There are reasons you’re not getting referrals. How is your sales team generating qualified leads? Using power dialers, email, and social media … [Read more...] about Are Referrals Your Priority … or an Afterthought?
3 Referral Selling Skills All B2B Sales Reps Should Practice
Ensure your sales team makes time to practice these critical prospecting strategies. Top B2B sales reps acknowledge that building their professional … [Read more...] about 3 Referral Selling Skills All B2B Sales Reps Should Practice
4 Secrets to the One-Call Meeting: Your Powerful Referral Program
Isn’t your team tired of cold calling? It takes roughly eight touches for sales reps to reach cold prospects. Is that how you want your sales … [Read more...] about 4 Secrets to the One-Call Meeting: Your Powerful Referral Program
Sales Leadership Is Missing It Big (and Here’s the Proof)
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
