Jun 27, 2013 | Referral Sales
If you depend on marketing to score your leads, you can forget about hitting your numbers. Prospecting is not the job of your marketing department. It’s your job. And it’s your most important job. You’re not entitled to sit back and wait for great leads to fill...Jun 20, 2013 | Referral Sales
You turn heads when you talk ROI. You believe in what you’re selling. You know you’ve got a great product. You’ve seen clients get results time and time again. So wouldn’t it be nice if prospects would just take your word for it? It would, but they won’t. Your buyers...Jun 13, 2013 | Referral Sales, Sales Leadership
Guest blogger, Michael Nick, explains where (and how) to use ROI in your sales process. I was recently introduced to Michael Nick. I was impressed with his commitment to salespeople and how he helps them learn to justify ROI to clients. In this month’s guest blog,...Jun 6, 2013 | Referral Sales
If you can’t prove your product gets results, you won’t get the sale. Welcome to the new world of sales. Now more than ever, your customers expect major bang for their buck. They want to know up front whether their investments will pay for themselves in terms of...
