Home » Archives for March 2013


Mar, 28 2013 | Referral Sales, Sales Leadership

Collaborating With Strangers—Managing Your Virtual Sales Force

How can your sales team work together when they don’t even know each other? Yahoo recently ordered all of its virtual workers back to the office. Why is this technology giant prioritizing face-to-face interaction? Because recent studies show that while remote workers are significantly more productive, they’re not nearly as innovative or collaborative. We certainly […]

Mar, 25 2013 | Referral Sales

No More Cold Calling Webinar – How NOT to Use LinkedIn to Generate Referral Sales

Mar, 21 2013 | Referral Sales

4 Reasons to Lock in Your Ideal Clients

Ditch the busywork and unclog your sales funnel. Experts say that a 10-percent reduction in your sales cycle can increase productivity by 25 percent. But there’s one way to get an even better return on your time! When you get referrals to the Ideal Clients you really want, you increase your close rate and decrease […]

Mar, 14 2013 | Referral Sales

My Biggest Sales Mistake

Marketing guru Graham McGregor shares his biggest sales blunder—not staying in touch with his referral network. I’ve made plenty of mistakes in my sales career. Have you? Graham McGregor, my colleague in New Zealand, is a master at staying in touch. A cool marketing guy and prolific writer, he regularly sends me short e-books. He […]

Mar, 07 2013 | Referral Sales

4 Reasons I Don’t Pay for Referrals

Should you offer incentives to Referral Sources? The short answer is NO. When you provide a referral, your reputation is on the line. You refer someone you know and trust to take care of your client or colleague just as you would. Referrals are far more powerful when they’re given out of an authentic desire […]

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