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...
Dec 29, 2020 | Sales Leadership
Your referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” That’s what a client recently asked me, and I was baffled by his revelation. How can smart, experienced sales reps let...
Nov 26, 2020 | Sales Leadership
This isolating year has been a harsh reminder that human connection still matters. It’s Thanksgiving Day here in the U.S., and I’m taking a break. I’m taking the time to appreciate my amazing family and friends, my clients who have become friends, and my remarkable...
Sep 22, 2020 | Sales Leadership
Stop thinking of people in terms of generations, and start thinking about them as individuals. My generation does not define me any more than my gender, race, nationality, or sexual orientation—and neither does yours. Generation Z has only been in the workforce for a...
Aug 11, 2020 | Referral Sales, Sales Leadership
Isn’t your team tired of cold calling? It takes roughly eight touches for sales reps to reach cold prospects. Is that how you want your sales reps spending their time—cold calling strangers who don’t answer the phone or respond to emails until they’ve been...
Jul 27, 2020 | Cold Calling, Lead Generation, Lead Qualification, Referral Sales, Sales Leadership
Research shows cold calling scripts and tricks don’t work, but referrals do. When will sales leadership wake up? They still measure the number of dials and emails sent in a day, when the return on these sales activities is dismal. The last I heard, it took eight to 12...
