Referrals are an excellent source of new business but most salespeople don't deserve to get them! Yes, you heard me right. Why do I feel they don't deserve them? Because they do nothing to earn them. Help is on the way. There is something you can do about it.
Articles for Salespeople On...
Cold Calling / Prospecting
Fishing for Referrals
Get the Crud Out of Your Sales Funnel
A lot of salespeople feel they are doing their job if they keep their sales funnel full to capacity. Not true. Your job as a sales professional is to not just keep your sales funnel full, but to keep it full of "real" opportunities and not "wished/hoped-for" sales.
Building a Personal Business Network
Having a strong network of people who can help you and who you can help is a valuable asset that many salespeople neglect to develop.
