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    How to ask for referrals: a comprehensive guide

    This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years.

    How to know if you are you really selling consultatively

    Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. They insist that they talk about it often and that their salespeople are doing OK with a consultative approach.

    How to create an anti-sales culture on your team

    Have you heard the story about the new sales director, whose predecessor handed him three envelopes on the first day of the job?

    Why your investment in sales tech might not be paying off

    I was at a golf practice range the other day. I took a nice, easy swing, heard that ultra-satisfying “click”, and watched the ball travel straight downrange and land exactly where I intended it to. And for a moment, one brief, fleeting moment, I actually believed I was getting better at this game.

    Four components to optimize your sales organization

    A while back, I gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I discussed are applicable to sales organizations in every kind of industry, so I want to share them.

    sales strategy

    External Exposure