Articles

Jun, 30 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

[Message to Management]: Read This Before You Fire Your Sales Executive

Are sales leaders getting the pink slip before they have time to prove their worth? “My CEO just fired his VP of sales in Europe.” “Jim left because our company grew beyond his capabilities.” (Translation: He was fired.) We hear these types of comments all the time, usually followed by, “It’s tough to find a […]

Jun, 25 2015 | Newsletter

[Missed Connections]: June Referral-Selling Insights

Are you one of the 58.1 percent who haven’t adopted referral selling? Is capturing new accounts your greatest sales challenge? According to CSO Insights’ 2015 Sales Performance Optimization study—a survey of more than 1,000 companies—58.1 percent of sales leaders say it’s their top objective this year. Growing market share is the life blood of most […]

Jun, 18 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business, Women in Sales

How to Get More Referrals Now

Are out-of-date prospecting systems holding you back? “I’ve been hearing wonderful things about you.” Don’t you love hearing that? Now imagine a sales world where you only meet with clients who want to meet with you—a world where you never have to cold call, send prospecting letters, pester strangers on social media, or entice clients […]

Jun, 16 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Want a 74% Chance of Winning a Sale?

Before you can change the status quo, you must understand it. I don’t want clients to just buy from me, and I don’t think you do either. Heresy? Nope. Just good business. In B2B sales, customers buy more than just our products and services. They buy our ideas—our visions for scaling their businesses and improving […]

Jun, 11 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

[Message to Management]: What Is Your Sales Team Doing RIGHT?

Sales coaching expert Keith Rosen explains why managers should coach to win. Your manager compliments you on a sales call or for nailing a big contract. You want to bask in your glory for a few moments, but you know the next sentence out of your manager’s mouth will start with but—as in, “But why […]

Jun, 09 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Cold Call, Root Canal, or Abstinence—You Pick

What do salespeople dread most? Would you rather give up sex for one month or make cold calls for a week? According to a 2010 survey of 1,226 salespeople, most would choose abstinence. The only activity they deemed worse than cold calling was getting a root canal. No one should have to do a job […]

Jun, 04 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Are Referrals Your Priority … or an Afterthought?

If referrals are gold, why do salespeople settle for bronze? Want predictable revenue? Don’t just tell your reps to ask for referrals. For your team to make referrals happen, you have to show them how. You need a systematic, disciplined referral-selling strategy that includes goals, metrics, and accountability for results. Once you commit to referral […]

Jun, 02 2015 | Enterprise, Referral Sales, Sales Leadership, Salespeople, Small Business

Are You the Only One in the Room Who Knows the Answer?

Your Referral Sources aren’t mind readers. You wouldn’t socialize in a dark room, so why keep your clients and colleagues in the dark? You know who your Ideal Client is, but your customers, colleagues, and friends might not … unless you tell them. Want referrals to exactly the types of clients you want to meet—those […]