Forget what you’ve heard about sales tech effectiveness. Here’s why the personal touch still wins. There’s a myth being circulated in the world of … [Read more...] about Are You High-Tech or High-Touch?
How to Win New Clients from Lost Deals
Referrals might be the silver lining for account-based sales reps when good clients walk away. I have been in B2B sales so long that I’ve probably … [Read more...] about How to Win New Clients from Lost Deals
Prospecting Doesn’t Stop in December [Q4 Referral Selling Insights]
Why I won an award for prospecting. I got a job offer on December 28 and had two in-person meetings on the afternoon of December 24. This was many … [Read more...] about Prospecting Doesn’t Stop in December [Q4 Referral Selling Insights]
Are You Still Using These Tired Old Sales Buzzwords?
These 14 words have lost all meaning to me. It has been said that cursing shows a lack of vocabulary. Maybe so, but I find buzzwords to be even more … [Read more...] about Are You Still Using These Tired Old Sales Buzzwords?
Want to Get Referrals? Don’t Do This (UPDATED)
Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because … [Read more...] about Want to Get Referrals? Don’t Do This (UPDATED)
NEWSFLASH: Buyer-Centric Sales Is NOT New
I was ready to scream! When I read about how sales has evolved to be buyer-centric and relationship-driven, I was ready to scream. Good salespeople … [Read more...] about NEWSFLASH: Buyer-Centric Sales Is NOT New
