Sun.Jul 13, 2025

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Trust Is the Currency of Referrals

No More Cold Calling

Your revenue depends on relationships you can’t fake. There’s a hard truth every sales leader and consultant needs to hear: You don’t earn referrals by being good at your job. You earn them by being trusted. And trust isn’t built through clever email sequences, automated cadences, or AI-generated outreach. Trust is built the old-fashioned way—through consistent, meaningful, human interactions that solve real problems.

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How to Spark the Sales Equivalent of a 10-Game Winning Streak

Understanding the Sales Force

Success breeds success. We begin the week with one of my shorter articles. Three weeks ago, I wrote that the Red Sox believed that trading Rafael Devers, their best hitter, would make them a better team. Shortly thereafter they started their current 10-game winning streak. Last week I wrote, discussed, ranted and celebrated the 20-year legacy of #BaselineSelling and how one-on-one coaching wins the day.

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Podcast - Look Me In the Eye with Julie Hansen

Membrain

In this episode of The Art and Science of Complex Sales, Paul Fuller sits down with Julie Hansen , sales trainer, former actor, and author of Look Me in the Eye. Julie shares her journey from media sales to acting and how her performance background shapes her sales training today. Together, they explore how salespeople can build trust through the camera, why presence matters more than perfection, and how to rethink virtual communication as a strategic asset rather than a limitation.

ACT
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The complete guide to social selling for B2B sales

Highspot

Key takeaways Engaging stakeholders at high-value business accounts on social media—notably, LinkedIn—offers a number of advantages for today’s enterprise sales teams. While marketing and enablement craft content to boost buyer and brand engagement, sales reps should spend time sharing those assets with select leads on social media. Pipeline marketing , industry events, and cold calling remain vital for generating leads, but social selling offers another viable lead-gen and -nurturing approach.

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The Intersection of AI and Sales: Personalization Without Compromise

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

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How to Improve Marketing ROI (video)

Pipeliner

In the ever-evolving world of marketing, businesses often find themselves pouring resources into strategies that yield little return. In a recent episode of the Sales Pop Online Sales Magazine podcast, host John Golden and guest Sacha Awwa —founder of Sacha Awwa Marketing Group and host of the Uncomplicated Podcast—delved deep into the most common marketing pitfalls and how to avoid them.

ROI

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🎧 Stop Wasting Marketing Money

Pipeliner

Are you tired of marketing efforts that don’t deliver? In a recent podcast, marketing expert Sacha Awwa (Sacha Awwa Marketing Group, Uncomplicated Podcast host) and John Golden reveal how to stop wasting marketing budget and build lasting customer loyalty. This episode dives into common marketing mistakes like copycat marketing and channel overload.

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AI Isn’t Taking Our Jobs, We’re Handing Them Over To AI!

Partners in Excellence

I struggled, perhaps still am, with the title of this post. I am alternating between the current title and: TL;DR;DC–Too Long; Didn’t Read; Don’t Care Automating Ineffectiveness Stop The Insanity! What Are We Automating? Why Are We Wasting Our Time Doing That? There were a few more, but you get the point. I read article after article about tricks and hacks that save us time, make us more efficient, allow us to do more.