Articles

Jun, 30 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

[Missed Connections] Referral Selling Insights from June

Here’s what you might have missed from No More Cold Calling this month. The year is now halfway over. If your sales reps aren’t on target to make or exceed quota, and aren’t getting meetings at the right level, now is the time to switch tactics … before it’s too late. Are your sales reps […]

Jun, 23 2016 | Sales Leadership, Salespeople, Women in Sales

How Women in Sales Boost the Bottom Line

Women in Sales

Wake up call for sales leaders: If you don’t have enough saleswomen on your team, you’re at a disadvantage. Women are just plain naturals at selling. Saleswomen have the skills and grit it takes to be top-tier performers because success in sales is about building and nurturing relationships. Women get that. We are hardwired to […]

Jun, 16 2016 | Referral Sales, Referrals, Sales Leadership, Salespeople

Kevin Bacon and a Unique Way to Crush Lead Generation

Your referral network is larger than you realize. Have you ever played the game, “6 Degrees of Kevin Bacon”? Or perhaps seen the Kevin Bacon Visa Check Card ad from 2002? The concept is simple: We’re all connected … sometimes in the most absurd and unbelievable ways. Finding those connections is key to lead generation […]

Jun, 09 2016 | Referral Sales, Referrals, Sales Leadership, Salespeople

The Most Effective Sales Strategies Aren’t Digital

How can your sales team sell if they’re “not there?” “There’s nothing like meeting people in person.” That’s definitely my belief, but I was stunned to hear these words uttered by a Millennial. We’ve all heard they are tethered to their devices. But my meeting with him (like so many meetings I’ve had) proved that […]

Jun, 02 2016 | Referral Sales, Referrals, Sales Leadership, Salespeople

How to Actually Unclog Your Sales Pipeline

You can’t choose your family, but you can choose your clients. You see the warning signs a mile away—prospects who push you on price, threaten to take their business to your competitors, make unreasonable demands, don’t return phone calls, masquerade as decision-makers when they have no real buying authority. Yet, they expect fast, complete, and […]