They Actually Said My Sales Lead Generation Is Old School

Sep 28, 2021 | B2B, Business Development, Lead Generation, Referral Sales

But here’s what they’re missing on referral B2B lead generation. Suddenly, everyone’s on the referral bandwagon for sales lead generation. However, most sales “experts” get referrals all wrong. I’ve had it with all the referral myths and...

Don’t Have the Energy to Leave a Toxic Boss? Why You’d Better

Sep 12, 2019 | B2B

A bad boss is bad for your health. We’ve all heard stories about toxic bosses, and many of us have had one. But I never realized the impact bad managers can have on our health—for example, that it could make us “60% more likely to suffer a heart attack, stroke, or...

How to Remarkably Improve Customer Experience with a Referral Culture

Sep 6, 2019 | B2B

When you prospect by referral, you treat all customers like gold. I’d had it. I threw my three bananas, ketchup, and plastic mustard bottle on the counter and stomped out of the store. I’ve never had a good customer experience at that market, but this was over the...

The Number of LinkedIn Contacts You Have Doesn’t Matter

Jun 27, 2019 | B2B, Lead Generation, Networking, Social Media

Connections and relationships are what count. Should I accept every LinkedIn invitation? I’m frequently asked that question. It’s a personal choice. Some people do. Some people only connect with people they know in real life. Others screen every invitation; they write...

To Get B2B Leads, Pick Up the Damn Phone!

Jun 6, 2019 | B2B, Networking, Sales Training

Have you forgotten that selling is social? “Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around us.” That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University...

Even in B2B, Customer Experience Defines You (April Referral Selling Insights)

Apr 29, 2019 | B2B, Business Development, Newsletter, Referral Sales, Sales Leadership, Social Selling

Do your clients want more from you? Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? I’m not. We all want a stellar customer experience, and we’re pissed when we don’t get it. B2B...