Aug 12, 2014 | Referral Sales, Sales Leadership
Absence doesn’t make your customers’ hearts grow fonder. Your clients want to hear from you … really. They don’t want a pitch or even to hear about your services. They want to know what you know. Many of your clients don’t get out of the...
Aug 7, 2014 | Referral Sales, Sales Leadership
Are you spending too much time cleaning up after sub-par performers? Salespeople not performing, dragging you down, and compromising your team‘s sales effectiveness? Get rid of deadwood as fast as you can. Well, maybe not so fast. First, consider whether you should...
Aug 5, 2014 | Referral Sales, Sales Leadership
Don’t overwhelm your customers with too much information. I met Charles on LinkedIn. I liked his profile—and the fact he sent me a personal invitation—so I accepted the connection, and we started a conversation. I was intrigued by his offering and wanted to learn...
