Aug 11, 2022 | Referral Sales
Think your smartphone is the most powerful sales tool at your disposal? Think again. Yes, think again. We love our sales apps. Social media, CRM, sales enablement platforms—each of these promises killer features that will streamline the sales process and make us all...
Jul 26, 2022 | Referral Sales, Sales Leadership, Uncategorized
Times are tough, but a sales success mindset will help you survive this economic downturn. Darn, it’s here again. We’re on the precipice of another recession, which has happened five times since the turn of the 20th century. It’s almost embarrassing we got into such a...
Jun 14, 2022 | Referral Sales, Sales Leadership
Sales responsibility starts at the top. Ernest, CEO of a CRM company, had sales all figured out … or so he thought. He’d implemented a “perfect” sales process, which he explained to me in detail. He even drew a chart with circles and arrows for each step. Ernest...
May 12, 2022 | Referral Sales
She said my research wasn’t real research. I told her I ask my clients if they’ve asked every one of their clients for a referral. That’s each person they’ve met during the buying process. The answer is always no. She said this wasn’t her experience and wanted to know...
Apr 26, 2022 | Referral Sales
Because what you’re already doing isn’t working. A marketing executive surprised the heck out of me when I interviewed him for my second book, Pick Up the Damn Phone! I expected to hear all about the advantages of marketing automation. Boy, was I wrong! Instead, he...
Feb 24, 2022 | Lead Generation, Referral Sales
Get over the discomfort and get referrals with confidence. I used to think it was just sales newbies who struggled with asking for referrals. They simply hadn’t built their networks or their confidence. When seasoned reps admitted they needed to get over their sales...
