In this week’s episode of ICommunicate, former environmental science expert now turned sales expert Jim Keogh joins Mark Altman to discuss how to overcome challenges faced by young sales professionals when it comes to cold calling, lead generation and being taken seriously.Segment 1: Covid not only forced us to change our home into a workplace, but also to rethink the way we communicate with clients and coworkers. Why is it important that we adjust our method of communication across generations in and out of the workplace? Segment 2:Enduring rejection and being cautiously optimistic are essential traits to maintaining our composure as salespeople. How can we stay cool and confident while pursuing prospects? Are we overlooking the potential benefit of cold calls?Segment 3: With every new prospect comes a bit of a gamble in what your attitude and approach should be while talking to them for the first time. There’s a difference between being assertive and aggressive, but how can we define that line, especially since it varies from person to person?Segment 4: Social media designed for business, such as LinkedIn, provides us with a platform to connect with potential prospects, but navigating these apps and getting the desired leverage out of them tends to be easier said than done. How can assertiveness help us navigate these platforms and land us a valuable connection?