Is it possible to be too nice? It may seem like an odd question, since as far back as we can remember, our parents, teachers and other authority figures (not to mention Sesame Street) drilled into us the importance of …
Seven Ways to Increase Your Visibility and Credibility
With all the attention on social media over the past couple of years, it’s easy to forget that face-to-face networking is still extremely valuable. However, it isn’t enough just to meet people at networking mixers once in …
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Five Tips for Getting Your Voice-Mails Returned
It’s ironic. People have more phone numbers than ever before, yet it’s harder to actually reach people than ever before. Which means whether you’re using the phone to follow up with leads, prospect for new customers or …
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What Business Are You Really In?
Do you know what business you’re in? I don’t mean what industry or field or segment. I mean, what business you’re really in? And don’t say “the solutions business.” That’s a cliché. It’s also inaccurate. Many of the …
You Are Not Your Prospect
A common mistake salespeople, business owners and professionals make is believing our prospects are just like us. Nothing could be further from the truth. In fact, odds are good you have little or nothing in common with …
Four Sales Lessons from Schoolhouse Rock
Last week was the 37th anniversary of Schoolhouse Rock. The short educational cartoons debuted on January 6, 1973. I mentioned this fact on my Facebook page and the response was tremendous, with people recounting their …
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