Jul, 01 2009 | Account Based Sales
Why is it when the economy tanks, article after article, webinar after webinar, sales strategy after sales strategy promote cold calling as the tried and true prospecting method? STOP cold calling. It’s a total waste of time. Your time. The prospect’s time. And wasting time is stupid. So stop, already. Welcome to my blog. I […]
Jun, 01 2009 | Account Based Sales
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.
May, 01 2009 | Account Based Sales
What if you could find new business using a powerful hidden sales team that’s already at your disposal? Employees within your own company are one of the best sources of new business – and have the most untapped potential. Really.
Apr, 01 2009 | Referral Sales
Why would you ask a competitor for a referral? It almost sounds ridiculous-until you think about it. Maybe you have a solution that your “so-called” competitor doesn’t have. Perhaps your competitor doesn’t have the bandwidth to service a new client and can use your talent. Perhaps the competition has expertise in an industry that you […]
Mar, 01 2009 | Referral Sales
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.
Feb, 01 2009 | Referral Sales
We all want more business referrals. Many of us believe that because our business is complex and sophisticated, that only certain people are good connections – meaning that only certain people are good for business development. This assumption is just wrong. Everyone knows someone: You just need to ask. The World Is Your Oyster Business […]
Jan, 01 2009 | Referral Sales
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 | Referral Sales
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 […]
Nov, 01 2008 | Referral Sales
So You Don’t Like to Network… Why is it that so many people don’t like to network? When I tell my clients that I expect them to attend at least one business-networking event each week, there is an audible gasp. It’s as if I’m asking them to do something terrible. Part of the reason for […]
Oct, 01 2008 | Referral Sales
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 […]