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
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?
