When budgets are slashed, selling is that much harder! Here are 3 steps to increase sales during the pandemic.
If you kiss enough frogs you’ll find a prince. But if you’re tired of kissing frogs there is a better way of networking. This is a strategic approach to find and develop centers of influence (COI) — referral partners that provide sales leads for your business.
Every company wants client referrals, but are you too dependent on word of mouth marketing? Avoid 5 pitfalls of being too dependent on word of mouth marketing.
Networking is crucial to business, but if not done well it is time consuming and ineffective. Use a system to connect with higher quality contacts, and build purposeful relationships.
Trying to land a strategic account? Circling The Prospect means finding multiple people to recommend you, and squarely put you on the prospect’s radar. Forget about getting one introduction, get six.
Business cards are like neckties. They’re caught in tradition and ceremony. Explore the idea of business note cards, and where card giving fits in your business.
Prospecting for customers is more than hunting and cold calling. Business development is a process that focuses on the 3R’s: Relationships, Referrals and Results.
A-B-C, Always Be Closing is bad advice. If you don’t have the relationships, you don’t stand a chance. It’s time to change the selling alphabet. It’s not about closing, it’s about connecting.
Splitting a sales force into hunters and farmers is a popular model. The hunters are responsible for new business development, while the farmers work on managing and growing the existing account base. The concept brings a Taylorist view to sales force design, and one...
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