By Jeff Beals Does your company have raving fans? The term “raving fans” has become business lexicon ever since Random House released a book called Raving Fans by Ken Blanchard and Sheldon Bowles 15 years ago. The book was intended to help companies improve...
By Jeff Beals What’s the most efficient form of prospecting? Referrals. In an era when buyers are jealously protective of their time, a referral from a trusted source is your admission ticket. The higher up a prospect is in a company, the more important referrals are....
By Jeff Beals Most companies are getting only one-third of the referrals they could receive from current clients That’s according to a 2018 Texas Tech University study showing that 83 percent of satisfied clients are willing to refer products and services, but that...
By Jeff Beals A client of mine once needed help opening a branch office in a different city. I called a commercial real estate company owner I knew in that town. The owner connected me with one of his young sales reps who was excited to receive the referral. The...
By Jeff Beals Ask any sales professional about the key to success, and there’s a good chance they’ll say, “You have to listen to your client.” As a sales strategist, I meet with many successful sales reps, managers and executives. I always ask them about the secret...
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personally authored by Jeff Beals delivered to you every week designed to keep you on the cutting edge of the sales profession.
Are You Ready for Selling Season? It Kicks Off Tuesday!September 4, 2020
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