The Business Case for Referrals: Do the Math

The Premise Referral prospects convert to clients a minimum 50% Average sale is $25K (USD) – Adjust this number for your business 90-day timeframe to close the sale The Compelling Business Results Ask 20 contacts for one or two referral introductions each...

Book Your Sales Calendar: Five Lunches, Four Breakfasts

Employ a referral-sales strategy and you’ll close business on more than 50 percent of your sales meetings. Really. The secret to building a solid sales business? Five lunches and four breakfasts each week. That’s nine meetings a week. It could be 10, but who wants to...

Stand Up For Your Sales Self

Don’t believe everything they say, believe what they do. And do right by your business—you’ll be glad you did. I recently delivered a keynote address on referral sales at a company sales meeting, and I met several interesting and important (in the company) people. I...
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