Jun 24, 2010 | Account Based Sales
My colleague and good friend, Jill Konrath, has written a brilliant new book, SNAP Selling. I rarely endorse a sales book, because many of them are a bunch of fluff or regenerated material. I devoured Jill’s book. Why? Because she provides a straightforward process...Jun 15, 2010 | Referral Sales
It’s not just who you know, it’s who your clients know. If you don’t ask your clients to refer you, you miss your most critical business-development activity. If it sounds too good to be true, it’s not. Everyone Is a Part of Your Sales Team If you...Jun 10, 2010 | Account Based Sales
Check this out…the topic of a recent Reuters article: Making Cold Calls? People Would Rather Give Up Sex. “The prospect of making cold calls for a week as a salesperson is more unappealing than giving up sex for a month, a survey showed this week. “Only getting...
