Feb 27, 2014 | Referral Sales, Sales Leadership
You’re the expert, right? So prove it. Our clients don’t just buy our products and services. They also buy our expertise. They want to work with the best of the best—salespeople who know their stuff, who ask the right questions and deliver tailor-made solutions that...Feb 25, 2014 | Referral Sales, Sales Leadership
How do you successfully transition from sales rep to sales leader? It happened to me. I was an award-winning sales rep who was promoted to sales manager. Now my colleagues (and friends) were reporting to me. I knew them well and thought we would be a winning team....Feb 20, 2014 | Referral Sales, Sales Leadership
The first rule in sales? Know your customer. How well do you know your clients? I don’t just mean how and what they buy. I mean the people who sign on the dotted lines. Developing meaningful relationships with our customers is not just a nice way to work, nor is it an...Feb 18, 2014 | Referral Sales, Sales Leadership
Are you confusing being busy with being productive? The delete button is my friend—helping to rid my life of the countless unsolicited emails I receive each day. Regrettably, these are usually followed by a series of cold calls. It’s mindless activity that goes...Feb 13, 2014 | Referral Sales
If you want to get meetings at the level that counts, then prove you’re trustworthy. Buyers do business with you, not with your company and not with technology. Whether you’re a new hire or a veteran sales rep, they trust you more than the business. How often...
