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Jan, 03 2019 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

Why Curiosity Is Critical for Sales Success

What is 7427466391? Imagine if you saw this on a billboard along your commute route … What would you do? Roll your eyes, think this is nonsense, tell others about it, or go to the site and find out what’s going on? The curious solved the equation (answer: 7427466391.com) and went to the site, where […]

Dec, 28 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

Why Sales AI Won’t Replace Reps Anytime Soon

We’re not obsolete … yet. There’s a saying in B2B sales that people buy with emotion and justify with fact. It’s more than a saying; it’s a fact. Trust is a predominant factor in any buying decision. Two things being equal—and they never are—people buy from those they know, like, and trust. Unless a buyer […]

Dec, 20 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

You Don’t Know Isaac, but I Won’t Forget Him

We need to speak up when people do the right thing. Whether you’re watching the news or perusing social media, you’ll see plenty of stories about people behaving badly, selfishly, or rudely. So, it’s always refreshing to be reminded that the world is also full of kind, compassionate people who go out of their way to […]

Dec, 13 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

Put Your Damn Phone Away

No toys at the table! Answer this question: What’s more important than the person sitting in front of you, walking beside you, sharing a meal with you, or sharing your bed? If actions speak louder than words, your phone is more important. If you’re like the average American, the first thing you do when you […]

Dec, 07 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

How to Ask for a Referral Without Getting Embarrassed

Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Don’t get distracted; don’t get embarrassed. Relationships and referrals are what business is all about! When I interviewed Wes, senior vice president of sales for a well-known marketing automation company, I expected to hear […]

Nov, 16 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

How to Actually Scale Your Referral Business

If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. Before I got really annoyed and was ready to blast them, I took a closer look at […]

Oct, 25 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership

Are You Always “On”? (Here’s Why You Shouldn’t Be)

Too much work and not enough play makes … Working too much? You might not have a choice. Employers are more and more demanding. If you’re in sales, you assume you pretty much need to be “on” all the time, lest you miss an opportunity. No wonder salespeople check email on vacation, first thing in […]

Oct, 18 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership

Why You Need to Make Time for Asking for Referrals

Getting referral business should be top priority in your sales prospecting techniques Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. That’s not happening with cold calling. Account execs remain overwhelmed with conflicting messaging, technology overload, and […]

Sep, 27 2018 | Sales Leadership, Women in Sales

Would You Encourage Your Children to Pursue Sales?

If not, what does that say about the state of sales ethics? The facilitator asked a provocative question: How many of you would tell your children to pursue a sales career? Everyone laughed, but no hands went up. A surprising response, since the participants were all tenured and successful sales leaders. (My hand went halfway […]

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