Small Business Articles

Jun, 01 2009 | Enterprise, Small Business

Your New Referral Network: It’s Always About the People You Know

Wouldn’t it be great if you had loads of people out there selling for you and you didn’t have to pay them to make sales? This low- to no-cost sales force would find sales leads, put you in touch with the right sales prospects, and maybe even make the sale. Sound realistic? Actually, it is.

Mar, 01 2009 | Referral Sales, Small Business

Everyone Is Part of the Sales Team – Everyone

People who are not in traditional sales roles are being asked more and more by their companies to source new business. Attorneys often say, “I didn’t go to law school to sell.” Accountants, consultants, sales support, engineers, bankers, and account managers are sometimes faced with the task of participating in the selling process.

Jan, 01 2009 | Referral Sales, Small Business

5 Tips to Build Your “Executive Cabinet for Sales Success”

5 Tips to Build Your “Executive Cabinet for Sales Success” President-elects of the United States typically spend the two months of transition between Election Day and their Inauguration assembling their Cabinet and top advisors. President-Elect Barack Obama is no different. The nation and world have been watching with curiosity and interest as to whom Obama […]

Dec, 01 2008 | Small Business

Networking Tips to Build Your Business Referral Network

Woody Allen said, “Eighty percent of life is showing up.”   He also said “Seventy percent of success in life is showing up.” No matter how you slice it, showing up counts! That’s one of the best networking tips around. At holiday time, you have an exceptional opportunity to meet new people at a very […]

Oct, 01 2008 | Small Business

Treat the Problem, Not the Symptom

You’d be surprised at how often I hear, “My salespeople can’t close.” I flinch when I hear sales executives tell me their salespeople can’t close, and that they want a training program about closing sales. Save your money. It’s never about closing. Never. That’s the symptom. The problem is the neglect the salesperson showed to […]

Sep, 01 2008 | Enterprise, Small Business

Say No to No’s and Yes to Referral Sales

There has been a longstanding mantra in sales: The more “No’s” we get, the closer we are to a “Yes.” Well, that’s garbage in my sales book. It’s old news, tired and worn out. It’s time to retire and bury this mantra. Think about it: Why would you spend your valuable time talking to people […]

Jul, 01 2008 | Referral Sales, Small Business

Dig for Gold: Dump the Suspects, Lock in on Prospecting

Prospecting The Web 2.0 world promises to increase our prospecting productivity by delivering qualified leads to our inbox at the prospect’s time of need. But take a closer look: Are these leads really qualified, or are they merely suspects? Prospecting traditionally has been a random assortment of activities. Website lead generation, special offers, email campaigns, […]