Small Business Articles

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 […]

Nov, 03 2016 | Sales Leadership, Salespeople, Small Business, Uncategorized

3 Referral Selling Skills All B2B Sales Reps Should Practice

Ensure your sales team makes time to practice these critical prospecting strategies. Building professional skills takes practice—deliberate practice. But adults resist practice. We get paid to do our jobs correctly the first time. Practice is on our own time. And who has extra time just floating around? Children practice all the time, without fear. Remember […]

Oct, 30 2016 | Sales Leadership, Salespeople, Small Business

October Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. One million B2B sales jobs in the US will be lost to self-service eCommerce by 2020, according to Forrester’s report, “The Death of the B2B Salesman.” These days, everyone’s predicting the demise of our profession and assuming automation will eventually replace us […]

Sep, 29 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

September Referral Selling Insights—Get Started for $47

Here’s what you might have missed from No More Cold Calling this month. “I don’t discount, and I don’t run fire sales.” That’s what I’ve always said. But sometimes, even when a program has helped people, it’s time to retire it and make room for new programs. It’s that time for my “Getting Started” package […]

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

Beware This Really Big Gap in Your 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?

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 […]