Apr 25, 2013 | Referral Sales
Boost your batting average with a targeted referral strategy, and win the sales game this season. Batter up! Baseball season is in full swing here in the United States—a sure sign that spring has officially sprung. Spring is also a great time to up your game and make...Apr 18, 2013 | Referral Sales, Sales Leadership
Sales suspects don’t count as sales prospects. Barry Trailer, managing partner of CSO Insights, makes the following bet whenever he speaks to sales audiences: “I’ll bet you my house that right now you’ve got good people working hard to get business you don’t want.” So...Apr 11, 2013 | Referral Sales, Social Selling
Social selling is no longer optional for salespeople. The good news is it’s all about doing research and building relationships—and you already know how to do that. My colleague, Nancy Nardin, knows about every sales tool there is. However, as she once told me,...Apr 4, 2013 | Referral Sales, Sales Leadership
Is training your sales team a waste of time and money? Quite possibly. Did you know that adults forget 87 percent of what they learn without follow-up or reinforcement? Sales training is not an event; it’s a behavioral change. It takes time to learn new skills,...
