10 Sales Tips that Stand the Test of Time

In the 15 years that I’ve been a sales professional, there have been huge advancements in technology that have changed the way companies buy and sell. When I first started my B2B sales career smartphones weren’t the norm, Excel was my CRM system, and LinkedIn was just getting started. Nearly every call was a cold one, because data beyond the basic company information wasn’t readily available.

Today, there seems to be an endless amount of resources one can use to “warm up” a cold call, and prospecting tips are largely centered around utilizing the latest technology to bust open a door. As a Gen Xer, I am proud to have straddled both analog and digital worlds, and I think my approach to prospecting reflects that blended experience.

Here are my Top 10 sales tips that I have found to stand the test of time:

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