Home » Sales Articles » Archives for September 2014


Sep, 30 2014 | Referral Sales, Sales Leadership

Cavemen Would Have Been Great Salespeople

What can we learn from our ancestors about connecting with prospects and clients? A 27-year-old told me, “There’s nothing like meeting face to face.” I was stunned, because we’ve all heard that Millennials are tethered to their devices. But my meeting with him (like so many meetings I’ve had) proved that when we’re in another […]

Sep, 25 2014 | Referral Sales, Sales Leadership

6 Ways to Beat Lower-Priced Competitors

Don’t discount. Differentiate. There’s an old saying: “Good, fast, cheap—pick two.” If you want a top-notch product fast, you’ll need to pay more. Want your package overnight? Pay more. Want your package by 10:00 a.m.? Pay more. The same principles hold true in B2B sales, but customers don’t instinctively get the message. It’s their job […]

Sep, 23 2014 | Referral Sales, Sales Leadership

Don’t Be One of “Those” People

Nurture your network or lose it. We all know “those” people—the ones who only reach out when they want something. The people who drop off the face of the earth until they need a referral or want an introduction to someone in your network. After a while, don’t you find yourself thinking, “What have you […]

Sep, 18 2014 | Referral Sales, Sales Leadership

Forget Social Selling, Try Social Engagement

A new research study unlocks the key to using social media for sales. Social engagement.  Is it just another term to check off your buzzword bingo card at your next sales meeting? Not really. It simply means having robust conversations, exchanging ideas, providing insights, and sharing expertise—whether we’re online, on the phone, or meeting in […]

Sep, 16 2014 | Referral Sales, Sales Leadership

Are You Stuck in a Revolving Door?

It’s time to end the eternal workweek. If you took a vacation this summer, how did you spend it? Did you actually unplug from work and enjoy yourself? If you’re like most Americans, while you were playing with your kids or laughing with your spouse, there was a little voice in your head whispering, “Check […]

Sep, 11 2014 | Referral Sales, Sales Leadership

Around the World in 80 Minutes: No Passport Required

Social selling exposes your business to a world of opportunity. A Brit writes to me on social media and wants to discuss referral selling. An Aussie reaches out to confirm his understanding of American prospecting practices. (There really isn’t such a thing, but we try.) A Chinese woman connects with me on LinkedIn and then […]

Sep, 09 2014 | Referral Sales, Sales Leadership

PowerPoint Is Killing Your Sales Presentations

Strip away the tech to increase sales effectiveness. I used to add long columns of numbers once, and I was always correct. I never had to add backwards or have someone else check my math. To this day, I can still look at numbers and ascertain whether they have the correct number of zeros at […]

Sep, 04 2014 | Referral Sales, Sales Leadership

[Message to Management]: 14 Things Top Sales Managers Do

The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Probably not as often as they should. Under constant pressure to deliver sales, they focus on reports and not on the critical sales activities that generate revenue. […]

Sep, 02 2014 | Referral Sales, Sales Leadership

Say Goodbye to Bad Business

Some customers just aren’t worth the headache. Sam kept me waiting for 30 minutes. When we finally met, he was anything but pleasant. I should have trusted my gut and walked away. But I didn’t. I’m a pro. I can deal with anyone. Or at least that’s what I was thinking. However, when he demanded […]

Scroll Up