Small Business Articles

Sep, 15 2016 | Sales Leadership, Salespeople, Small Business

Beware This Really Big Gap in Your B2B Sales Strategies!

B2B Sales Strategies

Neglect referral plans at your own risk. “Mind the gap” is a famous phrase in London. It alerts travelers to the potentially dangerous space between the platform and train on the London underground system. This gap occurs on curved platforms. There’s a gap at the end car on inside curves, and a gap in the […]

Sep, 08 2016 | Sales Leadership, Salespeople, Small Business

Is Your Online Brand Different than Your In-Person Brand?

B2B Sales

In B2B sales, it’s important to make a good first impression. You are your brand. Your company has a brand, but people buy from you, not your company. If you’re a jerk, it doesn’t matter how great the business is. Buyers will find another salesperson from your company or go to your competitor. Today your […]

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

Are Your Salespeople in the Top 90%?

get referrals

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

Sales Reps

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

Joanne Black

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

sales rep

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

social selling

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 […]

Jul, 31 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

[Missed Connections] Referral Selling Insights from July

NMCCBiggestSalesChallenge

Tired of watching your sales reps spend hours on the phone, calling prospects who rarely ever call them back? Or wasting time pestering strangers on social media, who never asked for—and don’t want to hear—their sales pitches? Then it’s time to stop the cold calling madness. During the “Turn Cold to Gold” webinar I hosted […]

Jul, 28 2016 | Associations, Enterprise, Sales Leadership, Salespeople, Small Business, Women in Sales

Do Women in Sales Lack Confidence?

WomeninSales

The greatest challenge for many women leaders isn’t gender discrimination; it’s self-doubt. Women in sales don’t have to think or act like men to become rainmakers; we have the natural-born skills and grit it takes to be top-tier sellers. We know how to build relationships. We are hardwired to be nurturers, connectors, and collaborators. So […]

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

How to Really Heat Up Your Referral Sales Strategies

referralsalesstrategies

Referral selling not working for your team? Here’s what you’re missing! Think you can just tell sales reps to go ask for referrals? If that’s all you do, answer this question: How’s that working for you? Your Referral Sales Strategies Are Missing Something Referrals don’t just happen, at least not at scale. Yes, occasionally a […]