Give Your Customers a Reason to Refer You

Your customers will tell you why. Just ask. Referrals are built on trusted relationships. Who better to refer you to a qualified prospect than your current clients who have received a measurable ROI from your offering? My take: Your current clients are your #1...

Know Thy Customer

Business customization isn’t just for the big sales guys. The more you personalize your customer’s experience, the better. Carving market niches in not a new sales approach. Personalizing a buying experience is not new. (Think marketing automation and Amazon.com.) I...

You Are the Ultimate Sales Technology

Surprise! Your success isn’t determined by the number of devices that connect you to the outside world. There’s nothing like getting the gang together. Salespeople have great power and energy when we gather in person and share successes, ideas, and information. At...

Does Anyone Have an In-Person Conversation Anymore?

Technology connects us to the outside world, but what about connecting to the world right in front of us? Take a look around you. How many people are on their mobile phones talking, walking, reading, surfing, emailing, or texting? How many people are multitasking on...

Get Personal—Why Opening Your Mouth Matters

Sometimes all it takes to seal the sales deal is a live conversation. Not email, not a text: a phone call. Email thread after email thread…and nothing gets settled. One Friday afternoon I decided to take action, pick up the phone, and call three people. All three had...
Scroll Up