[Message to Management]: Why Great Sales Leaders Listen

Guest blogger, Todd McCormick, shares three reasons listening matters in sales management. It was your typical sales conference—except the speaker wasn’t typical. He spoke about the power of personal connections and seeing “the whites” of people’s eyes. I...

Message to Management: Make Referrals Your Priority

It’s up to you to lead the referral-selling charge. Whether you are CEO, vice president, or a sales manager, you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to...

Showing Up is Standing Out

Step away from your computer and meet face to face. Showing up counts! You show up on the Web, on the phone, and through video conferencing. But while technology tools can certainly drive business development, nothing beats sitting down with someone and talking face...

Why You Can’t Afford NOT to Ask for Referrals

A new study reveals that referrals produce far more ROI than any other prospecting strategy. I’ve been spreading the gospel about the power of referrals for decades. But until the last few years, I had only anecdotal evidence and common sense to back up my claims...

I Get By With a Little Help from My Colleagues

Once you’ve asked your clients for referral introductions, who do you turn to next? Your clients are your absolute best source of new business. With them, you have already earned the right to ask for referrals. They know you and have witnessed the ROI your solution...