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Article Archive for February 2013

Stop Buying Lists—Referrals Win the Sale

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 …

6 Ways LinkedIn Can Help Generate Referral Sales

6 Ways LinkedIn Can Help Generate Referral Sales

Join Joanne Black and LinkedIn exec, Ralf VonSosen, to learn how LinkedIn can boost your referral sales—and when it’s time to step away from the computer and connect in person.
If you want to boost your …

How NOT to Use Social Media in 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 …

The Virtuous Sales Cycle—3 Best Practices

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 …

A Vicious Sales Cycle—4 Traps to Avoid

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 …