Oct 24, 2013 | Referral Sales, Sales Leadership
Successful salespeople don’t just happen. You already know that referrals are the most effective and powerful way to attract new customers. But referral selling doesn’t just happen. It’s an intentional, proactive sales strategy. A disciplined, measurable...
Oct 23, 2013 | Referral Sales, Sales Leadership
Technology tunnel-vision can threaten your career—and your life. Technology can save us time. It can save us money, and in some situations, it can even save lives. But when we focus more on our gadgets than the people around us, technology can endanger not only our...
Oct 22, 2013 | Referral Sales, Sales Leadership
The customer is NOT always right. Welcome to the age of the informed consumer, or the digital buyer … or “Buyer 2.0.” Once upon a time, clients looked to salespeople for information. Now, with a quick Google search and a little time on our websites and social media,...
Oct 21, 2013 | Referral Sales, Sales Leadership
Is technology killing eye contact? Has our dependence on technology gone too far? And is it taking away our ability to talk to each other, to connect, or even look each other in the eye? It’s easy to get sucked into the digital universe. But our relationships are what...
Oct 17, 2013 | Referral Sales, Sales Leadership
Strike the right balance between technology and relationships, and you’ll beat the competition every time. Experts have been quick to tell us that technology changes everything—that Sales 2.0 is an entirely new way of working. And I was one of the first to scream:...
