Articles

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

[Missed Connections]: November Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. Winter is right around the bend, and while the colder temperatures might be a welcome change of pace for some, cold calls are still the bane of every salesperson’s existence. End the year with a bang using the only prospecting strategy that […]

Nov, 20 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

You Don’t Have to Be a Millennial to Top the Social Media Charts

Boomers can’t afford to let Gen Y have the social selling advantage. As a Boomer, I will never use technology like a Millennial. I didn’t grow up with a cell phone as an appendage. But I still manage to leverage technology (very successfully) in my sales process. There’s a common misconception that people born before […]

Nov, 18 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

What Salespeople Can Learn from Sandcastles

When deals don’t go your way, dust yourself off and go in search of the next one. Remember the sandcastles you built as a child? When you were just getting started, you used wet sand and buckets. But as you got better at building them, they became larger and more complicated. It wasn’t long before […]

Nov, 13 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

[Message to Management]: How Much Time Should You Spend with Direct Reports?

Guest blogger Tris Brown shares some surprising data about how much time sales leaders should spend actually leading. Not too long ago, new sales recruits were given a desk, a phone, a phonebook, an overview of benefits, and instructions for how to complete time sheets. Then they were told to get to it. The process […]

Nov, 11 2014 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Why You Can’t Automate High-Stakes Selling

What’s the one thing computers will never do better than salespeople? Computers do many things more effectively and efficiently than humans can, but outside of a few terrifying science-fiction movies, there’s still one thing they can’t do: think for themselves. Yes, I know a computer named Watson won the Jeopardy challenge in 2011. But thinking […]

Nov, 06 2014 | Referral Sales, Sales Leadership, Salespeople, Small Business

[Webinar] Generation Huh? Why Social Sellers Need to Focus on Relationships, Not Networks

Join me for a Top Sales World webinar you won’t want to miss. Social selling isn’t a new concept. Sales has always been social. It’s just that some of the tools have changed in the digital age. But too many salespeople forget it’s the quality of your relationships, and not the quantity of your connections, […]

Nov, 04 2014 | Referral Sales, Sales Leadership, Salespeople, Small Business

Do You Believe Everything You Hear? Challenging the 57% Myth

Don’t buy into the hype. Your clients still need you. Between 57 and 87 percent of the buying process is complete before a buyer ever contacts a company—at least that’s the case if you believe the widely quoted but ill-advised statistics floating around sales circles. Busting a Bad Myth Bob Apollo gives us the facts […]