Articles

Aug, 27 2015 | Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

[Missed Connections]: August Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. Oh, how I love summer! I usually wish it could go on forever and I’m always sad to see it go. But this year I can’t wait for September, when I’ll have the opportunity to attend and speak at Dreamforce ‘15. Dreamforce—Salesforce’s […]

Aug, 25 2015 | Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

Don’t Confuse Recommendations with Referral Leads

Just because clients are willing to refer you doesn’t mean they will. “Turn 70 percent of your prospects into customers.” That statement got my attention—not just because it sounded too easy, but because I wasn’t sure where the data came from or how accurate it was. Sure, referral leads are top-notch, but they don’t just […]

Aug, 20 2015 | Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

Think your team has a “closing” problem? Think again. How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close is never the real problem. Never. That’s just the symptom. The problem is that sales reps neglect important activities during early […]

Aug, 18 2015 | Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

[Message to Management]: Why Your Top Sales Rep Will Leave You Soon

Stop ignoring your rainmakers. Max had just given notice, and Melissa was beyond furious. Max was her top sales rep—the one with the best customer relationships, the most closed business, and the largest pipeline. Melissa couldn’t afford to lose him, but she’d missed plenty of opportunities to keep him. Max was a bit of a […]

Aug, 13 2015 | Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

Don’t Confuse “Target Market” with “Ideal Client”

Sales and marketing play different roles in lead generation. It’s not marketing’s job to identify and nurture your ideal clients, or to convert them into qualified prospects. Your marketing colleagues can certainly help. They have already identified the company’s target markets, which is half the battle. But within that targeted group is a smaller, much […]

Aug, 11 2015 | Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

Why the Best Sales Techniques Won’t Win You Clients (Here’s What Will)

Without strong relationships, your sales career is DOA. Salespeople are asking the wrong questions: What are the best sales techniques? What tech tools will help me generate hot leads and land new clients? It’s not what will help you win clients; it’s who.  The answer is you. Yes, you are the very best tool in […]

Aug, 06 2015 | Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

Does “Call Reluctance” Prevent You from Asking for Referrals?

What are salespeople so afraid of? “I think I’ve told you before that I have a mild-to-moderate case of call reluctance.  Even warm opportunities I’m following up on create anxiety.” I was a little surprised to receive this email from Sam, a sales and marketing pro with years of experience. In theory, someone who talks […]

Aug, 04 2015 | Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

[Message to Management]: What a Winning Sales Team Does Differently

To attract and retain talented salespeople, build an environment where winners can thrive. I hung up the phone and barged into my manager’s office. Without any explanation, I announced, “Get out the suntan lotion.” He looked puzzled for a minute, and then a huge smile spread across his face. He got up from his desk, […]