Small Business Articles

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 […]

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

Are Your Salespeople in the Top 90%?

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

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

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

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

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 […]