Articles

Oct, 31 2013 | Enterprise, Referral Sales, Sales Leadership, Small Business

What Makes YOU So Special?

How do you stand out among a sea of competitors and win new clients? I’m glad to see that the power of referral selling is gaining the respect and acclaim it deserves. For salespeople, it’s always a struggle to stay ahead of the competition. Blasting prospects with automated marketing messages doesn’t work. Neither does contacting […]

Oct, 30 2013 | Enterprise, Referral Sales, Sales Leadership, Small Business

High Touch, High Tech: You Can’t Have One Without the Other

Technology has its place in sales, but this is still a person-to-person business. There’s a new myth being circulated in the sales community. According to some “experts,” buyers know everything they need to know about our companies, products, and solutions before they ever speak to a salesperson. They suggest that buyers don’t really need us […]

Oct, 29 2013 | Enterprise, Referral Sales, Sales Leadership, Small Business

Referrals Rock!

It’s still a small world after all. Globalization and technological developments have made the world seem larger and more impersonal than ever. But people still connect with one another. And they still talk—especially before spending money. Most buyers start out by conducting research. But when it’s time to narrow down the options, where do they […]

Oct, 28 2013 | Enterprise, Referral Sales, Sales Leadership, Small Business

Is Your Toddler Texting?

Technology addiction hooks users early—even before they’re out of diapers. I am not, I assure you, a Luddite. I am not scared of, intimidated by, or opposed to technology and all of the wonderful ways it can help us organize our lives—at work and at home. However, we can take our love affair with technology […]

Oct, 25 2013 | Enterprise, Referral Sales, Sales Leadership, Small Business

Don’t Have Time to Nurture Your Network?

Book four breakfasts and five lunches each week, and watch your sales soar. As a smart, strategic sales professional, you know full well the value of building and maintaining a strong network of clients and referral sources. But you simply don’t have time to meet with them in person, right? Wrong! There’s no doubt we’re […]

Oct, 24 2013 | Enterprise, Referral Sales, Sales Leadership, Small Business

Is Your Sales Process Broken?

Successful salespeople don’t just happen. You already know that referrals are the most effective and powerful way to attract new customers. But referral selling doesn’t just happen. It’s an intentional, proactive sales strategy. A disciplined, measurable referral system delivers every time. But while referrals are our biggest competitive differentiator, most companies have only a hit-and-miss […]

Oct, 23 2013 | Enterprise, Referral Sales, Sales Leadership, Small Business

Don’t Be a Target—Put Your Cell Phone Away

Technology tunnel-vision can threaten your career—and your life. Technology can save us time. It can save us money, and in some situations, it can even save lives. But when we focus more on our gadgets than the people around us, technology can endanger not only our sales careers, but also our lives. A Dangerous Distraction […]

Oct, 22 2013 | Enterprise, Referral Sales, Sales Leadership, Small Business

We’re Smarter Than Our Buyers

The customer is NOT always right. Welcome to the age of the informed consumer, or the digital buyer … or “Buyer 2.0.” Once upon a time, clients looked to salespeople for information. Now, with a quick Google search and a little time on our websites and social media, they can learn all about us. Buyer […]

Oct, 21 2013 | Enterprise, Referral Sales, Sales Leadership, Small Business

Look at Me When You’re Talking to Me

Is technology killing eye contact? Has our dependence on technology gone too far? And is it taking away our ability to talk to each other, to connect, or even look each other in the eye? It’s easy to get sucked into the digital universe. But our relationships are what really matter, and if you’re too […]

Oct, 17 2013 | Enterprise, Referral Sales, Sales Leadership, Small Business

It’s People, Not Tweets, That Seal the Deal

Strike the right balance between technology and relationships, and you’ll beat the competition every time. Experts have been quick to tell us that technology changes everything—that Sales 2.0 is an entirely new way of working. And I was one of the first to scream: “No, no, no!” Social media, marketing automation, the cloud, and other […]