In sales, we tend to focus on the deals we win. They not only validate all our efforts but move our numbers in the right direction. However, if we really want to grow as sales professionals, it’s just as important to understand why sales deals are lost as it is to understand why they’re won. The close ratio, typically defined … Read More
From Cold Calling to Warm Referrals: Referral Prospecting Strategies That Multiply Your Results
If you’ve ever been fishing with a rod, you know how it works. One hook, one line, one fish at a time. Now imagine throwing out a giant net instead. You catch an entire school of fish at once! That’s the difference between cold calling individual prospects and building strategic alliances that create warm introductions on your behalf. One’s a … Read More
Best of BDU: Summer Sales Leadership Tips for Success
Summer can be a tricky time for sales leaders. With team members taking vacations, prospects pushing off meetings and warmer weather tempting everyone to mentally check out, it can be tough to keep momentum going. However, summer doesn’t have to be a slow season. With summer sales leadership tips and the right approach, it could even be one of the … Read More