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Jun, 28 2012 | Referral Sales

Three Tips to Build Powerful Customer Connections

Referrals are the secret to B2B sales: Get the meeting at the level that counts. “Face to Face in a Sales 2.0 World”—that’s how I met Todd McCormick at the Fall 2011 Sales 2.0 conference. Not only did I love the title of his presentation, but when Todd talked about the importance of personal connections […]

Jun, 21 2012 | Referral Sales

Do the Math: The Business Case for Referrals

Jun, 21 2012 | Referral Sales

How to Hit Your Numbers and Become a Sales Superstar

Up your hitting average through referrals, and up your sales game for a winning season. Batter up! Baseball season is in full swing here in the United States. It’s time to get your sales prospects on base. Baseball is a long season with 162 games per team over approximately 30 weeks. It’s probably the only […]

Jun, 20 2012 | Referral Sales

Join Me at the Sales Mastery Summit

Helping Sales Professionals Succeed in the New Economy It’s summer blockbuster season. But this year, the biggest collection of stars is assembled right on your desktop starting Monday, June 25. If you’re a sales professional who believes that to become the best should never stop learning from the best, don’t miss this unprecedented event. The […]

Jun, 14 2012 | Referral Sales

Cut Your Connection to Electronics for One Hour a Day

If Eric Schmidt can step away to make time for a personal connection, so can you. In May 2009, Eric Schmidt, Executive Chairman of Google, spoke to the graduating class of the University of Pennsylvania. In his commencement address, he said, “Turn off your computer. You’re actually going to have to turn off your phone […]

Jun, 07 2012 | Referral Sales

Five Sales Etiquette Rules That Matter

Put pen to paper: a thank you goes a long way. I’m on a “Get Personal” kick. Relationships, personal connections, and follow up power your referral network. When you build your business through referrals, you get the meeting at the level that counts. No time wasted, no frustration. I’m also on a reading kick—to check […]

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