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Apr, 04 2013 | Referral Sales, Sales Leadership

What Your Sales Manager Doesn’t Know

Is training your sales team a waste of time and money? Quite possibly. Did you know that adults forget 87 percent of what they learn without follow-up or reinforcement? Sales training is not an event; it’s a behavioral change. It takes time to learn new skills, practice those skills, and get comfortable applying them. Many […]

Mar, 28 2013 | Referral Sales, Sales Leadership

Collaborating With Strangers—Managing Your Virtual Sales Force

How can your sales team work together when they don’t even know each other? Yahoo recently ordered all of its virtual workers back to the office. Why is this technology giant prioritizing face-to-face interaction? Because recent studies show that while remote workers are significantly more productive, they’re not nearly as innovative or collaborative. We certainly […]

Feb, 28 2013 | Referral Sales, Sales Leadership

Stop Buying Lists—Referrals Win the Sale

In sales, the easy street is paved with landmines. Buying lists won’t boost your sales, but referrals will. Picture a world where we can buy lists of qualified leads and convert each one into a new sale. Better yet, let’s put that podcast under our pillows and awaken to find hundreds of new sales to […]

Feb, 14 2013 | Referral Sales, Sales Leadership

The Virtuous Sales Cycle—3 Best Practices

How to operate in “zero-time” and deliver maximum impact to your customers and your bottom line. Last week we heard from Andy Paul about the Vicious Sales Cycle—bad sales practices that lead to poor results combined with an inability or unwillingness to change, which leads in turn to a never-ending, self-reinforcing cycle of unacceptable sales […]

Nov, 10 2011 | Sales Leadership

Stand Up For Your Sales Self

Don’t believe everything they say, believe what they do. And do right by your business—you’ll be glad you did. I recently delivered a keynote address on referral sales at a company sales meeting, and I met several interesting and important (in the company) people. I typically offer to autograph my book, and I give it […]

Jan, 12 2011 | Sales Leadership

Out of the Office—For Real

“I’m not working today.” That’s the email message I received from a client in response to information I sent at his request.  How are you not working if you’re checking email? It’s the blessing and the curse of those of us in sales. As entrepreneurs, we have the flexibility to state our own hours, take […]

Jul, 22 2010 | Sales Leadership

Think Thin & Win: You’re the Expert

Clients hire the expert. Period. In any economy. So be the expert and start proclaiming. Clients hire you because they know you deliver what you promise with a positive impact on their business results. They hire you because you make them look good, and they want to keep their jobs. They hire your company for […]

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