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Apr, 25 2013 | Enterprise, Referral Sales, Small Business

Welcome to the Major Leagues!

Boost your batting average with a targeted referral strategy, and win the sales game this season. Batter up! Baseball season is in full swing here in the United States—a sure sign that spring has officially sprung. Spring is also a great time to up your game and make the pitches that get your sales prospects […]

Apr, 18 2013 | Enterprise, Referral Sales, Sales Leadership, Small Business

Would You Bet Your House on Your Sales Savvy?

Sales suspects don’t count as sales prospects. Barry Trailer, managing partner of CSO Insights, makes the following bet whenever he speaks to sales audiences: “I’ll bet you my house that right now you’ve got good people working hard to get business you don’t want.” So far, Barry has been able to keep his house. Would […]

Apr, 11 2013 | Enterprise, Referral Sales, Small Business, Social Selling

Social Selling is Personalized Selling

Social selling is no longer optional for salespeople. The good news is it’s all about doing research and building relationships—and you already know how to do that. My colleague, Nancy Nardin, knows about every sales tool there is. However, as she once told me, “Unless a tool increases productivity, it’s a waste of time.” Great […]

Apr, 04 2013 | Enterprise, Referral Sales, Sales Leadership, Small Business

What Your Sales Manager Doesn’t Know

Is training your sales team a waste of time and money? Quite possibly. Did you know that adults forget 87 percent of what they learn without follow-up or reinforcement? Sales training is not an event; it’s a behavioral change. It takes time to learn new skills, practice those skills, and get comfortable applying them. Many […]

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