Articles

Dec, 27 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

[Missed Connections]: Referral Selling Insights from December

Here’s what you might have missed from No More Cold Calling this month. “The most powerful tool in my sales toolbox is me.” Sound arrogant? Not really. Think about it. Technology takes you just so far. People buy from us because we’ve built strong relationships with them, because they trust us, because they like us. […]

Dec, 22 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

No Stupid Smartphone Needed for Effective Sales Techniques

Modern salespeople need a regular digital detox. We know we should turn off all electronics at least one hour before going to bed if we want a good night’s sleep. We know we should put that darned phone away when we get home so we can spend time with our families, and that we should […]

Dec, 17 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

4 Secrets to the One-Call Meeting: Your Powerful Referral Program

Is your team tired of cold calling? Some people say it takes seven to 12 touches for sales reps to reach their prospects. Is that how you want your team spending their time? The #1 challenge sales reps face is getting to decision-makers quickly. Seven to 12 touches doesn’t cut it. But when sales organizations […]

Dec, 11 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

12 Habits for Sales Leaders to Adopt

Do you have what it takes to lead your sales team to success? What separates great sales leaders from mediocre ones? Here’s a hint: It’s not what they read, do, or say that makes the biggest difference. It’s who they are.  This is what I took away from Dr. Travis Bradberry’s fantastic Entrepreneur article, “12 […]

Dec, 03 2015 | Associations, Enterprise, Referrals, Sales Leadership, Salespeople, Small Business

How to Stop Sales Reps from Actually Derailing Your Referral Marketing

Your company’s fortune is in the sales team’s follow-up. Ask a great comedian the secret to his success, and chances are, he’ll say “timing.” The same is true for a great salesperson. But like punch lines, referral marketing efforts fall short without the proper follow through. In sales, timing is a funny thing. We never […]