Nov 22, 2011 | Account Based Sales
Giving a winning sales presentation doesn’t guarantee that you’ll close the deal. Asking your prospect to engage in the process does. Consider this sales scenario: You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas....Nov 17, 2011 | Referral Sales
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...Nov 10, 2011 | Sales Leadership
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...Nov 3, 2011 | Account Based Sales
Give your prospects real insight to your sales results. Here’s how to set up and tell the sales story. Whether you’re in inside or outside sales, you sell. You don’t have time to wait until marketing creates case studies. And, for the most part, you don’t need...
