Jan 26, 2012 | Referral Sales
(and you probably don’t even know it) Tom Searcy, of Hunt Big Sales caught my attention with his 3 sales myths’ post on CBS MoneyWatch. First, I loved the title. Second, I agree with his points of view. Third, I realized that I was subscribing to one of the...Jan 19, 2012 | Referral Sales
It’s time to stop complaining, and start committing to your sales excellence. You might anticipate my answer to what I think America needs most is referrals. You’d be partly correct. It’s not only what America needs; it’s what the world needs. You know by now that...Jan 12, 2012 | Account Based Sales
Act like a professional, speak like a professional. Your words make all the difference. “Connect with people, and you have the sale. Connect with the business issue only, and forget it.” I wrote something like that in my book, and it still rings true. However,...Jan 5, 2012 | Account Based Sales
The key to really changing behavior is commitment and manageable goals—go weekly! The New Year’s Resolution checklist: Every year it’s the same—we make New Year’s resolutions about everything—but mostly about eating better, losing weight, and better managing our...
