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Apr, 20 2010 | Referral Sales

You Get What You Ask For—So Ask!

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

Don’t Tax Over Your Sales Pipeline

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

"Anatomy of a Cold Call"

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, 24 2010 | Social Selling

How to Attract Sales Prospects in a Tech-Focused World

It’s not 140 characters, it’s you!   There’s nothing like getting the gang together. Salespeople have great combined power and energy when they gather in person and share successes, ideas and information. At conferences, they learn as much through conversations with peers in the hallways as in their sessions. But there’s no “hallway” on the […]

Mar, 10 2010 | Referral Sales

Referral Selling Is Not a One-Time Event

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 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

Make This Your Game-Changing Selling Year

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!

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