Referrals cost less to produce than other leads and close at a much higher rate. But if you want to build your company on referrals, marketing and sales consultant Rick Menendez has news for you: You have to treat referrals as more than just another lead source.
Asking how prospects heard about your company is more important than ever, and more difficult.
As a way to continually improve, the best sales reps regularly track their own performance. These key metrics will tell you just how well you're doing as a salesperson.
Tried and true ways to generate leads can go stale, which is why it's crucial to constantly develop new ones.
Praise and recognition are powerful motivators. Threatening tactics are not. Keep that in mind as you try to motivate staff to do better.