Articles

Feb, 27 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

5 Tips for Becoming a Thought Leader

You’re the expert, right? So prove it. Our clients don’t just buy our products and services. They also buy our expertise. They want to work with the best of the best—salespeople who know their stuff, who ask the right questions and deliver tailor-made solutions that get them the ROI they deserve. Think about it as […]

Feb, 25 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

You Can’t Manage Your Friends and Still Be Friends

How do you successfully transition from sales rep to sales leader? It happened to me. I was an award-winning sales rep who was promoted to sales manager. Now my colleagues (and friends) were reporting to me. I knew them well and thought we would be a winning team. Boy, was I wrong! A Rocky Start […]

Feb, 20 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople

Love Them or Lose Them

The first rule in sales? Know your customer. How well do you know your clients? I don’t just mean how and what they buy. I mean the people who sign on the dotted lines. Developing meaningful relationships with our customers is not just a nice way to work, nor is it an outdated sales concept. […]

Feb, 18 2014 | Enterprise, Referral Sales, Sales Leadership, Small Business

Get off the Hamster Wheel if You Want to Go the Distance

Are you confusing being busy with being productive? The delete button is my friend—helping to rid my life of the countless unsolicited emails I receive each day. Regrettably, these are usually followed by a series of cold calls. It’s mindless activity that goes nowhere. Yet, it makes us appear busy. After all, we’ve made our […]

Feb, 13 2014 | Enterprise, Referral Sales, Salespeople, Small Business

Mobilizing the Corner Office—What CEOs Want From You

If you want to get meetings at the level that counts, then prove you’re trustworthy. Buyers do business with you, not with your company and not with technology. Whether you’re a new hire or a veteran sales rep, they trust you more than the business. How often have you met a warm and engaging salesperson, […]

Feb, 11 2014 | Enterprise, Referral Sales, Salespeople, Small Business

Why Change Is so Hard—I Finally Figured It Out

Change your strategy and knock out your competition. Why do so many salespeople refuse to learn new prospecting strategies or to change tactics that aren’t working? It seems so obvious to me that change is good. In fact, it’s the only way to grow and excel. And why wouldn’t salespeople follow the path to the […]

Feb, 06 2014 | Enterprise, Referral Sales, Sales Leadership, Small Business

Message to Management: Why Your Sales Reps Can’t Close

Does your sales team know how to have a business conversation? You’d be surprised who IT firms are now hiring for sales and consulting positions—people with hospitality and restaurant backgrounds. Why? Because they know how to talk to people. They know how to engage in conversation, be polite yet firm, smile, and let the bad […]

Feb, 04 2014 | Enterprise, Referral Sales, Sales Leadership, Small Business

Understanding Your Customers Is Not a Crap Shoot

If you don’t know your customers, you’re not doing your job. As salespeople, it’s our job to ensure customers get the correct solutions for their business challenges—so that they keep buying from us and referring us to other great clients. But in order to serve our clients properly, we must actually get to know them—not […]