Jun 30, 2015 | Referral Sales, Sales Leadership
Are sales leaders getting the pink slip before they have time to prove their worth? “My CEO just fired his VP of sales in Europe.” “Jim left because our company grew beyond his capabilities.” (Translation: He was fired.) We hear these types of comments all the...Jun 25, 2015 | Newsletter
Are you one of the 58.1 percent who haven’t adopted referral selling? Is capturing new accounts your greatest sales challenge? According to CSO Insights’ 2015 Sales Performance Optimization study—a survey of more than 1,000 companies—58.1 percent of sales leaders say...Jun 18, 2015 | Referral Sales, Sales Leadership, Women in Sales
Are out-of-date prospecting systems holding you back? “I’ve been hearing wonderful things about you.” Don’t you love hearing that? Now imagine a sales world where you only meet with clients who want to meet with you—a world where you never have...Jun 16, 2015 | Referral Sales, Sales Leadership
Before you can change the status quo, you must understand it. I don’t want clients to just buy from me, and I don’t think you do either. Heresy? Nope. Just good business. In B2B sales, customers buy more than just our products and services. They buy our...Jun 11, 2015 | Referral Sales, Sales Leadership
Sales coaching expert Keith Rosen explains why managers should coach to win. Your manager compliments you on a sales call or for nailing a big contract. You want to bask in your glory for a few moments, but you know the next sentence out of your manager’s mouth will...
