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The best tool for sales: Blogs vs. social networks sites vs. LinkedIn

One of the questions Scott Allen and I are frequently asked, and that comes up as a recurring topic of debate, is, "Which online tool is best for me to meet and sell to the right people?" In our latest Fast Company column, Of Hammers, Wrenches, and Screwdrivers, we take a side-by-side look at online [...continue reading]

Remember Every Name Every Time

(From "Remember Every Name Every Time" by Benjamin Levy.) In the book, Levy describes two methods for remembering names. First, the verbally-oriented, "basic" technique:   FACE. FOCUS on the name. ASK again. COMMENT to them and yourself about the name. EMPLOY the name in [...continue reading]

The Great Sales and Marketing Debate: The Cagey Sales Veterans Debate the Young Up-and-Comers

I recently was fortunate to participate in a panel discussion on "The Great Sales and Marketing Debate: The Cagey Sales Veterans Debate the Young Up-and-Comers", sponsored by the New York Software Industry Association, March 13, 2006, held at JP Morgan Chase. Allen Reynolds and Jesse [...continue reading]

Converting Gatekeepers into Greeters

(reprinted by permission) Converting Gatekeepers into Greeters By Debra Feldman, the JobWhiz Correct technique and good manners turn interactions with corporate gatekeepers from frustrating to fruitful. Gatekeepers are not meanies; they are their boss's designated agents charged with limiting [...continue reading]

Using Online Communities Effectively

Steve Pavlina, who blogs on "personal development for smart people" (sounds like a tag line I could use) writes on Using Online Communities Effectively. This article reads like a micro-summary of "The Virtual Handshake". For anyone who is an active user of online communities, it's worth reviewing [...continue reading]

FastCompany book excerpt: 10 Steps to Leverage Online Networks

FastCompany has just published an excerpt of our book on the ten basic steps necessary to take full advantage of online networks. The excerpt is called Leveraging Your Links. Years ago, when I interned for Procter & Gamble, we were told to never write a memo longer than one page. This excerpt [...continue reading]

South Asian, Chinese, Hispanic, French, and Russian Networks

In connection with research I did for my new book, The Virtual Handshake: Opening Doors and Closing Deals Online, I worked with a variety of coauthors to write survey pieces on the ways that different special-interest communities build business relationships.  I have posted these articles on [...continue reading]

Review of new software tools for managing your contact database

I recently had the chance to play with the latest versions of several software packages which I use heavily: Act! by Best Software; eGrabber by eGrabber Inc.; and Cardscan from Cardscan, Inc. Disclosure: these companies were kind enough to send me sample copies of their latest models. ACT! 2005 for [...continue reading]

Summary of "Never Eat Alone" book

Wharton student David Moradi has written up a summary of Keith Ferrazzi's book, Never Eat Alone: and other secrets to success, one relationship at a time. You can download his notes here: Reader's notes from NeverEatAlone. [...continue reading]

What Can We Learn from Network Marketing?

From my latest FastCompany.com column with Scott Allen,What Can We Learn from Network Marketing?:Network marketing, or multi-level marketing, is one of the fastest-growing business models of the past few decades. Between 1993 and 2003, total direct selling revenues grew by 7.1% annually, [...continue reading]

The Keys to Building Trust

The Keys to Building TrustTrust can be hard to gain and easy to lose. In all matters of trust, actions always speak louder than words, says Stever Robbins.http://hbswk.hbs.edu/item.jhtml?id=4553&t=srobbins [...continue reading]

The Next Generation of Contact Management Software

For my new Fast Company column, my coauthor Scott Allen and I had a chance to have a conversation with Greg Head, ACT!'s former General Manager, about the need for increased privacy, interoperability, and personal responsibility as contact management and social networking software [...continue reading]

What Lovers Tell Us About Persuasion

HBS Working Knowledge: Leadership: What Lovers Tell Us About Persuasion [...continue reading]

How to turn a lunch into a sale

How to turn a lunch into a sale [...continue reading]