We’re not obsolete … yet. There’s a saying in B2B sales that people buy with emotion and justify with fact. It’s more than a … [Read more...] about Why Sales AI Won’t Replace Reps Anytime Soon
Business Development
You Don’t Know Isaac, but I Won’t Forget Him
We need to speak up when people do the right thing. Whether you’re watching the news or perusing social media, you’ll see plenty of … [Read more...] about You Don’t Know Isaac, but I Won’t Forget Him
Put Your Damn Phone Away
No toys at the table! Answer this question: What’s more important than the person sitting in front of you, walking beside you, sharing a meal … [Read more...] about Put Your Damn Phone Away
How to Ask for a Referral Without Getting Embarrassed
Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. … [Read more...] about How to Ask for a Referral Without Getting Embarrassed
How to Actually Scale Your Referral Business
If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, … [Read more...] about How to Actually Scale Your Referral Business
Do Words Make a Difference for Women in Sales?
Watch what you say, and do what you say. “I want you to know it hasn’t gone unnoticed that there are no women on our sales … [Read more...] about Do Words Make a Difference for Women in Sales?