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Jun, 26 2014 | Referral Sales

Stop Spamming People

Get over it. They don’t want to talk to you. How many unsolicited emails do you get each day? Today I received 25 … before 10:00 a.m. Guess how many I opened? Not a single one. I’m not interested in student loan assistance, Russian beauties, light therapy for depression, surveys, blood pressure solutions, cat food […]

Jun, 24 2014 | Referral Sales

Stop Throwing Away Good Business

Are you wasting referral opportunities? When you’re looking for a new accountant, marketing firm, lawyer, technology solution, bank, or even hair stylist, I bet you don’t just pick one at random. Sure, you do a little Internet research. But you also ask people you trust who they trust. You ask them for a referral. Most […]

Jun, 19 2014 | Referral Sales, Sales Leadership

Get the Gatekeeper on Your Side

The gatekeepers are onto your tricks. Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and pitch to the person who’s actually in charge? Of course you would. So why are you still cold calling? Newsflash: 90 percent of CEOs do not respond to […]

Jun, 17 2014 | Referral Sales, Sales Leadership

Stop Getting Distracted, Start Getting Productive

If you’re being pulled in too many directions, then you’re not on course for sales success. Distractions come at us at warp speed in this multi-screen, technology-driven world. And it’s easy to let those distractions eat up valuable business hours. But success in sales means actually selling, so anything that doesn’t contribute to business development […]

Jun, 12 2014 | Referral Sales, Sales Leadership

[Sales Alchemy]: Turning a “No” Into a “Yes”

Overcome the objections that usually stop you in your tracks. “Every objection can be anticipated.” That’s a wise observation from an astute manager I worked for early on in my sales career. His second observation was even more memorable: “Prepare a response for every objection.” Some people say objections just mean buyers are interested. Others […]

Jun, 10 2014 | Referral Sales, Sales Leadership

Don’t Let Your Smart Phone Make You Look Stupid

Smart salespeople never bring their phones into meetings. Is your smart phone ruining your relationships? If so, there’s a good chance it’s also killing your sales career. If you’re bringing too much technology to client meetings, then you need to smarten up, or you may find yourself with a lot more time to check your […]

Jun, 05 2014 | Referral Sales, Sales Leadership

[Message to Management]: It’s Not Your Problem

Don’t get sucked into solving all of your team’s challenges. “Don’t come to me with a problem; come with a solution.” How many times have we all heard that throughout our sales careers? If you’re the boss, you’ve probably said it too. I’m sure I’ve given directives like this—sometimes without laying the groundwork for problem-solving […]

Jun, 03 2014 | Referral Sales, Sales Leadership

Do You Have Technology Tunnel Vision?

If you’re always looking at a screen, you’re missing out on your life. How many friends do you have? Not online “friends.” I mean real friends—people you truly care about and who are actually part of your life, not just your social networks. Technology addiction is running rampant in today’s society. We spend more time […]

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