Small Business Articles

Feb, 28 2017 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

February Referral Selling Insights

account-based sales

Here’s what you might have missed from No More Cold Calling this month. Can you really convert 70 percent of prospects into customers with referral selling? That kind of conversion rate is unheard of with other account-based sales strategies. Yet, my “feet on the street” research shows that when salespeople receive referral introductions to decision-makers, […]

Feb, 09 2017 | Associations, Enterprise, Sales Leadership, Salespeople, Small Business

Are Digital Distractions Slowing Your Sales Productivity?

sales productivity

Your team might be too connected to focus on sales. Sales has always required a fair amount of multi-tasking. Between lead generation, prospecting, and caring for current clients, we have a lot of balls in the air, which can make it hard to focus. It’s even harder in the digital world. Distractions come at us […]

Feb, 02 2017 | Associations, Enterprise, Referral Sales, Referrals, Small Business

How to Land and Expand with Relationships

account based sales tips

The top four account-based sales secrets revealed! When it comes to account-based sales tips, there is one guy who can revolutionize your technique. This is a story about George (mostly). I’ve known plenty of great account-based sellers, or as we used to call them, “B2B salespeople.” George is among the best, because he understands that […]

Jan, 12 2017 | Sales Leadership, Salespeople, Small Business

Why Sales Managers Need Street Smarts

Dr. Tony Alessandra explains why the best sales managers learn on the job. Did you study really hard in school? Some of us probably did more than others. But we all studied to take tests about facts and figures. We studied in high school to ace the SAT. We studied in college to get top […]

Jan, 05 2017 | Sales Leadership, Salespeople, Small Business

Reasons Cold Calling Is No Good for Account-Based Sellers

Can one call generate leads better than ten? You already know my point of view on cold calling.  No salesperson should ever have to cold call to generate sales leads. It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls. For account-based sellers, it’s not only a waste of […]

Dec, 01 2016 | Sales Leadership, Salespeople, Small Business

Why Sales Leaders Need Vacation—and Why They Don’t Take It

What does it say about you and your team if you can’t unplug? During the upcoming winter holidays, most of the business world will shut down. It’s vacation time, family time, rejuvenation time. If you’re planning to work through the “most wonderful time of the year,” or if you haven’t taken at least most of […]

Nov, 29 2016 | Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

November Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. Are you fully booked for Q1? Closing the sales year with a bang is nice, but if you’re not already getting a jump-start on business development for 2017, you’re running behind. The last quarter of the year is 25 percent about closing […]

Nov, 18 2016 | Sales Leadership, Salespeople, Small Business

Reclaim One to Two Hours of Your Day with Jill Konrath’s New Book [Preorder Now]

Are you overwhelmed and stressed? Jill Konrath can help you stop the vicious cycle. I never expected to hear my friend and colleague Jill Konrath say that she was overwhelmed. After all, she’s a pro—a top speaker, a sales thought leader, a respected author. But she was not just overwhelmed. She’d lost focus, felt stressed, […]

Nov, 17 2016 | Sales Leadership, Salespeople, Small Business

Why Cold Calling and Stupid Prospecting Don’t Work

Are your sales reps missing this crucial step in the sales process? Bluebirds are great, aren’t they? A prospect is ready to buy and reaches out to your sales reps, who close the deal with little effort. It’s a lucky break, a win/win. But it’s not a reliable lead generation strategy, because your sales reps […]

Nov, 10 2016 | Associations, Sales Leadership, Salespeople, Small Business

Your Technical Experts Rock at Lead Generation … Really

Don’t hide your B2B marketing talent. Credibility and trust—hard for salespeople to earn, but a slam-dunk for technical experts. Many companies only bring out their technicians to do demos. Big mistake. They can also be great for lead generation. According to the Edelman Trust Barometer, technical and academic experts and analysts in your company are […]