Nov, 29 2012 | Enterprise, Referral Sales, Small Business

The Sales Siblings: Networking & Referrals

Referrals and networking—these business-development activities look different, feel different, and are different. Networking and referrals are related, and there is a big difference between them. Showing Up Counts Networking is what we do to expand our connections, get ourselves and our brand known, and exchange ideas. You network to make friends, sell a product, promote […]

Nov, 26 2012 | Enterprise, Referral Sales, Small Business

Face to Face Cannot Be Replaced

No matter what our technical communication capability and comfort, we must be confident in the original medium—in person. Susan RoAne is The Mingling Maven®, and my go-to person for tips on networking and building strong connections. Susan understands that when we network effectively (as she teaches in her seven books), we build strong connections, increase […]

Nov, 15 2012 | Enterprise, Referral Sales, Small Business

I’m Done with Sales This Year

Closing the sales year with a bang is nice, but getting a jump-start on business development for next year is even better. Here’s how. How “done” are you? Some companies have unused budgets you need to grab (although that is a less likely scenario than in previous years). Are you resting on your Q4 laurels? […]

Nov, 08 2012 | Enterprise, Referral Sales, Small Business

Stop the Cold Calling. Now.

It doesn’t matter how much research you conduct or how much you know about the company—if you just get a name, you’re cold calling (and, for the record, there’s no such thing as a warm call). Every time I read a blog or an article about cold calling, it sends me over the top. Recently, […]

Nov, 01 2012 | Enterprise, Referral Sales, Small Business

Do You Suffer From “Nomophobia”?

Being without your treasured workhorse device can leave superconnected sales pros feeling lost, anxious, and debilitated. There’s a term for that. “Nomophobia” I’m quoting from Spirit, the magazine of my favorite airline, Southwest. Here’s the definition from Spririt Lexicon, Entry No 435: