I received a cold call today from a large consulting sales and marketing company, thought I should return it, just in case!

lients want to be insiders, and specifically, they want to be inside your community.

I've been at Dreamforce today chatting with other experts about the future of selling. Check this out and tell me what you think. I can find a business application for each one of the statistics and I think its high time you do too!

The top 10% are like the Heat. They accept responsibility, regroup, refocus, and come back charging. They hit the court / office, make note of what didn't work and what did, and leverage their strengths. Sure, take a breather after a big loss. Step away from your desk. Go for a walk, lunch, or take an afternoon at the park. But, while you are away accept that YOU lost the deal and only YOU can stage a comeback. Comebacks start only when you take responsibility and then take action.

The concise guide summarizes some of my best lessons for sales leader so you can quickly read and apply the principles,

Sales people hear it all the time: “ABC. Always be closing.” But as a manager, I’d recommend that you adopt a slightly different mantra for yourself: “ABR: Always be recruiting.”

With so many changes happening, including downsizing, explosive growth, new products to market, and buyers changing in such a short period of time, it’s never been a better time to close more deals. But only if you’re prepared to adapt to change while still emulating timeless approaches that work. As with most things, selling successfully is about balance.

Asking for a referral can be a challenging process. You might be uncomfortable asking for the referral, as well as worried about the best language to use so that you don't sound desperate for new business.