Oct 26, 2021 | Lead Generation, Sales Leadership
I didn’t know what you need to know before opening your own business. I knew nothing about starting a small business. Luckily, the economy was great in 1996, and my niche was referral selling (still is), so I at least knew how to build a small business sales pipeline....
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...
Jul 13, 2021 | Lead Generation, Lead Qualification
A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers Part Two: Everything that happens after that Referrals help you ace Part One and set you up for success in...
May 13, 2021 | Lead Generation, Referral Sales
To know you is to like you. “As the world shifts to virtual, the challenge is building client trust.” I almost fell out of my chair when I heard this from a VP of Sales. Building client trust has always been a challenge, so why is this new in a virtual world? It can...
Apr 26, 2021 | Lead Generation, Referral Sales
Referral sellers have been relationship-building their way through the pandemic. “Video conferencing is a great way to get face to face with clients. But while it may be as close as you can get to in-person, it’s not, and you’re not. If you have a big-deal prospect or...
Apr 15, 2021 | Lead Generation
Not getting the ROI you expected from your lead-gen tactics? Try this instead. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. They complain they...
