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May, 28 2015 | Newsletter

[Missed Connections]: May Referral-Selling Insights

Where in the world are you? (I’m in Croatia.) Once upon a time, salespeople only sold to their assigned zip codes. But in today’s global economy, most of us need to branch out. Social media can help us make new connections—across the country or even around the globe—but then it’s up to us to take […]

May, 26 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

[Warning] The Internet Is Giving Salespeople Tunnel Vision

Has customized communication gone too far? Personalization is the key to delivering a great customer experience. Sales and marketing professionals know this, and it’s exactly what we strive to deliver for our customers—tailored, relevant content they want to see. But consider the flip-side: As consumers, we’re only getting customized, relevant content—from news organizations, social media, […]

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

The Best Salespeople I Know Are Women

Men tell me this all the time, but many sales women still don’t know their value. “Men don’t listen.” Ever heard that one, guys? Women often complain that men don’t listen at work, and they certainly don’t listen at home. I’ve only recently begun to understand why. The reasons are founded in brain research. Boy, […]

May, 21 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

[Message to Management]: Are Your Sales Metrics Messed Up?

Set metrics around sales activities you can measure and coach. “Revenue is the only metric that matters.” Somebody actually wrote that in a recent blog post. If that’s how this person manages his team, I’m glad I’m not one of his reps. Sure, revenue is our goal in sales. Beating our numbers is our passion, […]

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

Something in Common: The Key to Connecting with Your Sales Prospects

Your birthday, favorite sports team, or hometown could help you seal the deal. My birthday is January 19. When is yours? There’s always a feeling of amazement and connection when we learn someone else has the same birthday. This automatically opens up conversations about where we were born, what years we were born (not telling […]

May, 14 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Want to Score? Take Your Foot Off First

If you don’t ask, you don’t get. The lights dimmed. You could feel the anticipation in the room as everyone waited for the Master of Ceremonies to announce the salesperson of the year. All the company’s top executives were in attendance, along with the global salesforce and sales support team. When Jennifer’s name was announced, […]

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

Is Your Sales Team on the Brink of Disaster?

Gartner’s Tiffani Bova identifies three dangers looming over modern sales organizations. Life throws a lot of curve balls—both good and bad. Car accidents and natural disasters are every bit as unpredictable as winning the lottery or finally meeting your soul mate. What is predictable is the challenges sales organizations face. Sales organizations are finding it […]

May, 07 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Want the Inside Track on Your Prospects?

Get ready to catch the Referral Spirit. I was surprised when Max reached out to me for help. An old friend and the president of a successful company, Max had grown his business year over year for 20 years, and 98 percent of his clients came from referrals. Obviously, he already had referral selling down […]

May, 04 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business, Women in Sales

What Every Sales Woman Should Know [Webcast from No More Cold Calling and Salesforce.com]

Salesforce.com heard about my new presentation, “Big Deals and High Heels: Why Women Are Naturals at Selling,” and invited me to co-host a webcast with Jamie Domenici, Salesforce’s vice president of marketing. The webcast is this Thursday, May 7, at 11:00 a.m. Pacific. Register here. (If you can’t attend live, register anyway, and we’ll send […]

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