The power of the referral for sales

Posted on August 30, 2011

Creating a referral gathering process can address both. To set up your process consider the following:

Create a profile of who to ask. Asking for referrals can be scary. It’s another opportunity for rejection. Perhaps your client isn’t as happy as you thought or may not want to disclose names. With this in mind, you want to be sure you’re asking people with whom you have the best potential for success. Create a profile of the characteristics of the ideal client to ask, such as they appreciate your recommendations on how to use IT more effectively across their business. This helps everyone on your team envision who they’re asking. Read the full article …

Managers V Leaders

Posted on August 11, 2011

Let’s breakdown theDNAof a typical leader…A leader is usually a very creative,   dynamic, outgoing and unflappable individual. They tend to think big picture   focusing on vision and strategy while looking to make a long-term impact. By   way of contrast let’s examine theDNAof a manager. Managers are usually more   analytical while focusing on process and procedure looking to make short-term   contributions. The following list adapted from Mind of a Manager, Soul of a   Leader by Craig Hickman, John Wiley & Sons, demonstrates theDNAgap between  leaders and managers: Read the full article …