22nd Century Selling Skills for ASTD ICE 2014

22ND CENTURY
SELLING SKILLS
USE NOW AT RISK OF
GREAT SUCCESS
Mike Kunkle
Session SU118, May 4, 2014

Analysis Value Creation
Communication Judgment Learning
Organization Networking
Mike Kunkle 2Session SU118, May 4, 2014
22nd Century Selling Skills – the Mastery of:
22ND CENTURY
SELLING SKILLS

Huh? Is Mike insane?
Where are…
 Prospecting?
 Qualifying?
 Presentation Skills?
 Closing?
 Resolving Objections?

Why These Skills?
Totes McGotes, I’m cray-cray! But I also have a logical reason.`
So…
… am I focused (mostly) on “Non-Sales” stuff?

Knowledge & Skill Gaps
Because, after…
 Over 20 years doing sales
performance work
 A dozen Performance Lever
analyses
 Studying over 17,000 sales
people
– Differentiating practices of top
producers
 Delivering over $1B in top-line
lift (level 4 results)…
These are the gaps I see

Disclaimer:
My Usual Approach
Sales
Performer
Analysis
Top 4%
Bottom 20%
Top 4%
Rest of Top 20%
(16%)
Bottom 20%
Middle 60%
Above Average
Below Average
Study – Hire more20% of time
Study hard – Replicate!35% of time
5% of time
Depends:
• New – up
• Old - out
Study hard – Move up!30% of time
Move up (Mostly New)10% of time
Average
More reading:
 Here
 Here
 Here
 Here

Now Exploring…
Isolating the
REPLICABLE
Top-Producer
Practices
Top 4%
Bottom 20%
Top 4%
Rest of Top 20%
(16%)
Bottom 20%
Middle 60%
Above Average
Below Average
Isolate replicable behaviorsTarget
Study hard – Replicate35% of time
5% of time
Depends:
• New – up
• Old - out
Study hard – Move up30% of time
Move up (Mostly New)10% of time
Average

 Organization
– Planning
– Prioritization & Focus
– Task management
 Analysis
– Research skills
– Problem identification
– Problem solving
– Critical thinking
22ND CENTURY
SELLING SKILLS
 Learning
– Learning agility
– Unlearning
– Metacognition
 Communication
– Listening
– Dialogue
– Influencing
– Negotiating
 Value Creation
– Business Acumens
 Financial
 Operational
 Customer
 Solution
 Judgment
– Interpret | Decide | Respond
– Sales Utility Belt
 Being present
 Interpretation
 Decision-making
 Purposeful competence
 Networking
– Sales etiquette
– Digital selling

Disclaimers
This is not:
 A scientifically-controlled, 20-year longitudinal
study
 A formal research project
 A published paper or peer-reviewed article
 Data that was statistically crunched using:
– Multivariate regression analysis
– Pearson correlation coefficient
– ANOVA
– Or other such fun statistical tests.
Mike KunkleSession SU118, May 4, 2014 9

This is:
 A mash-up: Data from 12+ projects
 Observations over time, comparing the top 4% to the rest of
the top 20% and mid-producers
 PLUS Some new things, based on our evolving marketplace
 Consistent for B2B & B2C (various sales nuances)
 Used in effective learning systems and advanced sales
curricula in several companies (with strong ROI)
 PLUS how I’ve helped employers/clients hire for sales more
effectively.
Disclaimers
Mike KunkleSession SU118, May 4, 2014 10

Final Word on the
Approach Today
 Not a sales pitch
 More “Value-add” than “Slick Presentation”
 WAY too much to absorb here
– Deeper on some topics; skim others
 Slides are a follow-up resource
– Plenty of links
– Posted on SlideShare (downloadable)
 Willing to discuss today, this week, this year,
whenever.

Analysis
22nd Century Selling Skills

Analysis
 Research skills
 Problem identification
 Problem solving
 Critical thinking
Analysis

Research Skills
Analysis
Finding
Trigger Events

Analysis
Problem Identification
 “If I were given one hour to save the
planet, I would spend 59 minutes
defining the problem and one
minute resolving it.”
– Albert Einstein
http://hbr.org/2012/09/are-you-solving-the-right-problem/ar/1
http://www.mindtools.com/community/pages/article/problem-definition-process.php
http://www.mindtools.com/community/pages/article/newTMC_83.php

Analysis
Problem Solving
http://www.mindtools.com/community/pages/main/newMN_TMC.php#cause
Finding the Cause of a Problem
 Root Cause Analysis
 CATWOE Problem Definition
 5 Whys
 Drill-Down
 Cause and Effect Analysis
 Appreciation
 The Four Frame Approach
 Interrelationship Diagrams

Analysis
Critical Thinking
 Analyze Cause and Effect
 Classify and Sequence
 Compare and Contrast
 Infer
 Evaluate
 Observe
 Predict
 Rationalize
 Prioritize
 Summarize
 Synthesize
http://www.mindtools.com/community/pages/article/newTED_95.php
http://www.slideshare.net/talentlens/an-introduction-to-critical-thinking-in-business
Pearson's RED Critical Thinking Model

What Does ANALYSIS Do For Sales Pros?
 They do their job more effectively
 They add more value to their company
But most importantly, they become…
 An indispensible ally and trusted advisor for
their clients
 Respected business partners who offer sound
advice and help solve real problems!
Analysis

Value Creation

Value Creation Data Points
 The top inhibitors to sales success:
– the inability to articulate a value message
– a lack of subject matter expertise of the buyer’s industry or
solution (source: SiriusDecisions)
 Less than 15% of sales calls add value, according to
executives surveyed (source: Forrester).
Value Creation

Value Creation
Value Creation Building Blocks
Business Acumens
 Financial
 Operational
 Customer
 Solution

Financial / Business Model Acumen
 How does the business….
Value Creation
 Read: Bottom-Line Selling
 Read: Financial Intelligence
 Check out: FASTpartners
Make
Money
Save
Money

Operational Acumen
 Who does what
 How things get done in organizations
– Yours
– Your Client’s
 Political / cultural considerations
 Execution and making things happen
Value Creation
Knowledge
Political
Savvy
Emotional
Intelligence
Execution
Skills
http://www.4dxbook.com
http://gettingthingsdone.com
http://scottberkun.com/2012/how-to-make-things-happen
http://www.amazon.com/What-Got-Here-Wont-There/dp/1401301304
http://moveyourcompanyforward.com/2011/11/15/skills-for-success-the-experts-show-the-way
Consider
Mentoring

Customer / Solution Acumen
 Market Conditions / Buyer Issues
 Implications
– Negative Consequences of Inaction
– Positive Outcomes of Action
 Need Statement
 Sales Solution Architecture
– Products / Services
– Capabilities / Differentiators
– Solutions / Action Recommendations
 Outcomes
– Negative Consequences Avoided
– Positive Outcomes Gained
Value Creation
Read: The Path to Sales Growth through Customer Focus: Part 1 – Part 2 – Part 3

 Implications
 Need Statement
 Outcomes
Value Creation
Consider Buyer Personas, too

 Implications
 Need Statement
 Outcomes
Value Creation
Align Sales Messaging by Persona

Value Creation
 Implications
 Need Statement
 Outcomes
Where does the
magic happen?
 What most people think
 Traditional sales training

Value Creation
RESULTS OF INACTION & ACTION
Implications (of not acting)
 Bad things that could happen
 Good things lost
Outcomes (from acting)
 Bad things avoided
 Good things gained
Which ties back to Business Acumen
 Make Money
 Save Money
 Manage Risk
 Implications
 Need Statement
 Outcomes
The REAL magic:

What Does VALUE CREATION Do For Sales Pros?
 Creating real value is key to sales success
 These acumens help reps:
– Differentiate themselves
– Develop trust, credibility, and respect
– Gain access to senior executives
– Truly impact clients and deliver ROI
– Get things done / make things happen
– Increase Win rates / decrease No Decision status
Value Creation

Communication

Communication
 Listening
 Observing
 Dialoguing
 Influencing
 Negotiating
Communication
http://www.mindtools.com/community/pages/article/CommunicationIntro.php
http://www.slideshare.net/amitmljain/communication-process

Listening Advice from the International Listening Association
 Don’t “parrot” things back to people
Instead…
 Interpret what you heard and share that
 Explore deeper (esp. open-ended questions)
 Validate what you heard
– Receive your client’s input with enthusiasm and respect
– Be attentive and fully engaged.
Communication
http://www.travelhostmarketing.com/listening-research-sales-people/#sthash.gAZ9YC9E.dpuf
http://www.mindtools.com/community/pages/article/ActiveListening.php
https://www.americanexpress.com/us/small-business/openforum/articles/5-ways-to-master-the-art-of-listening/
Listening / Observing / Dialoguing

Communication
http://www.mindtools.com/community/pages/article/Body_Language.php
http://www.businessballs.com/body-language.htm#body-language-introduction
http://obscure-vision.com/10-tips-for-reading-body-language/
http://on.ted.com/Cuddy
 Become a student of body
language
 Observe yourself
 Don’t “over-interpret”
 Bonus: use BL as a tool to
manage your emotional states

Communication
 Dialogue – two way communication
 Goal is understanding
 Purest form – No intent of influencing.
http://bit.ly/Dialogue-CommuncationTool
http://bit.ly/HowGood-Communication
http://bit.ly/SalesDialogue
http://bit.ly/ImpSales-InsightDialogue

Sales Dialogue Skills
Communication
When…
 Client realizes need
 Explore current thinking
 Develop ideas together
 Validate understanding
 Gain client perspective
 Develop opportunities
generated with insights
Question-led Dialogue
 Seek understanding
 Seek confirmation
Asking Sharing
Listening
Through active listening and
observation, you’ll know where
to start or when to switch
Insight-led Dialogue
 Seed new ideas
 Influence thinking
When…
 Trigger new ideas
 Shape current thinking
 Differentiate yourself
 Create urgency
 Build credibility
 Pique curiosity
 Disrupt current mindset
 Overcome bias or
misconception
Used with permission, © Richardson
From Selling with Insights®

Communication
Influence Skills
 Ethos, Logos, Pathos (thanks Aristotle)
– Credibility
– Logic
– Emotion
http://changingminds.org/disciplines/argument/making_argument/three_persuade.htm
http://pathosethoslogos.com/
http://www.mindtools.com/community/Search.php?search_term=persuasion

Negotiating Skills
 Win-win
 Less about price
 More about value,
interests, issues, goals,
outcomes
Communication
http://www.mindtools.com/community/Search.php?search_term=Negotiation
http://thesaleshunter.com/high-profit-selling/
http://www.amazon.com/Getting-Yes-Negotiate-Agreement-Without/dp/0743526937
Value Creation

What Does COMMUNICATION Do For Sales Pros?
 Listening, Observing, Dialoguing, Influencing, and
Negotiating Skills are how Value is delivered and
perceived.
Communication
“The top inhibitors to sales success are the inability to
articulate a value message.”
- SiriusDecisions
“Less than 15% of sales calls add value,”
according to executives surveyed .
- Forrester

Judgment

Judgment
http://www.amazon.com/Judgment-Decision-Making-Skill-Development/dp/0521767814
http://www.mindtools.com/community/BookInsights/Judgement.php
http://www.learningthruaction.com/7-ways-that-action-learning-develops-judgment/
Pearson's RED Critical Thinking Model
Judgment Analysis
Gets Fuzzy with Analysis – Think…
 Less “analyzing”
 More “what to do next”
– Interpret
– Decide
– Respond

Sales Utility Belt Concept
 Being present
 Interpretation
 Decision-making
 Purposeful competence
Judgment
http://www.mikekunkle.com/2013/03/24/adaptive-buying-and-selling-alignment/

Sales Utility Belt Meets Training
 What
 Why
 How
 When
 Where
Judgment
Situation
Choice
Choice
Choice
Choice
Choice
?
?
?
?
?

Sales Utility Belt Meets Training
 What
 Why
 How
 When
 Where
Judgment
Choice
Best Choice
Choice
Choice
Choice
SituationDon’t Skip!
Conscious Competence
http://www.businessballs.com/consciouscompetencelearningmodel.htm

What Does JUDGMENT Do For Sales Pros?
 With training and practice, reps can use judgment to…
– Interpret
– Decide
– Respond
 …Purposefully, in the moment, with the right
methodology, to move the sale forward.
Judgment

Learning

Learning
Learning
Pace of Change and Info Overload
 Learning Agility
 Unlearning
 Metacognition
“There were 5 exabytes of information
created between the dawn of civilization
through 2003, but that much information
is now created every 2 days, and the pace
is increasing.”
- Eric Schmidt

Learning Agility
 Changing buying behavior
 Increasingly complex business
environments
 Need for evolution and retooling
Learning
5 Facets used with permission from Center for Creative Leadership:
http://www.ccl.org/leadership/pdf/research/LearningAgility.pdf

Unlearning and Metacognition
 Unlearning
– School of Unlearning
– Dave Brock: What I Finally Got about Unlearning
– Anthony Iannarino: What Are You Unlearning?
 Metacognition
Awareness or analysis of one's own learning or thinking processes
– http://education.purduecal.edu/Vockell/EdPsyBook/Edpsy7/edpsy7_meta.
htm
Learning

What Does LEARNING Do For Sales Pros?
 Provides a purposeful plan for dealing with evolving demands
 Offers a process for “Sharpening the Saw” (Covey, 7 Habits)
 Encourages personal growth
 “Organizational sharing” can target pertinent trends for them
 Gives them an advantage for what will be one of the most desired
and needed career skills for the future.
Learning

Organization

Organization
Stunningly obvious, yet top producers excel
at it, while others do not focus enough on it.

Organization
 Planning
 Prioritization/Focus
 Task Management
Organization
http://www.amazon.com/Secrets-Management-Salespeople-Anniversary-Edition/dp/1601632622/
http://www.excellenc.com/Time%20Management%20DOE%20Version.pdf
http://www.coachwithjeremy.com/blog/sales-tips/top-10-time-management-tips-for-sales-professionals
One of the biggest gaps I see?
Account Management Practices
For Growing Current Clients
Thoughts on Account Development Planning

What Does ORGANIZATION Do For Sales Pros?
Focus + Efficiency + Effectiveness = Productivity
 Do the right things
 At the right time
 In the right way
 For the right result
Organization

Networking

Networking
 Sales Etiquette
 Digital Selling
Networking

Sales Etiquette
 Think this is overrated? Read this and this.
 Includes not only…
– Manners, courtesy, respect, kindness, tolerance, patience, thank you notes
…but also…
– Being prepared, being on time, having a clear client-focused agenda, and
an “outside-in,” others-first view
Networking
http://thesavvynetworker.com/savvynetworkingtips
http://www.drjanyager.com/bpetiquette_articles.htm
http://www.salessells.com/life-career/business-table-manners
https://www.futuresimple.com/blog/etiquette-out-performs-sales-techniques
http://www.willamette.edu/alumni/career_network/career_guide/professional.html
http://saleshq.monster.com/training/articles/220-business-etiquette-you-should-know
http://www.businessinsider.com/10-etiquette-rules-for-meetings-that-every-professional-needs-to-know-2013-11
Top Producers
Rock This!

Selling Through Digital Channels (Social Selling)
 Is it right for you and to what degree?
 Whatever degree is right, develop a great social
presence now (esp. see: this)
Networking
The potential impact of Social Selling varies greatly by industry.
Social Selling will be highly disruptive to some industries. Not so much to others.
If you are in an industry where social selling has high applicability, peddle faster.
If you are in an industry where social selling has low applicability, ignore it.
http://www.salesbenchmarkindex.com/bid/104840/Social-Selling-Applicability-by-Industry

If it’s right for you…
Digital Selling Formula
 Conduct Research
 Make a Connection
 Generate Awareness
 Create Interest
 Build Relationships
 Convert R2R (relationships to revenue)
Networking
Read more here

If it’s right for you…
Other Advice
 Give to get (or Jill Rowley's "give to give")
 Pay It Forward
 Connect others for THEIR benefit
 Share relevant, helpful content
 Connections do not equal an automatic newsletter subscription
 LinkedIn is not a massive email marketing database
 Research and learn EFFECTIVE practices
Networking

The Great Cold Calling War of 2014
No, Cold Calling is Not Dead. Sorry.
 Sometimes, we dispense advice like the future is already here
 Take a balanced approach
 In SOME situations, nuances, industries, it may be dead or dying
 In OTHERS, not so much
Networking
http://www.alenmajer.com/2014/04/cold-calling-works
http://blogs.salesforce.com/company/2014/02/cold-calling-gp.html
http://www.funnelholic.com/2014/02/11/sales-voicemail-mastery-the-tibor-shanto-method
http://thesalesblog.com/blog/2014/04/21/the-last-word-on-cold-calling-versus-social-media
http://www.heinzmarketing.com/2013/01/if-you-think-cold-calling-is-dead-youre-doing-it-wrong
http://blog.pipelinersales.com/sales-automation/sales-lead-management/warning-why-cold-calling-is-definitely-not-dead

What Does NETWORKING Do For Sales Pros?
 Credibility
 Six degrees of separation
 Social debt
 Referrals / Introductions / Recommendations
 Advocacy
 Better sales results
Networking

Recommendations
 Don’t START with this “22nd Century” approach
 Review and research what I’ve provided, while you…
– Study and replicate top-producer practices with core “selling
skills”
– Weave these skills in, appropriately, where you can
– Create Effective Learning Systems
– Make an impact and deliver ROI.
Making It Happen

Recommendations
Then…
 Start a full “Sales Development” curricula for mastery of
 Treat these skills much like Leadership Development
 Commit to the cause to Elevate our Sales Profession!
Making It Happen

Appendix
22ND CENTURY SELLING SKILLS
Use now at risk of great success

Mike is a training and organization effectiveness leader with
special expertise in sales force transformation
 After his initial years on the frontline in sales and sales management, he spent the
past 19 years as a corporate manager or consultant, leading departments and
projects with one purpose – improve sales results.
 Today, in his role as Commercial Training and Development Manager for GE Capital’s
Equipment Finance segment, Mike uses his in expertise in best-in-class learning
strategies, methods, processes, and change leadership to develop the capabilities of
sales representatives and sales managers to drive business results.
 Mike freely shares his own sales transformation methodology, speaking at
conferences and writing online (see http://slidesha.re/PerfLevers082011 and
http://slidesha.re/SalesLearningSystems as examples) and can be reached at
<mike at mikekunkle dotcom>, through his blog at http://www.mikekunkle.com,
or on various social media sites:
– LinkedIn: http://www.linkedin.com/in/mikekunkle
– Twitter: https://twitter.com/Mike_Kunkle
– Google+: https://plus.google.com/+MikeKunkle/posts
– SlideShare: http://www.slideshare.net/MikeKunkle/
Mike Kunkle
Let’s get
connected!

Sales Performer Analysis
http://blogs.richardson.com/2013/08/05/which-top-producers-should-you-study-to-develop-sales-training-programs/
http://calliduscloud.com/blog/apply-sales-analytics-to-fuel-sales-coaching-and-sales-performance/
http://www.mikekunkle.com/2013/03/17/how-to-increase-sales-with-top-producer-practices-part1/
http://www.mikekunkle.com/2013/03/20/how-to-increase-sales-with-top-producer-research-part-2/
Top Producer Research
http://www.mikekunkle.com/2013/03/17/how-to-increase-sales-with-top-producer-practices-part1/
http://www.mikekunkle.com/2013/03/20/how-to-increase-sales-with-top-producer-research-part-2/
http://blogs.richardson.com/2013/08/05/which-top-producers-should-you-study-to-develop-sales-training-programs/
Changes in Buying Behavior
http://www.mikekunkle.com/2014/04/19/buyers-are-buying-differently-what-are-you-doing-about-it/
Effective Learning Systems
http://www.slideshare.net/MikeKunkle/training-2014-transform-sales-results-mike-kunkle-02032014-slide-share
Hiring More Effectively
http://www.mikekunkle.com/2011/04/18/should-you-use-psychometric-assessments-to-hire/
Appendix
Link Compilations

Appendix
Link Compilations
Organizations Mentioned
http://www.siriusdecisions.com/live/home/index.php
http://www.forrester.com/Sales-Enablement
http://fastpartners.com
http://www.ccl.org/Leadership/index.aspx
http://www.salesbenchmarkindex.com

Appendix
Link Compilations
Analysis Links
http://hbr.org/2012/09/are-you-solving-the-right-problem/ar/1
http://www.mindtools.com/community/pages/article/problem-definition-process.php
http://www.mindtools.com/community/pages/article/newTMC_83.php
Problem Solving Links (MindTools requires membership - $1 trial for first month)
MindTools - Root Cause
MindTools - CATWOE
MindTools - 5 Whys
MindTools - Drill-Down
MindTools - Cause and Effect
MindTools - Appreciation
MindTools - The Four Frame
MindTools - Interrelationship
MindTools – Problem Solving Methods

Appendix
Link Compilations
Critical Thinking Links
http://www.thinkwatson.com/think-red/red-critical-thinking-model
http://www.mindtools.com/community/pages/article/newTED_95.php
http://www.slideshare.net/talentlens/an-introduction-to-critical-thinking-in-business
Value Creation: Financial Acumen
http://www.amazon.com/Bottom-Line-Selling-Professionals-Improving/dp/1935961322
http://www.amazon.com/Financial-Intelligence-Managers-Knowing-Numbers/dp/1591397642
Value Creation: Operational Acumen
http://www.4dxbook.com
http://gettingthingsdone.com
http://scottberkun.com/2012/how-to-make-things-happen
http://www.amazon.com/What-Got-Here-Wont-There/dp/1401301304
http://moveyourcompanyforward.com/2011/11/15/skills-for-success-the-experts-show-the-way

Appendix
Link Compilations
Value Creation: Customer / Solution Acumen
http://www.buyerpersona.com/
http://www.mikekunkle.com/2014/04/06/the-path-to-sales-growth-through-customer-focus-part-1/
Communication: General
http://www.mindtools.com/community/pages/article/CommunicationIntro.php
http://www.slideshare.net/amitmljain/communication-process
Communication: Listening
http://www.listen.org/
http://www.travelhostmarketing.com/listening-research-sales-people/#sthash.gAZ9YC9E.dpuf
http://www.mindtools.com/community/pages/article/ActiveListening.php
https://www.americanexpress.com/us/small-business/openforum/articles/5-ways-to-master-the-art-of-listening/

Appendix
Link Compilations
Communication: Observing
http://www.mindtools.com/community/pages/article/Body_Language.php
http://www.businessballs.com/body-language.htm#body-language-introduction
http://obscure-vision.com/10-tips-for-reading-body-language/
http://on.ted.com/Cuddy
Communication: Dialoguing
http://bit.ly/Dialogue-CommuncationTool
MindTools - Good Communication
http://blogs.richardson.com/2013/10/25/dialogue-oldest-new-killer-sales-skill/
http://blogs.richardson.com/2014/02/12/improve-sales-effectiveness-insight-dialogue/
http://www.richardson.com/What-We-Do/Learning-Solutions/Generate-Opportunities/Richardsons-Selling-with-
Insights/
Communication: Influencing
http://changingminds.org/disciplines/argument/making_argument/three_persuade.htm
http://pathosethoslogos.com/
MindTools - Persuasion Search
Communication: Negotiating
http://www.mindtools.com/community/Search.php?search_term=Negotiation
http://thesaleshunter.com/high-profit-selling/
http://www.amazon.com/Getting-Yes-Negotiate-Agreement-Without/dp/0743526937

Appendix
Link Compilations
Judgment
http://www.amazon.com/Judgment-Decision-Making-Skill-Development/dp/0521767814
MindTools - Book Review: Judgment
http://www.learningthruaction.com/7-ways-that-action-learning-develops-judgment/
Judgment: Sales Utility Belt
http://www.mikekunkle.com/2013/03/24/adaptive-buying-and-selling-alignment/
http://www.businessballs.com/consciouscompetencelearningmodel.htm
Learning
http://www.ccl.org/leadership/pdf/research/LearningAgility.pdf
http://www.schoolofunlearning.com/
http://partnersinexcellenceblog.com/what-i-finally-got-about-unlearning/
http://thesalesblog.com/blog/2011/07/27/what-are-you-unlearning/
http://education.purduecal.edu/Vockell/EdPsyBook/Edpsy7/edpsy7_meta.htm
http://www.amazon.com/Habits-Highly-Effective-People-Powerful/dp/1451639619/

Appendix
Link Compilations
Organization
http://www.mikekunkle.com/2011/09/24/thoughts-on-account-development-planning/
http://www.amazon.com/Secrets-Management-Salespeople-Anniversary-Edition/dp/1601632622/
http://www.excellenc.com/Time%20Management%20DOE%20Version.pdf
http://www.coachwithjeremy.com/blog/sales-tips/top-10-time-management-tips-for-sales-professionals
Networking: Sales Etiquette
http://www.salessells.com/life-career/business-table-manners/
http://www.salesbenchmarkindex.com/bid/92440/The-Worst-Sales-Call-of-2012
http://thesavvynetworker.com/savvynetworkingtips
http://www.drjanyager.com/bpetiquette_articles.htm
http://www.salessells.com/life-career/business-table-manners
https://www.futuresimple.com/blog/etiquette-out-performs-sales-techniques
http://www.willamette.edu/alumni/career_network/career_guide/professional.html
http://saleshq.monster.com/training/articles/220-business-etiquette-you-should-know
http://www.businessinsider.com/10-etiquette-rules-for-meetings-that-every-professional-needs-to-know-2013-11

Appendix
Link Compilations
Networking: Digital Selling (Social Selling)
http://www.salesbenchmarkindex.com/bid/104840/Social-Selling-Applicability-by-Industry
http://www.salesforlife.com/sales-resources/
http://www.salesforlife.com/sales-resources/9-steps-to-a-winning-linkedin-profile-for-sales-professionals/
http://www.mikekunkle.com/2014/03/29/much-ado-about-social-selling/
http://thefridayhangout.com/jill-rowley-on-social-selling/
Networking: Cold Calling is Not Dead (everywhere, yet)
http://www.alenmajer.com/2014/04/cold-calling-works
http://blogs.salesforce.com/company/2014/02/cold-calling-gp.html
http://www.funnelholic.com/2014/02/11/sales-voicemail-mastery-the-tibor-shanto-method
http://thesalesblog.com/blog/2014/04/21/the-last-word-on-cold-calling-versus-social-media
http://www.heinzmarketing.com/2013/01/if-you-think-cold-calling-is-dead-youre-doing-it-wrong
http://blog.pipelinersales.com/sales-automation/sales-lead-management/warning-why-cold-calling-is-definitely-not-
dead

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