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Jan, 29 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

3 Overlooked Productivity Tips for Sales Reps

Does your team spend enough time with your customers? It’s always about time, isn’t it? We have a choice how we spend it. We can waste hours immersed in social media, sending emails, and surfing the web. Sounds like fun, but it’s not the way to excel in sales. Most of the time, it’s a […]

Jan, 21 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

How to Score More Sales Leads: Don’t Believe the Buyer 2.0 Myths

Do your sales reps really prospect based on fairy tales? A long time ago, in a galaxy far, far away … Well, you know the ending to that famous story. You also know it’s just a myth, a fable, a legend. It’s entertaining, but not real. Fictional stories belong in books, movies, or in the […]

Jan, 14 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Social Selling

A Social Media Connection Is Not a Sales Lead

Are your sales reps clueless about how social selling really works? Sales reps abuse social media to the extent that I typically delete more LinkedIn invitations than I accept. They invite person after person to connect using the same old standard invitation, and then immediately blast sales pitches to anyone who accepts. This bad behavior […]

Jan, 07 2016 | Enterprise, Referrals, Sales Leadership, Salespeople

Why Should the CEO Actually Lead a Referral Program?

Sales responsibility starts at the top. Ernest, CEO of a CRM company, had sales all figured out … or so he thought. He’d implemented a “perfect” sales process, which he explained to me in detail. He even drew a chart with circles and arrows for each step. Ernest recognized he had a problem: He lacked […]

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