Forbes Contributing Writer Christine Crandell, heard a wonderful story about how a marketing team partnered with Sales to win a strategic deal and drive more revenue. This very large B2B enterprise technology vendor had an equally large retailer as a target account they wanted to win. The sales team did all the usual stuff of cold calling, networking, sending letters, inviting executive management to events but all that effort wasn’t breaking through the noise. Sales came to Marketing and asked for help; not expecting much.
The actual response Sales got was completely different. Continue Reading…
America’s leading authority on referral selling, and author of No More Cold Calling, Joanne Black highly recommends you stay in touch with your network and rigorously build new connections. You will become closer and closer to potential clients. Your new referral network will contract your world. It will be faster and easier for you to give and receive referral introductions.
Read the entire article here.
Margaret Heffernan (MoneyWatch) recently wrote about the desire for creativity in business and the multiple ways in which it is unintentionally hampered. She notes the first way to make people more creative is to stop all of those bad habits we have. But is there anything else you can do?