Jul 31, 2012 | Referral Sales
A special introduction to Jonathan Farrington & Associates: leading-edge sales team development is here. My brilliant colleague, Jonathan Farrington, chimes in on the power of referral selling. He’s resides thousands of miles from me—in London and Paris, but a...Jul 26, 2012 | Referral Sales
How you engage your customers (and team) directly impacts your business-plan implementation. Say it wrong, kiss the deal goodbye. Do feelings really matter in sales? It sounds a little touchy-feely to me. Dan is the most edgy guy I know. There’s a saying in sales...Jul 19, 2012 | Referral Sales
Technology may power sales research, but people power the close. Nothing has really changed in the sales world, although many pundits rant about the “new normal,” “new realities,” Buyer 2.0, Web 2.0, Web 3.0…. They talk about the “informed buyer.” Is the so-called...Jul 12, 2012 | Referral Sales
Bury “ABC.” Better in sales to “always be asking” (ABA). No more acronyms, please. For example, “ABC:” always be closing. I dislike that phrase. It’s pushy, salesy, and off the mark. Yet, this phrase is used time and time again. (It’s a part of the American sales DNA,...Jul 5, 2012 | Referral Sales
For anyone in sales, for anyone who wants to connect with a sales prospect, for anyone anywhere, nothing replaces a personal conversation. My “Get Personal” series (check out my blog posts from the last couple of months) lives on as others reflect my points of view....
