Associations Articles

May, 26 2016 | Associations, Enterprise, Homepage Slider, Referral Sales, Referrals, Sales Leadership, Salespeople

Do You Make Time for Your Sales Reps to Practice?

Maketime

No one wins the game without putting in the practice. “From this day on I’d like to be known as ‘The Big Aristotle’ because Aristotle once said, ‘Excellence is not a singular act; it’s a habit. You are what you repeatedly do.’” —Shaquille O’Neal Practice? Who me? Sure, sales reps know they must practice new […]

May, 19 2016 | Associations, Enterprise, Referral Sales, Referrals, Salespeople, Small Business

Do Your Sales Reps Act Like Sales Snobs or Social Stalkers?

Social Selling

Maximize your net worth via your referral network. Steve, a salesman with an enterprise company, invited me to connect on LinkedIn. I accepted his standard invitation, thinking he might be a good connection, and sent a personal message inviting him to contact me with any questions about referral selling. His response: “What is referral selling?” […]

May, 12 2016 | Associations, Enterprise, Sales Leadership, Salespeople, Small Business

Why Specificity Matters for Lead Generation

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Whether you’re crafting a strong headline or asking for referrals, it pays to be specific. Lead generation is personal … very personal. Imagine you’re looking for a long-term romantic relationship. You don’t just want anyone “single and good-looking.” You want someone who is smart, hardworking, honest, and loves theater and concerts. Or perhaps someone who […]

May, 05 2016 | Associations, Enterprise, Referral Sales, Sales Leadership, Salespeople, Women in Sales

How Social Selling Got Me 21 Meetings in 2 Days

Social Selling

Never forget that selling is social. The magic number is 21. No, I’m not playing blackjack. That’s the number of people I’m meeting for the first time at the Sales Innovation Expo in London this month. I’ve never spoken with any of them. I met them all on LinkedIn and Twitter. So, why do they […]

May, 01 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

[Missed Connections] Referral Selling Insights from April

CC book 2

Here’s what you might have missed from No More Cold Calling last month. I ran a Facebook ad for the first time … ever. To celebrate the 10th anniversary of my first book, No More Cold Calling, I offered it on Kindle for 99 cents for one day only—April 14. While I didn’t believe in […]

Apr, 26 2016 | Associations, Enterprise, Sales Leadership, Salespeople, Small Business, Women in Sales

Lead Generation … Here We Go Again

Lead Generation

Top Sales World CEO Jonathan Farrington discusses lead generation and other sales challenges in this month’s guest post. “Generating qualified leads is the biggest challenge for my sales team.” That’s what I hear from every sales leader. Ineffective lead generation tactics are a huge blot on sales productivity and revenue. But simply filling the pipeline […]

Apr, 21 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

Your Most Burning Referral Questions Immediately Answered

Content-Questions

Who should you ask for referrals to drive lead generation? “You can ask for referrals from anyone you meet, and it’s often easier to get referrals from new contacts than from existing clients.” Never! That’s just some of the nonsense that’s bandied about by people who think they know how referrals work. And they’re dead […]

Apr, 07 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

[URGENT] You’ve Got ONE WEEK to Get This Book for 99 Cents

CC book 2

Don’t miss your chance to cash in on my No More Cold Calling book anniversary! One week from today—April 14, 2016—marks the 10-year anniversary of my first book, No More Cold Calling™. Yes, April 14, 2006 was the official publication date. The book’s subtitle, “The Breakthrough System That Will Leave Your Competition in the Dust,” […]

Apr, 01 2016 | Associations, Enterprise, Referral Sales, Referrals, Salespeople, Small Business

Thank You

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Get my No More Cold Calling book for 99 cents. No, this is not an April Fools’ Day joke. The offer is for real. It’s been 10 years since No More Cold Calling™ was published on April 14, 2006. Where has the time gone? It was one of the first books to outline a systematic, […]

Mar, 24 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

Why Isn’t Your Team Getting Enough Qualified Sales Leads?

sales

Sales leaders’ chief concern is lackluster lead generation, according to new CSO Insights study. Greg had barely taken his seat when he told me his greatest challenge was getting his sales reps to generate enough qualified sales leads. His company was a fairly new player in his industry, and they were competing against “the big […]

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