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How to Become a Brilliant Networker
I truly believe that every individual in the whole world is potentially only five or six contact steps away. This ‘five or six degrees of separation’ shows that even an entire population of over...
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Do You Take an Interest in Anybody and Everybody?
I read this quote last week: “Show me a successful sales professional and I’ll show you a successful networker“ and I actually agree wit that. Networking has never been easier, but far too few...
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So You Want to Become a Better Networker?
Don’t we all? It is obvious that with the arrival of social networking “venues” we have all – well most of us – become fixed on reaching out to people who would have previously been inaccessible to...
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Secrets of an “Effective SOCIAL Networker”
Have you noticed that some people network effortlessly? Others become “great friends” after merely exchanging a couple of emails or tweets – it seems that technology has offered us the opportunity...
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Self-Disclosure and Networking
I was chatting to a good pal towards the end of last year and we were discussing the characteristics of effective networkers – and let’s face it, we all need to be effective with our networking...
View Article3 Ways To Reach New Prospects Using Your LinkedIn Connections
Did you know that overall, you’re 5X more likely to get a sales call returned if you have a personal connection with someone? To me, that’s an amazing statistic. In a world where people are swamped at...
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The Incredible Power of Connection Using Three Lists to Grow Business
If I could give you a sales team of enthusiastic champions to build your visibility and ultimately your revenues without writing a check, would that be helpful? That is exactly what happens through the...
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Jan 2: Is Your Sales Game Ready?
It’s a new year! Congratulations on the opportunity to make it happen for your customers. Don’t waste it getting ready. Don’t waste it laying out strategies and goals for the year. Don’t waste it...
View ArticleTo Connect: I Connect, You Connect, We Connect, They Connect
Without fanfare, an important word has worked its way into the sales conversation. It’s an easily overlooked word, so you may not have noticed how prolific it has become in book titles and subtitles,...
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Why You Must Have More Than One Contact at an Account
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View ArticleAre You Ready to Seize the Moment?
At a recent sales training workshop I watched two participants interact. One of them sold promotional products (we’ll call him Jack) and the other taught yoga and lifestyle wellness (We’ll refer to her...
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What You Must Know About Being a Trusted Advisor
I was reading an article the other day that talked about young people buying luxury cars. What jumped out to me was a dealership chairman acknowledging how the sales process is constantly changing....
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Dreamforce in 5 Easy Steps: Your Dreamforce Survival Kit!
I left for Dreamforce this morning and it’s time for me to share with you my “Dreamforce Survival Kit.” This event is so big! 130,000 people encompassing virtually every hotel in San Francisco area....
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Dreamforce Day 1: The Melding of Old School and New School
Monday morning and Dreamforce ’14 is off and running. Yesterday, Sunday, was a day for sound checks and walk throughs. As I was doing my walk through for the program I’m doing Monday afternoon with...
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Dreamforce Day 2: The Power of the Virtual Network and Your Web Personality
Monday I shared the stage with Jill Rowley #SocialSelling at the Sales Summit event for Dreamforce. It was our honor to close the session. Best of all the crowd was great! Jill and I met for the...
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