Once you’ve set up a Referral Rewards Program, the next step is to get proactive and make asking for referrals a part of your sales and account management processes. This way you aren’t waiting for clients to think of you to offer them up. With a good process in place, you create a steady stream [...]

Prospecting has never been harder – or easier. Yes, it’s hard to get responses, but you have all the tools at your finger tips to increase your odds of grabbing the attention of your top contacts and getting a reply. Gone is the dialing for dollars mentality. You can do better than that. You can [...]

I find events to be one of the most effective strategies to uncover qualified leads. The people who participate choose to come because they’re interested in your topic. You get to share your perspectives and recommendations, highlighting yourself as an expert they want to work with. The prospects who attend feel as if they know [...]

Lately I’ve heard a lot of people talking about how to get referrals. No doubt about it, they’re one of the quickest ways to fill your pipeline. They’re definitely easier and less stressful than cold calling.  They’re more accessible, and there’s less competition to close the deal. Knowing this, more and more sellers are asking [...]