Feb 15, 2011 | Referral Sales
Frequent market ups and downs create a highly volatile stock market. Note to Investors: Make your adjustments sooner, rather than later. One of my colleagues, Nanette Lee Miller (Partner, Assurance Services, Marcum LLP, shared a nugget of wisdom she received from...Feb 8, 2011 | Account Based Sales
Since the economic downturn, many “so-called” referral experts have emerged. I bristle when I read the inaccurate information and sure-to-fail advice they give sellers about how to ask for referrals. Many tell sales people to wait to ask for a referral until they have...Feb 1, 2011 | Referral Sales
Why are people writing about “soft selling” and “soft closes?” There’s no such thing. These folks must think that salespeople are pushy, in-your-face, push product, and don’t really care about the customer. Well, some are like that, and those people give sales a bad...
