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Mar, 27 2014 | Referral Sales

Is Your “A List” Too Big?

If you don’t have time to talk to all of your top clients, you might have too many. The senior vice president of a major bank recently told me that his team reaches out to their clients once a year. “Each of my reps has 250 clients,” he explained. “They can’t possibly talk to all […]

Mar, 25 2014 | Referral Sales, Sales Leadership

Message to Management: Are You Losing Your Top Talent?

If your sales reps are overwhelmed, they might decide the job’s not worth the stress. The job of sales reps is to sell—to maintain strong sales pipelines and spend their time talking to clients. When you force them to spend hours entering data, coaching new hires, and attending long, boring meetings, they’ll leave. More than […]

Mar, 21 2014 | Referral Sales

Black’s Friday Bulletin: Is Your Job Worth Killing For?

No sale is this important. “This is the most important blog post I’ve ever written. It’s about what happened exactly one year ago today. Please read it and share it with others.” This was the introduction to a heart-wrenching blog post by Jill Konrath on the devastation, grief, loss, and shame caused by texting while […]

Mar, 20 2014 | Referral Sales, Sales Leadership

Train My Salespeople … Really?

Think sales training is unnecessary? New research says you’re wrong. Sales execs expect to hire the best, brightest, and most connected salespeople they can find—reps who will hit the ground running and bring in big deals in record time. The idea is that companies can increase sales effectiveness by simply hiring the right people in […]

Mar, 18 2014 | Referral Sales, Sales Leadership

Look Your Customers in the Eye

Eye contact can make or break your sales effectiveness. You only need 20 seconds. That’s all it takes for people to connect with you through eye contact—to engage with you, deem you trustworthy, and decide you’re worth getting to know. Stop staring at your phone while neglecting the people around you. Unfortunately, it’s become acceptable […]

Mar, 13 2014 | Referral Sales, Sales Leadership

Message to Management: The No-Cost Way to Improve Your Sales Team … NOW!

The best way to motivate your sales reps is to believe in them. Sales managers can wreck a sales career or launch it. They can motivate reps who seem hopeless or derail the efforts of rising sales stars. Rene Zamora, a sales management thought leader and this month’s guest blogger, has a unique perspective. He […]

Mar, 11 2014 | Referral Sales, Sales Leadership

Mark Zuckerberg Redefines Value

Do you have $19 billion? In the sales world, we equate value with ROI. Not so for Facebook CEO Mark Zuckerberg, who just acquired WhatsApp for $19 billion. He was thinking way bigger. A New Value Proposition This deal can’t be judged by the same standards as typical Wall Street mergers and acquisitions. It’s not […]

Mar, 06 2014 | Referral Sales

National Day of Unplugging Begins March 7

Put away your toys and really connect with the people who matter. Technology provides all sorts of ways to connect with clients, prospects, and referral sources—as well as with our families and friends. But no method of communicating is as impactful, truthful, or engaging as a real, live, face-to-face conversation. The problem is that we […]

Mar, 04 2014 | Referral Sales, Sales Leadership

Inertia—Your Biggest Competitor

What do you do when prospects aren’t ready to move forward? Does this sound familiar? You connect with a hot prospect, have several conversations, forge a solid relationship, identify next steps, and even schedule a specific time to talk. It’s all going so well. Then nothing …  Radio silence: You know, when a prospect doesn’t […]

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