Research shows cold calling scripts and tricks don’t work, but referrals do. When will sales leadership wake up? They still measure the number … [Read more...] about Sales Leadership Is Missing It Big (and Here’s the Proof)
[Message to Management]: Are Your Sales Metrics Messed Up?
(Photo Credit: Austin Distell) Set metrics around sales activities you can measure and coach. “Revenue is the only metric that matters.” … [Read more...] about [Message to Management]: Are Your Sales Metrics Messed Up?
Your B2B Lead Generation Sucks … 5 Reasons Why
How to stop ignoring your best source of new revenue Remember the Johnny Lee song, “Lookin’ For Love”? The lyrics perfectly sum up … [Read more...] about Your B2B Lead Generation Sucks … 5 Reasons Why
Don’t Confuse Recommendations with Referral Leads
Just because clients are willing to refer you doesn’t mean they will. “Turn 70 percent of your prospects into customers with … [Read more...] about Don’t Confuse Recommendations with Referral Leads
Technology Can Wait … What About You?
Please take care of yourself. “The pendulum has swung too far in the direction of superficial online communications at a time people are hungry for … [Read more...] about Technology Can Wait … What About You?
This Is What Your Referral Program Is Missing
Do you know your referral gap quotient? Steve had a referral program. (Or so he thought.) He proudly told me that 30 percent of his company’s … [Read more...] about This Is What Your Referral Program Is Missing
