Articles

Jan, 29 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business, Women in Sales

[Missed Connections] January Referral Selling Insights

Things you need to know from No More Cold Calling. Oh, how quickly the “New Year” simply becomes “the year.” Now that the parties are over, many sales reps are coming to the realization that last year’s bonus means diddlysquat when staring at a quota reset to zero sales. Sure, you’ve still got 11 months […]

Jan, 27 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

How to Avoid the Trash Folder

If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted. Every day more than 20 unsolicited emails come into my Inbox. Most ask me to buy lists of Salesforce, Oracle, or Sage users. Then there’s the real junk—offers for burial insurance, introductions to Russian beauties, discounts on Viagra, […]

Jan, 22 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business, Women in Sales

Big Deals and High Heels™: Why Women Are Naturals at Selling

Women do things a little differently than men. And that’s a good thing in sales. Men still outnumber women in the upper echelons of sales. But that’s changing quickly. Success in sales is about building and nurturing relationships. And women are natural networkers and conversationalists! Sometimes we’re hesitant to ask for help, but at the […]

Jan, 20 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

4 Steps to Make Your Sales Life Easier

LinkedIn’s Koka Sexton shares four no-sweat solutions for increasing sales productivity. You’ve got your head down, drafting a proposal or implementing a complex solution with a client. You’re firing on all cylinders, while still trying to make time for sleep and maybe even a little exercise. Business is booming, and the adrenaline is coursing through […]

Jan, 15 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

How to Win the Sale Before Winning the Order

Guest blogger Andy Paul shares success secrets for every step of your prospects’ buying process. “How you sell is more important than what you sell.” “How is not about style, but is about substance: how you follow up sales leads, how you ask the questions that define the customer’s requirements, how responsive you are to […]

Jan, 13 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

[Message to Management:] Stop Babysitting, Start Coaching

You’ll never have time to coach your team if you’re doing their jobs for them. Coach your salespeople. Are you tired of hearing that message over and over again? Maybe you don’t have coaching skills. Maybe you figure you hired top reps, so they should be able to succeed on their own. Or maybe you […]

Jan, 08 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Forget the Shiny Toys and Wondrous Bobbles

Don’t let technology wreck your sales pipeline. The dinner table debate between me (a Boomer) and my son-in-law (a Gen Xer) went like this… Boomer:  It’s amazing how companies develop products that people didn’t know they needed. Fitbit is just the latest gadget that’s suddenly become trendy, and even a fashion statement. They come in […]

Jan, 06 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Happy New Year—You’re the Best

Thanks to readers like you, 2014 was a great year. I recently told a colleague that I’m not currently mentoring anyone. She immediately corrected me and said, “Joanne, we mentor everyone by the words we write.” I had never thought about it that way. But when I took the time to review all the great […]