Small Business Articles

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 […]

Jul, 07 2016 | Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

This Is the Biggest Lead Generation Mistake on Social Media

lead generation

A LinkedIn connection is not a sales lead. It happened again. I accepted a LinkedIn invitation from someone I didn’t know, sent a personal response to greet my new connection, and immediately received a cold calling message from someone looking only for lead generation: I’d love to talk and hear about you, what’s happening in […]

Jun, 30 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

[Missed Connections] Referral Selling Insights from June

lead generation

Here’s what you might have missed from No More Cold Calling this month. The year is now halfway over. If your sales reps aren’t on target to make or exceed quota, and aren’t getting meetings at the right level, now is the time to switch tactics … before it’s too late. Are your sales reps […]

May, 29 2016 | Referral Sales, Sales Leadership, Salespeople, Small Business

[Missed Connections] Referral Selling Insights from May

Business Partners

Here’s what you might have missed from No More Cold Calling this month. I didn’t really know anyone, except through social media. We’d shared content, commented on each other’s posts, and corresponded a few times. But I didn’t expect the reaction I got when I met more than 24 of my social media connections this […]

May, 19 2016 | Associations, Enterprise, Referral Sales, Referrals, Salespeople, Small Business

Do Your Sales Reps Act Like Sales Snobs or Social Stalkers?

Social Selling

Maximize your net worth via your referral network. Steve, a salesman with an enterprise company, invited me to connect on LinkedIn. I accepted his standard invitation, thinking he might be a good connection, and sent a personal message inviting him to contact me with any questions about referral selling. His response: “What is referral selling?” […]

May, 12 2016 | Associations, Enterprise, Sales Leadership, Salespeople, Small Business

Why Specificity Matters for Lead Generation

cfead4e1-796c-4058-af2f-0d34d5030663

Whether you’re crafting a strong headline or asking for referrals, it pays to be specific. Lead generation is personal … very personal. Imagine you’re looking for a long-term romantic relationship. You don’t just want anyone “single and good-looking.” You want someone who is smart, hardworking, honest, and loves theater and concerts. Or perhaps someone who […]

May, 01 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

[Missed Connections] Referral Selling Insights from April

CC book 2

Here’s what you might have missed from No More Cold Calling last month. I ran a Facebook ad for the first time … ever. To celebrate the 10th anniversary of my first book, No More Cold Calling, I offered it on Kindle for 99 cents for one day only—April 14. While I didn’t believe in […]

Apr, 26 2016 | Associations, Enterprise, Sales Leadership, Salespeople, Small Business, Women in Sales

Lead Generation … Here We Go Again

Lead Generation

Top Sales World CEO Jonathan Farrington discusses lead generation and other sales challenges in this month’s guest post. “Generating qualified leads is the biggest challenge for my sales team.” That’s what I hear from every sales leader. Ineffective lead generation tactics are a huge blot on sales productivity and revenue. But simply filling the pipeline […]

Apr, 21 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

Your Most Burning Referral Questions Immediately Answered

Content-Questions

Who should you ask for referrals to drive lead generation? “You can ask for referrals from anyone you meet, and it’s often easier to get referrals from new contacts than from existing clients.” Never! That’s just some of the nonsense that’s bandied about by people who think they know how referrals work. And they’re dead […]