Jun 24, 2021 | Referral Sales
How to ask for referrals and other FAQs. After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. (Maybe even more frequently than before.) I’m going to answer them right now. In no particular order,...
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...
Feb 24, 2021 | Lead Generation, Referral Sales
Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? A sudden decline in seller access. When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople....
Feb 9, 2021 | Referral Sales, Sales Leadership
If you’re not nurturing relationships, you’re throwing away good business and hot referral leads. We all know “those” people—the ones who only reach out when they want something. The people who drop off the face of the earth until they need a referral or want an...
Jan 14, 2021 | Referral Sales
Register for Back in The Black Sales TV—first episode on January 19. “The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Actually, it’s more like Talk Radio, but on video. Why am I doing a...
