Should you offer incentives to Referral Sources? The short answer is NO.
When you provide a referral, your reputation is on the line. You refer someone you know and trust…
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Read more »Strong sales means a strong sales process: Your close rate is directly dependent upon your up-front investment.
I received a call last week from Charles, a referral. Charles told me that he and his team needed help closing business. Because

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:…
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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…
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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…
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