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Jan, 18 2011 | Referral Sales

Prioritize Your Sales Activities: Close What’s Closest to Cash

Structure your day to make the business-development, sales-funnel, and work time. What’s the first thing you do every day? I bet you can’t wait to get to your email, or check Twitter, Facebook, and LinkedIn. What time do you surface from all this activity? Some of my clients tell me, “lunchtime.” I don’t really think […]

Jan, 07 2011 | Referral Sales

Your Change: Shout It Out

I said I don’t make New Year’s resolutions, but Jonathan Farrington, blogger extraordinaire and creator of Top Sales World, wrote a remarkable post. The following excerpts are from Jonathan’s blog: ““Year’s end is neither an end nor a beginning but a going on, with all the wisdom that experience can instill in us.” – Hal […]

Jan, 04 2011 | Referral Sales

New Year’s Resolutions Are Rubbish

The New Year’s Resolution checklist: Every year it’s the same—we make New Year’s resolutions about everything—but mostly about eating better, losing weight, and better managing our finances. Articles about resolutions are all over the media: newspapers, magazines, radio and TV spots. Email inboxes are crowded with email marketing chock-full of new year’s resolution products and […]

Dec, 30 2010 | Referral Sales

No More Cold Calling Workshop | San Francisco

Sponsored By the San Francisco Business Times Wednesday | February 9, 2011 Referral Selling Is Within Your Reach: If you want to know exactly what you need to do to change your prospecting tactics to generate more sales without being pushy and salesy, I will show you how to mine the San Francisco Business Times […]

Dec, 23 2010 | Referral Sales

Top Sales Predictions

What’s In Your Successful Sales Future? If you participated in the Top Sales Awards, you benefitted from the nuggets of wisdom from each of the guest speakers. If you missed it, here is the link to listen. Gerhard Gschwandtner, publisher of Selling Power, asked me some tough questions. It’s year-end prediction time, so Gerhard asked […]

Dec, 20 2010 | Referral Sales

Congrats! Top Sales Awards Winners

Just in case you missed it, the inaugural Top Sales Awards were last week. The awards were a culmination of a year’s worth of outstanding sales articles, personalities, solutions, and resources. Congratulations to the Winners of the First-Ever Top Sales Awards Thank you for voting for my article, “Why Social Networks Won’t Build Your Business“. […]

Sep, 17 2010 | Referral Sales

Cold Calling: A Great Phone Sales Approach… I Don’t Think So

Email marketing continues to distribute the “cold calling works” approach. Clever, but it doesn’t work. Referral sales works. Every time.

Sep, 02 2010 | Referral Sales

Referral Selling in Small Business

“Small” may be the way government classifies you, but you are the backbone of the global economy.   You chose your line of work because you are passionate about a product or service you developed, recognized a not-to-miss opportunity in the marketplace, or gained expertise in a specific skill. Bottom line: You love what you […]

Aug, 27 2010 | Referral Sales

Referral Selling in Enterprise Organizations

Whether you sell technology, professional services, or financial services, the complexity of your client’s business issues as well as your proposed solutions are game changing. You frequently partner with others –both within and outside of your company—to win and implement a solution that delivers measurable business results. Your challenge is proving to your buyers in […]

Aug, 27 2010 | Referral Sales

Referral Selling in Associations

Your members are business owners and professionals who know the importance of sales, but who often view sales as a “dirty word.” Your members are passionate about the product or service they developed, they recognized a not-to-miss opportunity in the marketplace, or gained expertise in a specific skill. Whatever their business-start rationale, they acknowledge that […]

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