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Apr, 29 2019 | B2B, Business Development, Newsletter, Referral Sales, Sales Leadership, Social Selling

Even in B2B, Customer Experience Defines You (April Referral Selling Insights)

Do your clients want more from you? Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? I’m not. We all want a stellar customer experience, and we’re pissed when we don’t get it. B2B customers are just louder about it. Everyone complains […]

Apr, 25 2019 | Newsletter, Sales Leadership

Surprise! All Intuition Isn’t the Same

intuition, sales, referral sales

Making sense is systematic and sequential, and intuition is the opposite. It’s a feeling. Everyone has intuition, but what distinguishes intuitive people is that they listen to, rather than ignore, the guidance of their gut feelings.

Apr, 18 2019 | Sales Leadership, Uncategorized

Why Customer Experience Should Be Top of Mind for Sales Leaders

customer experience, referrals, customer satisfaction

In her presentation, “Customer Experience Is the New Battleground,” Tiffani told us customers will remember the experience they had with a brand (or person) much longer than the price they paid. My favorite quote from the presentation: “We need to get to the future before our customers do and welcome them when they arrive.”

Apr, 11 2019 | Newsletter, Sales Leadership

Leaders Without Moral Courage Let Their Employees Down

business ethics, moral courage, ethical leadership

Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy…really happy. All of that’s tough to achieve today, especially if our managers are constantly pushing us to do more, to work later, and to be available around the clock.

Apr, 04 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

Stop Overlooking This if You Really Want Qualified Leads

Watch out for the gap in your referral business! It’s an epidemic. Every sales exec says they need more leads in the pipe. That’s a prospecting problem that hasn’t changed in decades and won’t anytime soon. What these sales execs don’t say is they need more qualified leads. Why do they always leave out the word […]

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