At Salesloft’s Rainmaker conference this year I delivered a workshop, a keynote, and I participated in a panel. In each of these presentations, my focus was on providing as much value as possible to the audience. The feedback was all positive, but something about the feedback this time stood out which has me concerned. The […]
Month: March 2019
IF You’re Going to Make Cold Calls, This is How to Do It
“Cold calling” is getting harder and harder to justify these days. Less people are picking up the phone, some executives don’t even have office lines anymore, the layers of gatekeepers are getting thicker and harder to navigate. It’s brutal out there. With all this, I still think cold calling has its place and can be […]
The Biggest Sin In Sales
Do you know the biggest sin in sales? It’s not to lose a deal. It’s to take too long to lose a deal. You know the ones: they sit in our pipeline or forecast as the 20 percenters and get pushed out month over month over month because we’re “saying there’s a chance.” We, like […]
Trends We’re Seeing on LinkedIn
I’ve written before about making the mental shift on social socializing. It seems like every conference we attend, from Rainmaker to Hypergrowth to Dreamforce, more and more people are coming up to Morgan and I with questions about personal brand building. Here are some of the best practices we’ve found when it comes to building, […]
