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

Showing Up is Standing Out

Step away from your computer and meet face to face. Showing up counts! You show up on the Web, on the phone, and through video conferencing. But while technology tools can certainly drive business development, nothing beats sitting down with someone and talking face to face (that means in person). The Value of Face-to-Face One […]

Jul, 18 2013 | Enterprise, Referral Sales, Small Business

Why You Can’t Afford NOT to Ask for Referrals

A new study reveals that referrals produce far more ROI than any other prospecting strategy. I’ve been spreading the gospel about the power of referrals for decades. But until the last few years, I had only anecdotal evidence and common sense to back up my claims about the value of referral selling. Now study after […]

Jul, 11 2013 | Enterprise, Referral Sales, Small Business

You Can’t Stoke a Cold Fire

Establishing relationships is priority No. 1 for salespeople. After “retiring” from a long, invigorating career in sales, Bob Terson—founder of SellingFearlessly.com—now leverages his passion for helping others by sharing his wisdom with salespeople around the world. Seasoned sales professionals who give, give, give are a joy to meet. Bob reached out to me, offered to […]

Jul, 04 2013 | Enterprise, Referral Sales, Small Business

I Get By With a Little Help from My Colleagues

Once you’ve asked your clients for referral introductions, who do you turn to next? Your clients are your absolute best source of new business. With them, you have already earned the right to ask for referrals. They know you and have witnessed the ROI your solution generates. Continue to stay in touch with them and […]

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