Articles

Mar, 31 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople

Does Your Company Need a Chief Customer Officer?

If customer relationships aren’t front and center in your organization, it might be time to expand the C-suite. In the race to win customers, it’s “all hands on deck.” Rush, rush, rush … keep those leads coming in … drip, drip, drip … nurture prospects and accelerate the buying process. Sound familiar? This is the […]

Mar, 26 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business, Women in Sales

[Missed Connections] March Referral Selling Insights

Things you need to know—but might have missed—from No More Cold Calling this month. Do you know what it takes to build a business based on referrals? Do you know how to ask for referrals in a way that gets results? Or how to nurture your network so referrals keep pouring in? These aren’t trick […]

Mar, 24 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Face-to-Face Meetings Are Back in Style

Susan RoAne explains why in-person connections matter just as much as ever. Sometimes you get a few chapters into a business book and wonder why you are still bothering to turn the pages. Other times you feed voraciously on every word, paragraph, and chapter. Not only has the writer engaged you with stories and examples, but […]

Mar, 19 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

What I Learned from Getting Fired

Create a fulfillment mindset for your prospects. Did you ever get fired because you lost a deal? I did. I’ve never shared this before…publicly. I was so close to nailing a million-dollar deal—something no one in my company had ever done. My company was one of 12 vendors under active consideration. And I pulled out […]

Mar, 17 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Inside Sales: Listen Up!

A new ebook from InsideSales.com tells how to turn cold calls into hot leads with referral selling. You really can stop cold calling. Well, you could—if only your manager would let you. If only you weren’t graded on the number of dials you made or restricted from spending too much time on the phone with […]

Mar, 12 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

[Message to Management]: Don’t Confuse Sales Activity with Lasting Change

Here’s how to implement real change in your sales organization. Why do so many salespeople refuse to learn new prospecting strategies or to change sales tactics that aren’t working? Change is the only way to grow and excel. And why wouldn’t salespeople follow the path to the highest commissions, the fastest closes, the best meetings, […]

Mar, 10 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business, Women in Sales

Girl Power—Men with Daughters Get It

How do you ensure the young women in your life get the equal opportunities they deserve? Gender equity is not just a girl thing. Women have important contributions to make and powerful perspectives to share. Smart leaders know that diversity of thinking fuels growth, and they claim it’s a priority. But the numbers reveal the […]

Mar, 05 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

4 Ways Salespeople Get Social Networking Wrong

Forget about social selling and focus on social engagement. “Aren’t you afraid clients won’t need you?” That’s what a shocked colleague asked when I told him I was including my entire referral process in my first book, No More Cold Calling. Yes, I was giving everything away—my content, my best ideas, and a process that […]

Mar, 03 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Are You Unplugging Today?

The National Day of Unplugging starts Friday. Are you up to the challenge? How the heck did we communicate before cellphones? Boomers and Gen Xers remember a time before mobile devices, emails, or even fax machines. Some still remember party lines and the exorbitant cost of long-distance calls. So how did we communicate? We wrote […]