Small Business Articles

Apr, 07 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

[URGENT] You’ve Got ONE WEEK to Get This Book for 99 Cents

Don’t miss your chance to cash in on my No More Cold Calling book anniversary! One week from today—April 14, 2016—marks the 10-year anniversary of my first book, No More Cold Calling™. Yes, April 14, 2006 was the official publication date. The book’s subtitle, “The Breakthrough System That Will Leave Your Competition in the Dust,” […]

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

Thank You

Get my No More Cold Calling book for 99 cents. No, this is not an April Fools’ Day joke. The offer is for real. It’s been 10 years since No More Cold Calling™ was published on April 14, 2006. Where has the time gone? It was one of the first books to outline a systematic, […]

Mar, 24 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

Why Isn’t Your Team Getting Enough Qualified Sales Leads?

Sales leaders’ chief concern is lackluster lead generation, according to new CSO Insights study. Greg had barely taken his seat when he told me his greatest challenge was getting his sales reps to generate enough qualified sales leads. His company was a fairly new player in his industry, and they were competing against “the big […]

Mar, 17 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Social Selling

Social Selling: What the Sales Pros Do Differently

What makes the most influential sellers so successful on social media? Any sales professional who says it’s easy to keep up communication on social networks is either lying or doing it incorrectly. Done right, social selling is a time-consuming task that requires thought and focused effort. Your marketing department can help by providing relevant content […]

Mar, 10 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

Sales Managers—Pay Attention to How Your Reps Communicate

Sales Managers

Do your salesmen and women sound more like teenagers than professionals? Can your sales reps put a sentence together? The words salespeople use define them in the eyes of customers, just as their voices and demeanor do. But in the digital world, strong communication is becoming a lost art. People have become accustomed to typing […]

Mar, 03 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

It Takes 3 Things for Women in Sales to Be Bulldogs. Find Out How

Woman in Sales, Women in Sales

Here’s what I’ve learned about selling from some top women leaders. When she referred to herself as a “bulldog,” the idea conjured up images of a pushy, arrogant, aggressive, in-your-face salesperson—the kind none of us wants to be. But that’s not what she meant. She’s tenacious. She sells with confidence. She’s dedicated and loyal—a dog […]

Feb, 25 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

Asking for Referrals Via Email—Big Mistake

Referral selling requires a personal touch. How many emails are waiting in your inbox? Enough to make you dread opening it? Most people have a love/hate relationship with email. It’s both a fantastic business tool and a huge time-waster. Worse yet, digital communication is beginning to replace the real human connections that drive sales. When […]

Feb, 18 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

How Getting Referrals Got Me to the Protected C-Suite

Lead generation isn’t so tough when you’re asking for referrals. I hung up the phone, feeling excited and still a bit nervous. I’ve been selling for decades, but I’d never spoken with the CEO of a Fortune 500 company. Yet, getting Bill on the phone was surprisingly easy, thanks to a referral from someone he […]

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

The #1 Sales Management Problem You Can Fix

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 […]

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

3 Overlooked Productivity Tips for Sales Reps

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 […]