Jul 14, 2015 | Referral Sales, Sales Leadership
Great sales leaders must also be great managers. Remember when the phone was ringing off the hook and companies hired anyone who could fog a mirror? No one had time to prospect, because they couldn’t keep up with the business coming in every day. Then the...
Jul 9, 2015 | Referral Sales, Sales Leadership
Can your buyers afford NOT to work with you? Jane was a senior vice president with a premier global company. She always brought in the best resources to work with her executives—consultants and speakers who were the highest profile and most respected in their fields....
Jul 7, 2015 | Referral Sales, Sales Leadership
Guest blogger Ken Thoreson tells how to grow your referral networks. I drove 90 minutes in traffic to attend a networking event. I’d only been home from vacation for a week and was still fighting jet lag, but the walls were closing in on me. I had to get out,...
Jul 2, 2015 | Referral Sales, Sales Leadership
When you cast a wide net, you end up catching PITAs. You can pick your friends, but you can’t pick your family. That’s a well-worn saying. My variation: You can’t pick your family, but you can pick your clients. Ideal Clients rock! They value what we...