Apr 21, 2011 | Referral Sales
Make referral selling your priority. (Note: The word “priority” is singular.) Get Real Words of wisdom from a client: “Joanne, the challenge is always in the execution.” He said that 20 years ago. I’ve never forgotten, because it’s still true. On the one hand, sales...Apr 18, 2011 | Referral Sales
Definitive information lets me decide how and where to spend my business development time. I’d always prefer to hear a client say “Yes! Let’s work together.” But, I’d rather hear a “No” than a “Maybe.” Clients who tell you maybe, string you along. You hang onto that...Apr 12, 2011 | Referral Sales
I’m not a political person—sometimes that’s to my advantage and sometimes not. However, in this case, I was thrilled to read that the U.S. Senate voted to repeal a controversial 1099 provision that would have required small businesses to report to the IRS all payments...Apr 3, 2011 | Referral Sales
The age of the generalist is gone. Sell more by narrowing your offerings. It works. by Joanne Black For some salespeople, specifically describing their Ideal Client feels confining; as if they’re leaving good business on the table. We often think that if we don’t...
