May, 25 2010 | Account Based Sales
You know who they are—the time-wasting, buy-nothing customers… By dumping them, you free up time to develop and care for the ones who really matter. Just do it. The PITA Customer You can see the warning signs a mile away: They push you on price, threaten to take their business to your competitors, make unreasonable […]
May, 06 2010 | Account Based Sales
Are your clients stuck, afraid to change, to try new approaches? Are they afraid of not delivering results and of losing their jobs? Trodding along the same path won’t get them to a new destination. As salespeople, we make a difference to our clients. Let’s help our clients get “unstuck.”
Apr, 20 2010 | Referral Sales
When it comes to referrals, the more specific you are, the more successful you’ll be. When I ask salespeople how I can help them with prospecting—who they’re looking for—they begin with “Anyone who…” “Anyone?” I’m confused. I don’t know who “anyone” is. Every salesperson recognizes their Ideal Clients. You know who they are. Don’t you […]
Apr, 15 2010 | Referral Sales
When you consistently ask for referrals, you build a qualified, robust sales pipeline with a close ratio of over 50 percent. Build your business as you work your business and get tangible and measurable results. Do it daily, and get un-taxed about business development and sales forecasting.
Apr, 01 2010 | Referral Sales
Why is it that when the economy tanks, people who never before talked about referrals come out of the woodwork—and they have no idea what they’re talking about. Cold calls are a waste of your time. Get smart about referrals. Start here.
Mar, 10 2010 | Referral Sales
There has been a lot of buzz about a Make a Referral Week. While encouraging people to make referrals is a great idea, focusing on just one week without tools and guidance is a recipe for disaster.
Feb, 25 2010 | Referral Sales
It’s not about location, it’s about value: Sometimes we forget the real value we bring to our sales process and to our clients. Your real value is not how long it takes you to complete a task, but the time and effort it took you to acquire the requisite skills.
Feb, 23 2010 | Referral Sales
Referral selling works. With a qualified referral, salespeople report securing a new client more than 50 percent of the time. Make this your game-changing selling year!
Feb, 03 2010 | Account Based Sales
A lot of people talk about accountability and write about accountability, but In No More Excuses, Sam Silverstein identifies the five accountabilities shared by all truly successful people and organizations.