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 … [Read more...] about The Trust Factor: How Emotional Connections Make Referrals Unstoppable
Dare to Be Different: Why Pioneering Pays Off [Q4 Referral Selling Insights]
Here’s what you might have missed from No More Cold Calling this quarter. “The best reason to do something is because it’s never been done before.” … [Read more...] about Dare to Be Different: Why Pioneering Pays Off [Q4 Referral Selling Insights]
Why Asking for Referrals Isn’t All That Matters in Account Based Selling
It’s still who you know that counts. Let’s get one thing straight: Referrals aren’t a “nice-to-have” for account based selling teams. They’re … [Read more...] about Why Asking for Referrals Isn’t All That Matters in Account Based Selling
A Real Wake-Up Call for Thanksgiving
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 … [Read more...] about A Real Wake-Up Call for Thanksgiving
How to Turn Your Suspects Into Qualified Prospects
Stop chasing suspects. Focus on winning prospects. Ben confided in me about the four types of people in his database: suspects, prospects, clients, … [Read more...] about How to Turn Your Suspects Into Qualified Prospects
Are You Tracking the Right Referral Success Metrics?
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 … [Read more...] about Are You Tracking the Right Referral Success Metrics?
