Referral-Selling Articles

  • How Referrals Close the Buyer Divide

    ReferralsPushy and arrogant sales reps still give the rest of us a bad name.

    Many buyers dislike salespeople. In their eyes, we’re the epitome of the used-car salesman—pushy, arrogant, in-your-face, and promising they’ll only get the best price if they buy today.

    Much of that perception is justified. If I were to judge solely by the cold emails and phone calls I receive from sales reps about why I should watch a demo or spend 30 minutes listening to their pitches, I would feel the same way about our profession.

    The key

  • Curiosity and Discontent: Words to Live—and Sell—By

    Read the speech that helped to shape my perspective on education, sales, and life in general.

    Many years ago, a high-school girl competed in a state speech competition for members of the forensics club. Participants competed for the best original speech as well as for the best speech written by someone else.

    This young girl chose a speech entitled “Curiosity and Discontent: The Value of a College Education.” It was originally delivered by Charles Brower, executive vice president of Batten, Barton, Durstine & Osborn, Inc., to the members of the class of 1957 at

  • Think Sales Reps Will Become Obsolete? Think Again

    sales repThe most effective sales techniques don’t require a device.

    You’ve heard it. Television will kill radio. Video killed the radio star. And social media and the internet will eliminate the time-consuming, face-to-face aspect of sales.

    Um, no.

    Marketing automation, CRM, social media, and other technology tools enable sales reps to sell more efficiently and cost effectively. But the most powerful tool in your sales toolbox is still you!

    Man vs. Machine: No Contest in Sales

    What’s the best way to reach, communicate with, develop, and sell to your key audience? If you think

  • Social Selling Isn’t a 24/7 Job

    social sellingHow can we stay in touch without always being connected?

    I got blasted on social media. No, it wasn’t someone inviting me to connect and then blasting me with a sales pitch (my usual complaint about bad social media behavior). It was someone critiquing me because I write about social selling and the importance of sales reps staying in touch with prospects, clients, and colleagues, but I didn’t respond to his comment immediately.

    Mea culpa.

    It might have been one of those weeks when I was traveling, on deadline,

  • [Missed Connections] Referral Selling Insights from July

    Tired of watching your sales reps spend hours on the phone, calling prospects who rarely ever call them back? Or wasting time pestering strangers on social media, who never asked for—and don’t want to hear—their sales pitches? Then it’s time to stop the cold calling madness.

    During the “Turn Cold to Gold” webinar I hosted earlier this month, I polled the audience to uncover their greatest lead generation challenges. Here’s what they told me:


    While only 6 percent of attendees already had a referral system in place, by the end of

Power of Referrals


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