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Article Archive for October 2012

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

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


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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,

Think Referrals Don’t Scale?

Think Referrals Don’t Scale?


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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

Sales Integrity is Being Willing to NOT Sell Something

Sales Integrity is Being Willing to NOT Sell Something


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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

What’s the Half-life of a Referral?

What’s the Half-life of a Referral?


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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