Associations Articles

Feb, 28 2017 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

February Referral Selling Insights

account-based sales

Here’s what you might have missed from No More Cold Calling this month. Can you really convert 70 percent of prospects into customers with referral selling? That kind of conversion rate is unheard of with other account-based sales strategies. Yet, my “feet on the street” research shows that when salespeople receive referral introductions to decision-makers, […]

Feb, 09 2017 | Associations, Enterprise, Sales Leadership, Salespeople, Small Business

Are Digital Distractions Slowing Your Sales Productivity?

sales productivity

Your 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 […]

Feb, 02 2017 | Associations, Enterprise, Referral Sales, Referrals, Small Business

How to Land and Expand with Relationships

account based sales tips

The 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 […]

Nov, 10 2016 | Associations, Sales Leadership, Salespeople, Small Business

Your Technical Experts Rock at Lead Generation … Really

Don’t hide your B2B marketing talent. Credibility and trust—hard for salespeople to earn, but a slam-dunk for technical experts. Many companies only bring out their technicians to do demos. Big mistake. They can also be great for lead generation. According to the Edelman Trust Barometer, technical and academic experts and analysts in your company are […]

Sep, 29 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

September Referral Selling Insights—Get Started for $47

Here’s what you might have missed from No More Cold Calling this month. “I don’t discount, and I don’t run fire sales.” That’s what I’ve always said. But sometimes, even when a program has helped people, it’s time to retire it and make room for new programs. It’s that time for my “Getting Started” package […]

Sep, 01 2016 | Associations, Enterprise, Referral Sales, Referrals, Small Business

Are Your Salespeople in the Top 90%?

Here’s how to actually win with referral sales strategies. More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. And another 60 percent report a conversion rate of more than 70 percent. These stats are from a recent webinar I conducted— “Turn Cold to Gold.” I […]

Aug, 29 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

[Missed Connections] Referral Selling Insights from August

Here’s what you might have missed from No More Cold Calling this month. Were you as amazed as I was at the will, focus, fortitude, and dedication of the 2016 Olympic athletes? What if we could apply those same traits to our sales careers? Take, for example, Michael Phelps, who’s won 23 gold medals for […]

Aug, 18 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

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 […]

Aug, 11 2016 | Associations, Enterprise, Sales Leadership, Salespeople, Small Business

Think Sales Reps Will Become Obsolete? Think Again

The 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 […]

Aug, 04 2016 | Associations, Enterprise, Salespeople, Small Business

Social Selling Isn’t a 24/7 Job

How 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 […]