Dec 13, 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video
No toys at the table! Answer this question: What’s more important than the person sitting in front of you, walking beside you, sharing a meal with you, or sharing your bed? If actions speak louder than words, your phone is more important. If you’re like the average...
Dec 7, 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video
Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Don’t get distracted; don’t get embarrassed. Relationships and referrals are what business is all about! When I interviewed Wes,...
Nov 16, 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video
If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. Before I got really annoyed and was...
Oct 20, 2011 | Referral Sales, Video
Referral Selling Top Tip #1: When you just get a name, you’re making a cold call. Stop. Referrals make your calls HOT! There’s No Such Thing as a Warm Call My take on referrals is clearly defined: A call is either HOT or cold. My definition of a cold call: You call...
