As we are wishing for the cool weather of Pumpkin Spice Season (formerly called “fall” and “fourth quarter”), many of you are pushing hard to close out the year’s sales and have one eye on planning for next year too. For Sales Directors and Business Owners, this is that time when you start thinking of...Read More

Many sales people and business owners tell me “networking” is how they fill their pipeline with leads and opportunities. And rarely, do I ever believe them. I do believe networking can lead to opportunities, but more often than not, “networking” simply fills up their calendar and gives them the feeling that they’re accomplishing something. They...Read More

Recently, I handed over my email address to a sales technology company and much to my annoyance, my phone number, name of my company, title, and headcount – to download an e-book of “sumthin’ or other” (it was so memorable, I couldn’t tell you the details of what or why I opted in). The promise...Read More