Articles

Sep, 30 2011 | Enterprise, Referral Sales, Small Business

Not the “R” Word Again…

The economy is fickle, but No More Cold Calling’s 9 “killer” steps will boost your sales in any economy. I promise. What a roller coaster—this up and down economy—2001, 2002, then the Recession of 2008-09. Now we hear that recovery will be slow, and we might even experience a double dip. How do we sell in […]

Sep, 27 2011 | Featured

The Webinar Series Is Here: Double your sales with referral selling!

Sep, 27 2011 | Enterprise, Referral Sales, Small Business

Selling Is Never About Closing

Strong sales means a strong sales process: Your close rate is directly dependent upon your up-front investment. I received a call last week from Charles, a referral. Charles told me that he and his team needed help closing business. Because their solution was so well known, his company had no problem securing an initial meeting. […]

Sep, 22 2011 | Small Business

Attention, Salespeople: Your Clients Don’t Care

Top salespeople deliver true business ROI. Do you? It’s the harsh truth, yes. Savvy salespeople know that clients only care about what we do for them—how we impact their business. Then why, when I ask sales teams why anyone should work with them, they begin every sentence with “we.” Client development and care depends upon […]

Sep, 15 2011 | Enterprise, Small Business

Stop Your Salespeople from Walking Out the Door

Great salespeople need more than a desk, a phone, and a computer. Give them real tools and training and start realizing your sales numbers! It used to be that we hired salespeople, indoctrinated them with product knowledge, and showed them how to fill out timesheets, medical forms, and benefit forms. Then we gave them a […]

Sep, 08 2011 | Referral Sales, Small Business

Free Is Expensive

There’s a glitch in the familiar “freebie” thinking: If a customer doesn’t see value, there is no way they can assign a price to it. Read Mark Hunter’s brilliant article: Free is Expensive in Top Sales World Magazine (easily download the current issue with free registration—see the Top Sales Magazine box in the left-hand column […]