Referral-Selling Articles

  • Why a Good Economy Can Be Bad for Sales Teams

    sales teamsA strong stock market often makes salespeople lazy.

    Will the Dow Jones index hit 20,000?

    That’s the question I asked myself as we welcomed in 2017. I remembered when it first hit 10,000 in 1999 and then continued to rise. And I remembered early 2009, when it dropped by more than 6,000 points. That’s the thing about the economy. It goes up and down.

    Now that the Dow has hit 20,000, more questions arise, including the one we’d rather not think about: Is our current year-over-year, month-over-month rise doomed to repeat 2008 and

  • What Is the Most Effective of Account-Based Sales Strategies?

    Hint: It has nothing to do with digital. 

    At least 67 percent of the buying process is complete before buyers ever contact your company. Believe that, and your account-based sales strategies are doomed from the start. There are many widely quoted but ill-advised statistics floating around that suggest business buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy.

    Big mistake! The best account-based sales strategies aren’t reactive. Top salespeople are proactive, disciplined, insightful, and great at

  • Are Digital Distractions Slowing Your Sales Productivity?

    sales productivityYour team might be too connected to focus on sales.

    Sales has always required a fair amount of multi-tasking. Between lead generation, prospecting, and caring for current clients, we have a lot of balls in the air, which can make it hard to focus. It’s even harder in the digital world.

    Distractions come at us at warp speed in this multi-screen, technology-driven world—and they can sap our sales productivity before we even realize it. My phone pings constantly with Twitter feeds and LinkedIn updates. When I’m writing, I might decide to

  • How to Land and Expand with Relationships

    account based sales tipsThe top four account-based sales secrets revealed!

    When it comes to account-based sales tips, there is one guy who can revolutionize your technique. This is a story about George (mostly). I’ve known plenty of great account-based sellers, or as we used to call them, “B2B salespeople.” George is among the best, because he understands that selling is all about the people.

    As senior vice president of worldwide sales at a large semiconductor business, George regularly visits his customers and learns why they chose to work with his company. Frequently,

  • January Referral Selling Insights

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

    Did you make any New Year’s resolutions? If so, how’s that working out for you?

    I don’t believe in New Year’s resolutions, because they’re typically short-lived, forgotten by the end of January. Instead, I create weekly referral goals.

    Each week I decide who I should be asking for referrals, who I want to thank, who I miss talking to, and how I can continue to engage my clients in unique ways. I never forget that prospecting through referrals is my

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