(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
Bust the Myth You Can’t Read Prospects’ Minds
Do you know where your clients are? It’s not always about revenue growth. Wow, did I really say that? It surprises me, too, but different times call … [Read more...] about Bust the Myth You Can’t Read Prospects’ Minds
