Enterprise Articles

Feb, 04 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople

Do “Refer a Friend” Programs Actually Work? Absolutely! Sometimes.

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Pay for referrals? Are you kidding me? Thanks for all the happy birthday wishes last month. My friends and clients aren’t the only ones who remembered my big day. I received offers from my favorite retailers for birthday discounts, designed to make me feel special and (more importantly) spend money. B2C incentives work like magic. […]

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

[Missed Connections]: Referral Selling Insights from January

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Here’s what you might have missed from No More Cold Calling this month. The CEO of a Fortune 500 company told me what he wants most from salespeople are insights—no pitching or interrogating, just a conversation. Sales professionals are primed to deliver exactly that. Ongoing discussions with prospects and clients provide opportunities to learn about […]

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

3 Overlooked Productivity Tips for Sales Reps

Sales Reps Productivity

Does your team spend enough time with your customers? It’s always about time, isn’t it? We have a choice how we spend it. We can waste hours immersed in social media, sending emails, and surfing the web. Sounds like fun, but it’s not the way to excel in sales. Most of the time, it’s a […]

Jan, 21 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

How to Score More Sales Leads: Don’t Believe the Buyer 2.0 Myths

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Do your sales reps really prospect based on fairy tales? A long time ago, in a galaxy far, far away … Well, you know the ending to that famous story. You also know it’s just a myth, a fable, a legend. It’s entertaining, but not real. Fictional stories belong in books, movies, or in the […]

Jan, 14 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople

A Social Media Connection Is Not a Sales Lead

A Social Media Connection is Not a Sales Lead

Are your sales reps clueless about how social selling really works? Sales reps abuse social media to the extent that I typically delete more LinkedIn invitations than I accept. They invite person after person to connect using the same old standard invitation, and then immediately blast sales pitches to anyone who accepts. This bad behavior […]

Jan, 07 2016 | Enterprise, Referrals, Sales Leadership, Salespeople

Why Should the CEO Actually Lead a Referral Program?

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Sales responsibility starts at the top. Ernest, CEO of a CRM company, had sales all figured out … or so he thought. He’d implemented a “perfect” sales process, which he explained to me in detail. He even drew a chart with circles and arrows for each step. Ernest recognized he had a problem: He lacked […]

Dec, 27 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

[Missed Connections]: Referral Selling Insights from December

Referral Programs

Here’s what you might have missed from No More Cold Calling this month. “The most powerful tool in my sales toolbox is me.” Sound arrogant? Not really. Think about it. Technology takes you just so far. People buy from us because we’ve built strong relationships with them, because they trust us, because they like us. […]

Dec, 22 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

No Stupid Smartphone Needed for Effective Sales Techniques

Effective Sales Techniques

Modern salespeople need a regular digital detox. We know we should turn off all electronics at least one hour before going to bed if we want a good night’s sleep. We know we should put that darned phone away when we get home so we can spend time with our families, and that we should […]

Dec, 17 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

4 Secrets to the One-Call Meeting: Your Powerful Referral Program

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Is your team tired of cold calling? Some people say it takes seven to 12 touches for sales reps to reach their prospects. Is that how you want your team spending their time? The #1 challenge sales reps face is getting to decision-makers quickly. Seven to 12 touches doesn’t cut it. But when sales organizations […]

Dec, 11 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

12 Habits for Sales Leaders to Adopt

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Do you have what it takes to lead your sales team to success? What separates great sales leaders from mediocre ones? Here’s a hint: It’s not what they read, do, or say that makes the biggest difference. It’s who they are.  This is what I took away from Dr. Travis Bradberry’s fantastic Entrepreneur article, “12 […]

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