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Jul, 31 2012 | Referral Sales

Why We Are So Committed to Referral Selling

A special introduction to Jonathan Farrington & Associates: leading-edge sales team development is here. My brilliant colleague, Jonathan Farrington, chimes in on the power of referral selling. He’s resides thousands of miles from me—in London and Paris, but a continent and an ocean cannot deny the truth: referrals rock and cold calls…don’t. Here’s a note […]

Jul, 26 2012 | Referral Sales

Why Your Business Strategy Doesn’t Work.

How you engage your customers (and team) directly impacts your business-plan implementation. Say it wrong, kiss the deal goodbye.  Do feelings really matter in sales? It sounds a little touchy-feely to me. Dan is the most edgy guy I know. There’s a saying in sales that people buy with emotion and justify with fact. Let […]

Jul, 19 2012 | Referral Sales

Bust the “Buyer 2.0” Sales Myth

Technology may power sales research, but people power the close. Nothing has really changed in the sales world, although many pundits rant about the “new normal,” “new realities,” Buyer 2.0, Web 2.0, Web 3.0…. They talk about the “informed buyer.” Is the so-called Buyer 2.0 more informed? Of course you are. We are all consumers; […]

Jul, 12 2012 | Referral Sales

Say No to the Sales Mantra, “Always Be Closing”

Bury “ABC.” Better in sales to “always be asking” (ABA). No more acronyms, please. For example, “ABC:” always be closing. I dislike that phrase. It’s pushy, salesy, and off the mark. Yet, this phrase is used time and time again. (It’s a part of the American sales DNA, as immortalized by Alec Baldwin in Glengarry […]

Jul, 05 2012 | Referral Sales

Can We Really Be Together and Alone?

For anyone in sales, for anyone who wants to connect with a sales prospect, for anyone anywhere, nothing replaces a personal conversation.  My “Get Personal” series (check out my blog posts from the last couple of months) lives on as others reflect my points of view. I was particularly impressed with Sherry Turkle’s article in […]

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