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Article Archive for January 2013

Take Your Sales Conversations Offline and Get That Referral Sale

Take Your Sales Conversations Offline and Get That Referral Sale Social media doesn’t “warm” your call, you do. A company tells its salespeople to do their research—to gather every piece of sales intelligence; exploit all of their social media channels; know a little bit about the prospect and the trigger…
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Who Said Referrals Were Six Degrees of Separation?

Who Said Referrals Were Six Degrees of Separation? New data suggests that there are fewer than five degrees of separation—your referral network just got turbocharged. New social media data debunks the well-known factoid that it’s just six degrees of separation that connects us to others. Staying in touch…
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When You Work It, It Works

When You Work It, It Works Develop your 30-minute sales plan and referral program, and discover a business-development strategy that delivers. Writing sales plans? Setting goals? Who has time? You do! Perhaps I don’t want to write a sales plan and set my goals, because then…
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High Touch, High Tech: Sales Needs Both to Survive

High Touch, High Tech: Sales Needs Both to Survive Selling is a person-to-person business. It’s been said that buyers already know everything they need to know about your company and your products and solutions before they ever speak to a salesperson. This suggests that buyers don’t really need us…
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Social Media Marketing Is NOT the Same As Social Selling

Social Media Marketing Is NOT the Same As Social Selling Everyone yelling, “Me, too!” as they hop on the social media bandwagon makes for a crowded ride. Understand the platforms, distinguish yourself, and get ahead of the noise. Want to get the real scoop about social selling? There are a…
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