Feb 28, 2023 | Business Development, Networking, Referral Sales
Asking for referrals feels riskier than cold calling. “I’m not sure why, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s...
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...
Jun 23, 2019 | Business Development, Lead Generation, Networking, Referral Sales
This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23...
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...May 9, 2019 | Business Development, Networking, Referral Sales, Sales Leadership, Social Media, Social Selling, Uncategorized
Get out of the weeds. How many balls can you keep in the air at one time? Some business leaders are better jugglers than others, but everyone has their breaking point—or, rather, their dropping point. Juggling priorities is a challenge for every business owner. You’re...Apr 4, 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology
Watch out for the gap in your referral business! It’s an epidemic. Every sales exec says they need more leads in the pipe. That’s a prospecting problem that hasn’t changed in decades and won’t anytime soon. What these sales execs don’t say is they need more qualified...
