Feb 13, 2025 | Prospecting, Referral Sales, Sales Leadership
Revenue leaders must prioritize relationships over digital shortcuts to drive real revenue growth. Digital isn’t a sales strategy. Hope isn’t a strategy. Marketing isn’t a strategy. A sales strategy isn’t about tools or trends—it’s about how your company...
Jan 31, 2025 | Referral Sales, Sales Leadership
This is your referral reality check. What if your team’s best leads were already at their fingertips, but they weren’t taking full advantage? Referral selling strategies are the key to consistent sales growth, but chances are, your team isn’t leveraging them...
Jan 16, 2025 | Referral Sales, Sales Leadership
The role of trust in relationship-based selling “As the world shifts to virtual, the challenge is building client trust.” I almost fell out of my chair when I heard a Sales VP say this. Building client trust has always been challenging; it’s not a new hurdle to...
Nov 28, 2024 | Sales Leadership
Jill Konrath has a message for all Americans about how to create a better future together. My Thanksgiving wish for you is from Jill Konrath, esteemed author and global thinker. We all need a wake-up call from time to time, and her words are worth sharing this holiday...
Nov 7, 2024 | Referral Sales, Sales Leadership
Do you have the wrong KPIs? “Revenue is the only metric that matters.” Somebody actually wrote that in a recent blog post. If that’s how he manages his team, I’m glad I’m not one of his reps. Sure, revenue is our goal in sales. Beating our numbers is our passion and...
Sep 26, 2024 | Prospecting, Referral Sales, Sales Leadership
Here’s what you might have missed from No More Cold Calling this quarter. If you miss your flight and end up at the airport hotel for the night, are you more likely to belly up to the lobby bar to meet new people and make some new connections, or will you head...