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Are You Really Prospecting?

  • Prospecting is difficult. It isn’t easy to open the new relationships that create new opportunities. A lot of things that are supposed to be prospecting don’t do enough to open the new relationships or the opportunities. If something is…
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Killing the Cold Email

The email in my LinkedIn inbox is titled: Re: Killing the Cold Call. The opening line reads, “I hate cold calling as much as you do.”

Know this: There is no difference between a cold call and a cold email. You still don’t know the person you…

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9 Reasons to Pick Up the Phone

There is too much anti-phone sentiment in the world of social media. Social selling is good. But the telephone is better. Here are nine reasons you need to pick up the telephone today.

Your emails have gone unanswered. They have gone unanswered,…

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On Picks and Shovels

My friend Thad sent me a graphic he found on the web. The graphic shows what it describes as the old model of sales and the new model. The old model sales model includes three items: cold calling, qualifying leads, and sales demos. The new model…

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