Securing and Working Referrals – Part III

In part 1 and part 2 of this blog post series, we have established that referrals are the lifeblood of sales. We talked about how well-intentioned sales reps are toward securing referrals, yet how often they fail at actually getting them. We went on to discuss the...

Securing and Working Referrals – Part II

If you will allow me to crack the safe to your memory banks, in Part I of this Securing and Working Referrals series, I spoke about how important referrals are to salespeople, coupled with how difficult they seem for reps to secure in adequate numbers. I mentioned to...

Securing and Working Referrals – Part I

Referrals are your single best source of self-generated or creative prospects. One reason they are so powerful is because statistically, over half of the buying decisions made by people are based on recommendations from friends, family, colleagues, or other customers....

Personal Rejection Reflection

For about three years In the early 1970’s I was a successful commercial food brokerage sales rep. That experience positioned me to step into a sales manager position with the same company in a different branch office 300 miles away. The sales operation I inherited...

The Pursuit of Happyness

Chris Gardner: “Hey. Don’t ever let somebody tell you, you can’t do something. Not even me, all right?” Christopher (his son): “All right.” Chris Gardner: “You got a dream, you gotta protect it. When people can’t do somethin’ themselves, they...