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Don’t you love it when a prospect throws out the same old lame stall, “Can you just send me some information?” For years, we’ve been taught to respond with our own canned reply, “What kind of information would you like me to send you?” …ultimately knowing that we really don’t send any information at all.

You can use this stall tactic to your advantage... Read More

Shane Gibson and Steven Jagger have written a brand new book about social media that will be helpful to business-to-consumer companies and individual salespeople. This podcast episode is Skip Anderson's interview with Shane Gibson, a social media thought leader. Read More

If social media touches all, you have to make sure you touch inside your company too. Marketing needs to share and partner with front line sales to fully leverage their initiatives, then give back to sales in the form of better leads and other benefits. Read More

Why do I suck at plumbing? Because I don't love it! Read this post to see how that simple principle matters to your success. Read More

Many in sales use pipeline and forecast interchangeably. The reality is that not only are the two very different, but the way some pipelines are managed lead to continuously erroneous forecasts. Read More

Kaleidico has always been one of the leading innovators in lead management and its critical role in converting Internet leads.

Kaleidico's Sales Manager is Innovation

Our Sales Manager lead management software has led the way many times in the Internet lead generation space: Read More

The Internet is a great tool for increasing the breadth of the information we acquire. But it is doing so to the detriment of the depth of knowledge. The impact are even worse for our time, our focus, and our attention. As this societal change continues, those who are able to discipline themselves to give their ideas, the projects, and their tasks their full focus and attention will have a strong Read More

If you look at the Lijit search widget on the right side of my blog you’ll see that the most popular topic readers search for is… Cold Calling Scripts. I find it interesting because using scripts is one of those “BIG Debate” topics that sales people and their manager often argue about.

In my very first management role I wanted everyone to, “say it just like I say it …word-for-word and you’ll Read More

It's Girl Scout Cookie time, so I took my daughter out for her first door-to-door selling experience on Saturday, spending three-and-a-half wonderful hours with her. Here's what I learned about selling on that cold January day. Read More

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