Sep 30, 2014 | Referral Sales, Sales Leadership
What can we learn from our ancestors about connecting with prospects and clients? A 27-year-old told me, “There’s nothing like meeting face to face.” I was stunned, because we’ve all heard that Millennials are tethered to their devices. But my meeting with him (like...
Sep 25, 2014 | Referral Sales, Sales Leadership
Don’t discount. Differentiate. There’s an old saying: “Good, fast, cheap—pick two.” If you want a top-notch product fast, you’ll need to pay more. Want your package overnight? Pay more. Want your package by 10:00 a.m.? Pay more. The same principles hold true in B2B...
Sep 18, 2014 | Referral Sales, Sales Leadership
A new research study unlocks the key to using social media for sales. Social engagement. Is it just another term to check off your buzzword bingo card at your next sales meeting? Not really. It simply means having robust conversations, exchanging ideas, providing...
Sep 16, 2014 | Referral Sales, Sales Leadership
It’s time to end the eternal workweek. If you took a vacation this summer, how did you spend it? Did you actually unplug from work and enjoy yourself? If you’re like most Americans, while you were playing with your kids or laughing with your spouse, there was a little...
Sep 11, 2014 | Referral Sales, Sales Leadership
Social selling exposes your business to a world of opportunity. A Brit writes to me on social media and wants to discuss referral selling. An Aussie reaches out to confirm his understanding of American prospecting practices. (There really isn’t such a thing, but...
