Referral-Selling Articles

  • How Women in Sales Boost the Bottom Line

    RZPostWake 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 be nurturers, connectors, and collaborators—all traits that make for great salespeople.

    Yet, many sales leaders are not hiring enough women in sales, or providing support and guidelines for their careers. Why? All things being

  • Kevin Bacon and a Unique Way to Crush Lead Generation

    2000px-Six_degrees_of_separation.svgYour 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 and getting referrals.

    “Six Degrees of Separation” is a theory posited by psychologist Stanley Milgram in a 1967

  • The Most Effective Sales Strategies Aren’t Digital

    canstockphoto35922788How 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 when we’re in another person’s physical presence, we connect in ways that just aren’t possible via email, text, or tweets.

    Human beings instinctively know how to connect with others. We share stories, read facial expressions, use

  • How to Actually Unclog Your Sales Pipeline

    pipelineYou 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 reliable delivery of your service.

    These are the “pain in the ass” (PITA) prospects in your sales pipeline. And if you’re not careful, they could easily become PITA clients.

    PITA customers are never happy. They drain your energy, test

  • [Missed Connections] Referral Selling Insights from May

    Cold CallingHere’s what you might have missed from No More Cold Calling this month.

    I didn’t really know anyone, except through social media. We’d shared content, commented on each other’s posts, and corresponded a few times. But I didn’t expect the reaction I got when I met more than 24 of my social media connections this month in London at the Sales Innovation Expo.

    It was like we’d known each other for years. We didn’t just shake hands and say hello. There were hugs

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