Oct, 25 2012 | Enterprise, Referral Sales, Small Business

Radio Silence Doesn’t Always Mean the Death of the Deal

Get back on track: With a referral introduction, your prospect wants to do business with you. Radio silence: You know, when your prospects don’t return your calls or emails. You’ve had several conversations, forged a solid relationship, identified next steps, and even scheduled a specific time to talk. Then nothing…. All Is Not Lost We’re […]

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

Think Referrals Don’t Scale?

Think again. Build your sales business with a targeted referral-selling strategy that includes goals, metrics, and accountability for results—and you’ll have more business than you know what to do with. I believe in referrals because referral selling works. But there’s always a naysayer: “It would be great if sales reps could build their business solely […]

Oct, 11 2012 | Enterprise, Referral Sales, Small Business

Sales Integrity is Being Willing to NOT Sell Something

Smart sales means closing sales deals when it’s right, and walking away when it’s not. My sales colleague, Jill Konrath, continues to stay ahead of the curve and wows us with her sales smarts. It takes guts to walk away from a deal. If it’s not a fit or not the right time for the […]

Oct, 04 2012 | Enterprise, Referral Sales, Small Business

What’s the Half-life of a Referral?

Referral sales happen all the time. Keep connecting and grow your business through referrals. Under the category of “You never know when…” what’s the probable time it takes for someone you know to make a referral introduction? (Just for the record, referral introductions can happen at any time, all the time. Read, “Give Your Customers […]