Aug 28, 2014 | Referral Sales, Sales Leadership
If no one’s returning your calls, you must be cold calling. I see you. I know who’s calling. If I don’t recognize the name or number on my screen, I won’t answer. I’ll wait for you to leave a message, but you won’t. No one leaves a message when...
Aug 26, 2014 | Referral Sales, Sales Leadership
Pick up the phone and be heard above the clatter. We all know digital communication isn’t as personal or powerful as a live conversation. But we tell ourselves that it’s faster, easier, and more convenient. And that’s just not always true. Digital conversations...
Aug 21, 2014 | Referral Sales, Sales Leadership, Social Selling
Social selling is a powerful tool for salespeople who prospect through referrals, but only if you do it right. Relationships still rule in business, and especially in sales. Whether you’re connecting with someone in person or online, your goal is to begin a...
Aug 19, 2014 | Referral Sales, Sales Leadership
People only refer people they know and trust. If you’re asking strangers on social media for referrals, you’re like the guy at a networking event who shoves his card in people’s face and asks for theirs in return. I never give my card to that guy, because he’s...
Aug 14, 2014 | Referral Sales
With referral selling, the hard part is over before you ever speak to prospects. “How can you help me?” asked Jim, my prospect. He’d been explaining an exciting referral initiative he was rolling out around the country. While it seemed to be working great, he still...
