Home » Sales Articles » Archives for February 2018

Articles

Feb, 25 2018 | Referral Sales

Why Is It So Hard to Ask for a Referral? [February Referral Selling Insights]

It’s noisy out there. Getting meetings with decision-makers is a struggle, and we all look alike to our buyers. A referral introduction guarantees you score almost every meeting in one call, and you convert prospects to clients well more than 50 percent of the time. Yet, unless yours is among the 5 percent of sales […]

Feb, 22 2018 | Referral Sales

How Asking for Referrals Delivers the Customer Experience

Your product doesn’t matter, your customer does. Sometimes other people communicate our message better than we do. They add a twist, a new insight, different phrasing, and a unique perspective. That’s what happened last year when I spoke about asking for referrals at the Sales Masterminds Australasia event in Sydney, Australia. The room was packed […]

Feb, 08 2018 | Lead Generation, Sales Leadership

Does Sales Lead Generation Really Require a College Degree?

Street smarts or book smarts—which is better for sales? We only hired college graduates, or so I thought. So, when the president of my company hired a Sales VP without a degree, I challenged him. He said that Craig, the new VP, had the sales leadership experience we needed, and that a degree, in this […]

Scroll Up