Mar 27, 2014 | Referral Sales
If you don’t have time to talk to all of your top clients, you might have too many. The senior vice president of a major bank recently told me that his team reaches out to their clients once a year. “Each of my reps has 250 clients,” he explained. “They...Mar 25, 2014 | Referral Sales, Sales Leadership
If your sales reps are overwhelmed, they might decide the job’s not worth the stress. The job of sales reps is to sell—to maintain strong sales pipelines and spend their time talking to clients. When you force them to spend hours entering data, coaching new hires, and...Mar 21, 2014 | Referral Sales
No sale is this important. “This is the most important blog post I’ve ever written. It’s about what happened exactly one year ago today. Please read it and share it with others.” This was the introduction to a heart-wrenching blog post by Jill...Mar 20, 2014 | Referral Sales, Sales Leadership
Think sales training is unnecessary? New research says you’re wrong. Sales execs expect to hire the best, brightest, and most connected salespeople they can find—reps who will hit the ground running and bring in big deals in record time. The idea is that companies can...Mar 18, 2014 | Referral Sales, Sales Leadership
Eye contact can make or break your sales effectiveness. You only need 20 seconds. That’s all it takes for people to connect with you through eye contact—to engage with you, deem you trustworthy, and decide you’re worth getting to know. Stop staring at your phone...
