Articles

May, 31 2012 | Enterprise, Small Business

Give Your Customers a Reason to Refer You

Your customers will tell you why. Just ask. Referrals are built on trusted relationships. Who better to refer you to a qualified prospect than your current clients who have received a measurable ROI from your offering? My take: Your current clients are your #1 untapped source of referrals. No other business-development strategy delivers the high […]

May, 24 2012 | Enterprise, Small Business

Know Thy Customer

Business customization isn’t just for the big sales guys. The more you personalize your customer’s experience, the better. Carving market niches in not a new sales approach. Personalizing a buying experience is not new. (Think marketing automation and Amazon.com.) I love that Amazon knows what I’ve purchased and makes suggestions. Sometimes it’s overwhelming and a […]

May, 17 2012 | Enterprise, Referral Sales, Small Business

You Are the Ultimate Sales Technology

Surprise! Your success isn’t determined by the number of devices that connect you to the outside world. There’s nothing like getting the gang together. Salespeople have great power and energy when we gather in person and share successes, ideas, and information. At conferences, we learn as much through conversations with peers in the hallways as […]

May, 14 2012 | Enterprise, Small Business

Does Anyone Have an In-Person Conversation Anymore?

Technology connects us to the outside world, but what about connecting to the world right in front of us? Take a look around you. How many people are on their mobile phones talking, walking, reading, surfing, emailing, or texting? How many people are multitasking on their phones as they walk down the street, across the […]

May, 10 2012 | Enterprise

Get Personal—Why Opening Your Mouth Matters

Sometimes all it takes to seal the sales deal is a live conversation. Not email, not a text: a phone call. Email thread after email thread…and nothing gets settled. One Friday afternoon I decided to take action, pick up the phone, and call three people. All three had been emailing back and forth with me, […]

May, 03 2012 | Enterprise, Small Business

Get Personal—Get Your Referral Introduction

Get rid of that dreaded first date. A colleague told me that’s what referrals are all about; we skip over that uncomfortable first date, and get personal and down to business. If you’ve dated in the age of the Internet, it probably went something like this: Before you went out on a date, you emailed […]