Etiquette Is A Simple Balance Of ‘Give’ And ‘Take’…"First Converse, Then Commerce"

When was the last time you attended a networking event and you were approached by someone who was more interested in pitching his services and closing a piece of business with little regard of who you were or what you did?   Most likely the last networking event you attended. Dictionary defines etiquette as conduct or procedure [...]

Prospecting Is Like Eating Brussels Sprouts

As a kid I remember racing to the dinner table one evening hungry enough to eat a horse but my ravenous appetite quickly went south when I caught a whiff of what I considered to be the nastiest vegetable known to man…Brussels sprouts. My head twitched, my nose wrinkled, and my lips curled as my mother rolled [...]

Social Media As A Sales Tool

Many companies are starting to experiment with social media and how it can be integrated into their overall marketing strategy to support company goals and objectives. In addition to creating and promoting a corporate presence on various social media Web sites, it also makes sense for sales professionals to become familiar with social media, and [...]

Selling And Holiday Networking

The last two weeks of the year are without a doubt the best to reach out to people on the phone who you normally would not have a chance to reach. Use the time to call your clients and others who are several levels above those to whom you normally sell. The objective is to [...]