Without strong relationships, your sales career is DOA. Salespeople are asking the wrong questions: What are the best sales techniques? What tech … [Read more...] about Why the Best Sales Techniques Won’t Win You Clients (Here’s What Will)
How to Actually Unclog Your Sales Pipeline
When is it time to let a client go? Turning down new business isn’t easy, but it just might be the best decision you’ll make for your sales team, … [Read more...] about How to Actually Unclog Your Sales Pipeline
Is Asking for Referrals on Social Media Rude?
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 … [Read more...] about Is Asking for Referrals on Social Media Rude?
Sales Reps Not Closing Sales? Try This
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 … [Read more...] about Sales Reps Not Closing Sales? Try This
How to Reach Decision Makers Every Time
A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with … [Read more...] about How to Reach Decision Makers Every Time
Why I’m Grateful for Referrals—and for YOU [Q2 Referral Selling Roundup]
Plus, what you might have missed from No More Cold Calling. I learned a lot more about gratitude after recently celebrating the 25th anniversary of No … [Read more...] about Why I’m Grateful for Referrals—and for YOU [Q2 Referral Selling Roundup]
