Small Business Articles

Feb, 11 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

The #1 Sales Management Problem You Can Fix

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It’s never about the symptoms. Tomorrow is your company’s biggest presentation of the year, but everyone involved is down with the flu. Sure, you could prescribe plenty of tea, throat lozenges, and numerous over-the-counter drugs. But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s […]

Feb, 01 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

[Missed Connections]: Referral Selling Insights from January

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Here’s what you might have missed from No More Cold Calling this month. The CEO of a Fortune 500 company told me what he wants most from salespeople are insights—no pitching or interrogating, just a conversation. Sales professionals are primed to deliver exactly that. Ongoing discussions with prospects and clients provide opportunities to learn about […]

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

3 Overlooked Productivity Tips for Sales Reps

Sales Reps Productivity

Does your team spend enough time with your customers? It’s always about time, isn’t it? We have a choice how we spend it. We can waste hours immersed in social media, sending emails, and surfing the web. Sounds like fun, but it’s not the way to excel in sales. Most of the time, it’s a […]

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

How to Score More Sales Leads: Don’t Believe the Buyer 2.0 Myths

salesleads

Do your sales reps really prospect based on fairy tales? A long time ago, in a galaxy far, far away … Well, you know the ending to that famous story. You also know it’s just a myth, a fable, a legend. It’s entertaining, but not real. Fictional stories belong in books, movies, or in the […]

Dec, 27 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

[Missed Connections]: Referral Selling Insights from December

Referral Programs

Here’s what you might have missed from No More Cold Calling this month. “The most powerful tool in my sales toolbox is me.” Sound arrogant? Not really. Think about it. Technology takes you just so far. People buy from us because we’ve built strong relationships with them, because they trust us, because they like us. […]

Dec, 22 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

No Stupid Smartphone Needed for Effective Sales Techniques

Effective Sales Techniques

Modern salespeople need a regular digital detox. We know we should turn off all electronics at least one hour before going to bed if we want a good night’s sleep. We know we should put that darned phone away when we get home so we can spend time with our families, and that we should […]

Dec, 17 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

4 Secrets to the One-Call Meeting: Your Powerful Referral Program

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Is your team tired of cold calling? Some people say it takes seven to 12 touches for sales reps to reach their prospects. Is that how you want your team spending their time? The #1 challenge sales reps face is getting to decision-makers quickly. Seven to 12 touches doesn’t cut it. But when sales organizations […]

Dec, 11 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

12 Habits for Sales Leaders to Adopt

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Do you have what it takes to lead your sales team to success? What separates great sales leaders from mediocre ones? Here’s a hint: It’s not what they read, do, or say that makes the biggest difference. It’s who they are.  This is what I took away from Dr. Travis Bradberry’s fantastic Entrepreneur article, “12 […]

Dec, 03 2015 | Associations, Enterprise, Referrals, Sales Leadership, Salespeople, Small Business

How to Stop Sales Reps from Actually Derailing Your Referral Marketing

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Your company’s fortune is in the sales team’s follow-up. Ask a great comedian the secret to his success, and chances are, he’ll say “timing.” The same is true for a great salesperson. But like punch lines, referral marketing efforts fall short without the proper follow through. In sales, timing is a funny thing. We never […]

Nov, 29 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

[Missed Connections]: Referral Selling Insights from November

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Here’s what you might have missed from No More Cold Calling this month. Your sales team has one month left to finish out 2015 with a bang. Are they on track to blow past quota, or still struggling to get cold prospects on the phone? Just as importantly, how strong is your sales pipeline for […]

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