Oct 12, 2021 | Business Development, Referral Sales, Sales Leadership, Social Selling
Hiding behind technology doesn’t drive sales—THIS WILL. October is National Women’s Small Business Month in the U.S.! I know it seems like there’s a month for everything, but this is certainly one worth celebrating. Closing the gender gap, here and abroad, has been...
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...
Sep 9, 2021 | Referral Sales, Sales Leadership
Without strong relationships, your sales career is DOA. Salespeople are asking the wrong questions: What are the best sales techniques? What tech tools will help me generate hot leads and land new clients? How do I sell effectively on social media? It’s not what will...
Aug 10, 2021 | Referral Sales, Social Media
LinkedIn is a place to build relationships, not ask for referrals. Far too many sales teams get social selling all wrong. Reps click buttons to invite people to connect, spam them with sales pitches, and even start asking for referrals. (Where’s the “hello”? Where’s...
Jul 29, 2021 | Lead Qualification, Referral Sales
This broken link is to blame for sales teams’ biggest closing mistakes. “My salespeople can’t close.” This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. It’s just a symptom. The problem is that sales...
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,...
