How to Use Momentum Effectively in Sales and Sports

How to Use Momentum Effectively in Sales and Sports

If you have read many of my articles you realize that from time to time I like to use sports analogies. I was at yet another college lacrosse game several days ago, and sadly my team lost to end their season. We were tied at the half but then had gone down by three goals in the second half. Our team was struggling a little bit to get something going and seemed riddled with turnovers.

There are some tough players on the team and one particular player just seemed to kick it into high gear and by sheer will scored a […]

Hiring for Sales: Round Pegs Do Not Fit in Square Holes

Hiring for Sales: Round Pegs Do Not Fit in Square Holes

I was with a group of seven friends from college last weekend to help out a friend in need.  We have all been friends for over 30 years and we get together once a year.  What has been so fun to realize over the years is that we each have different talents.  And we each have different weaknesses.  This is not an earth-shattering revelation.  But, now we have the maturity to realize that different people’s talents can and should be used appropriately, rather than trying to get everyone to operate the same way.  We no longer attempt to put round […]

How to Use LinkedIn and Reachable for Referrals

How to Use LinkedIn and Reachable for Referrals

In my last article I spoke about the importance of asking for referrals and introductions. I described how one can accomplish this either the old-fashioned way, through asking, or by using LinkedIn or Reachable. I have been asked to explore these online applications a little bit further. So here goes.

We will start with the premise that receiving a referral or introduction far exceeds any cold calling one can do in terms of return on investment. Additionally, we will assume that your sales teams are already involved in seeking referrals the old-fashioned way.

Here is a simple primer on using LinkedIn for […]

Referral Gathering for Sales: Go Old School or Go On Social?

Referral Gathering for Sales: Go Old School or Go On Social?

I was at a conference in sunny La Jolla, CA last week presenting to a group of very successful business owners in the security industry. Most have owned their companies for decades and have already built thriving recurring revenue businesses. Still, every single one of them has a keen interest in sales expansion. Each of them wants to better understand how to keep moving their sales teams forward on the path to increased selling efficiency.

A conversation was had about whether their sales reps need to understand the ins and outs of social media, and how to use services like LinkedIn […]