Articles

Jul, 30 2015 | Newsletter

[Missed Connections]: July Referral-Selling Insights

Here’s what you might have missed from No More Cold Calling this month. A beach, a ball, an ocean, a lake, a pool … that’s all kids need for a great summer vacation. That’s all adults really need as well. But we don’t make time to relax, unwind, enjoy ourselves, or just have some alone […]

Jul, 28 2015 | Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

Wondering How to Grow Sales? Create Time to Think

You’ll never get your next great idea without a quiet space to innovate. How do techies come up with such innovative ideas? Steve Jobs did it with the iPhone, and Elon Musk did it with Tesla. Reed Hastings did it with Netflix, Mark Zuckerberg with Facebook, and Elizabeth Holmes with Theranos. Every day we read […]

Jul, 23 2015 | Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

Too Busy to Get Referrals?

Even when your plate is full, you’ve still got to eat. “I was so busy this week, I neglected to prospect.” That’s what I heard from Jeff, a frustrated salesperson. But I didn’t let Jeff get away with this lame excuse. What else was he doing that was more important? You know the answer to […]

Jul, 21 2015 | Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

On Vacation? Increasing Sales Can Wait Till You Get Back

Next time you take vacation, give your Inbox a break too. Earlier this summer, I spent two weeks overseas without checking email. How could I possibly afford that luxury? As a small business owner, increasing sales and staying connected to my clients are top priorities. My team can keep the business running smoothly in my […]

Jul, 16 2015 | Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

Are Referral Leads Waiting in Your Inbox?

The fortune is in your follow-up. Salespeople and comedians have something in common: More often than not, success comes down to timing. Sometimes we get lucky. We’re in the right place at the right time and meet the perfect prospect. Other times prospects read content we’ve posted, and our phones ring off the hook. You […]

Jul, 14 2015 | Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

“Sales Management” Is Not a Dirty Word

Great sales leaders must also be great managers. Remember when the phone was ringing off the hook and companies hired anyone who could fog a mirror? No one had time to prospect, because they couldn’t keep up with the business coming in every day. Then the recession hit. Oops. These new hires (more order-takers than […]

Jul, 09 2015 | Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

Business to Business Sales Reps Shouldn’t Cave on Price

Can your buyers afford NOT to work with you? Jane was a senior vice president with a premier global company. She always brought in the best resources to work with her executives—consultants and speakers who were the highest profile and most respected in their fields. Yet, when Arlene sent Jane a proposal for a special […]

Jul, 07 2015 | Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

Referral Networks: The Missing Ingredient in Your Marketing Best Practices

Guest blogger Ken Thoreson tells how to grow your referral networks. I drove 90 minutes in traffic to attend a networking event. I’d only been home from vacation for a week and was still fighting jet lag, but the walls were closing in on me. I had to get out, connect with new people, and […]

Jul, 02 2015 | Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

Want to Choose Your Clients? Get Referrals

When you cast a wide net, you end up catching PITAs. You can pick your friends, but you can’t pick your family. That’s a well-worn saying. My variation: You can’t pick your family, but you can pick your clients. Ideal Clients rock! They value what we offer, communicate well, are forward thinking and reasonable, have […]