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May, 02 2019 | Business Development, Referral Sales, Sales Leadership, Social Selling

Small Business Owners Don’t Want to Learn How to Sell

Hiding behind technology doesn’t drive sales—THIS WILL. May 5th to 11th is National Small Business Week in the United States. For more than 50 years, the U.S. president has issued a proclamation that dedicates the first full week in May to celebrating America’s entrepreneurs and small business owners. There’s plenty to celebrate. More than half […]

Apr, 29 2019 | B2B, Business Development, Newsletter, Referral Sales, Sales Leadership, Social Selling

Even in B2B, Customer Experience Defines You (April Referral Selling Insights)

Do your clients want more from you? Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? I’m not. We all want a stellar customer experience, and we’re pissed when we don’t get it. B2B customers are just louder about it. Everyone complains […]

Apr, 25 2019 | Newsletter, Sales Leadership

Surprise! All Intuition Isn’t the Same

intuition, sales, referral sales

Making sense is systematic and sequential, and intuition is the opposite. It’s a feeling. Everyone has intuition, but what distinguishes intuitive people is that they listen to, rather than ignore, the guidance of their gut feelings.

Apr, 18 2019 | Sales Leadership, Uncategorized

Why Customer Experience Should Be Top of Mind for Sales Leaders

customer experience, referrals, customer satisfaction

In her presentation, “Customer Experience Is the New Battleground,” Tiffani told us customers will remember the experience they had with a brand (or person) much longer than the price they paid. My favorite quote from the presentation: “We need to get to the future before our customers do and welcome them when they arrive.”

Apr, 11 2019 | Newsletter, Sales Leadership

Leaders Without Moral Courage Let Their Employees Down

business ethics, moral courage, ethical leadership

Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy…really happy. All of that’s tough to achieve today, especially if our managers are constantly pushing us to do more, to work later, and to be available around the clock.

Apr, 04 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

Stop Overlooking This if You Really Want Qualified Leads

Watch out for the gap in your referral business! It’s an epidemic. Every sales exec says they need more leads in the pipe. That’s a prospecting problem that hasn’t changed in decades and won’t anytime soon. What these sales execs don’t say is they need more qualified leads. Why do they always leave out the word […]

Mar, 31 2019 | Newsletter, Referral Sales

Unconscious Bias Goes Double for Boomer Saleswomen (March Referral Selling Insights)

Does age really matter in sales?   “Explain it so your grandmother would understand.” That’s exactly what the CMO of a tech company said about how to explain your mission statement. I was listening to his podcast at 7:00 on a Monday morning, and I was ready to kick butt. This isn’t the first time […]

Mar, 29 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

What Saleswomen Do Really, Really Well

Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. Yet, many saleswomen outperform their male colleagues, and many men have admitted that to me when the other guys were out of earshot. Women in sales understand that relationships are built […]

Mar, 22 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

The True Gift and Grit of Working Grandmothers

Grandmothers have always worked … but not always outside the home. It was 2007. At a luncheon hosted by a major magazine, a panel of four women discussed their careers and what inspired them. The oldest was 53 years old, a business owner with two children at home. The youngest was 20 years old, working […]

Mar, 14 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

What You Can Do About the Glass Ceiling

Here’s why women are good for the bottom line. When I published “The Glass Ceiling Hasn’t Shattered Just Yet” in February 2015, the post sparked more than 80 comments. Many said the same bias exists for immigrants, even those who are extremely qualified and speak English fluently. Several men responded that they wanted to see […]

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