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Feb, 28 2013 | Referral Sales, Sales Leadership

Stop Buying Lists—Referrals Win the Sale

In sales, the easy street is paved with landmines. Buying lists won’t boost your sales, but referrals will. Picture a world where we can buy lists of qualified leads and convert each one into a new sale. Better yet, let’s put that podcast under our pillows and awaken to find hundreds of new sales to […]

Feb, 21 2013 | Referral Sales

How NOT to Use Social Media in Sales

Social media provides a wealth of information, but get offline to make the connection (and get the referral). Many pundits preach that social media—Facebook, LinkedIn, Twitter—is the best thing in sales since sliced bread. (Read “Why Social Networks Won’t Build Your Business”.) They tell you that business development is leagues easier because information is at […]

Feb, 14 2013 | Referral Sales, Sales Leadership

The Virtuous Sales Cycle—3 Best Practices

How to operate in “zero-time” and deliver maximum impact to your customers and your bottom line. Last week we heard from Andy Paul about the Vicious Sales Cycle—bad sales practices that lead to poor results combined with an inability or unwillingness to change, which leads in turn to a never-ending, self-reinforcing cycle of unacceptable sales […]

Feb, 07 2013 | Referral Sales

A Vicious Sales Cycle—4 Traps to Avoid

How to stop undermining your performance, and save your sales. Getting caught in the cyclone of a vicious sales cycle is a looming trap. Take one wrong step, and you’re pulled into the eye of the storm. Sales quotas loom, and we neglect the basics of customer interaction, respect, and basic sales behaviors. There’s no […]

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