, put pretty much ALL of their efforts into the phone with very little activity on other forms of outreach (with the exception of email). You might be thinking “That’s because the phone works” and you’d be partially right! You’d be partially … continue reading »

Whatever you say and do consistently, helps your potential client draw a mighty quick conclusion about YOU! In other words . . . Repetition is the mother of brand! A few years back, a sales rep was going out of his way to try and sell me a $25,000, unlimited, annual assessment package. At the … continue reading »

  It’s no surprise that the next week, here in the states, is going to be really unproductive for many a sales rep. That’s why I created this short list of things  to do to help you keep the momentum going while your competitors slack! 1) Make a list of people you plan on calling … continue reading »

If there’s one thing that really gets my panties in a bunch, it’s the ridiculous amount of time people will milk out of a holiday. I see it during Christmastime (and I wrote about it quite a bit on this blog) For many this represents a 3-4 week abuse of what really should be more … continue reading »

Everyone has their preferred venue of communication and yet, many of you, continue to cling to the phone and email without embracing additional forms of outreach. Some of you continue to cling to the phone and email because it’s what YOU prefer. Your prospect doesn’t care what YOU prefer! Some of you continue to cling … continue reading »

  There are now approximately 2.8 billion social networking accounts worldwide and that number will grow to over 4.3 billion within the next few years. There are over 250 million blogs worldwide as of 2014 and . . . There are over 100 hours of video being uploaded to YouTube every SECOND! Talk about useless … continue reading »

In this week’s free audio sales lesson we talk about why you need include social with your other selling activities. Notice how I didn’t say “Use social to replace your other selling activities”? That’s because there’s plenty of room for you to have mucho tools in that selling toolbox of yours! Many of you are … continue reading »