Nov 15, 2022 | Referral Sales
Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. I asked how that approach was working for him. Dead silence. And therein lies the problem. A big...
Nov 3, 2022 | Cold Calling, Referral Sales, Sales Leadership
I was ready to scream! When I read about how sales has evolved to be buyer-centric and relationship-driven, I was ready to scream. Good salespeople have always approached sales this way. Buyer-centric sales is NOT a new strategy. But it has become an increasingly rare...
