Smart Sales: Referrals, Productivity, and Pipeline Health

There’s a lot of great sales content floating around the web. It’s hard to decide what to read! Every Saturday, we summarize our favorite B2B sales posts from around the Web. It’s hard to catch it all, so let us know what great content we may have missed.

Here’s what caught our attention this week:

How Getting Referrals Got Me to the Protected C-Suite
Referral selling is about more than generating leads–it’s about generating consistency, quality, and ultimately, protection.  Talking to the level that counts is near impossible without having your foot already in the door, so how can you leverage referrals to get you to the people who matter?  Joanne Black offers her thoughts.

Why Leaders Need to Take Time To Think
In a world where we’re always moving, taking a step back to think can be a valuable tool.  Looking at the bigger picture, rather than at what’s just in front of you, help you to scope out your next steps, plan more efficiently, and execute more intentionally.  But if we’re so driven for results, why don’t we always see the benefit of taking a breather?  Deb Calvert offers her thoughts.

Sales Productivity: Stop Wasting Your Time on This
Do you feel like you could be accomplishing more but just can’t seem to figure out what the problem is?  Likely, it’s that you’re getting distracted.  Distractions come in all shapes and sizes, from chatter to internet browsing to checking your phone, but all have the same effect: a loss of productivity.  So what can you do to get yourself focused and end the day strong?  Jill Konrath has some advice.

Don’t Be a Pipeline Wimp: 4 Steps to Increase Pipeline Velocity
When your pipeline runs dry, what more can you do?  You’ve tried everything, but still, you can’t seem to generate leads or interest.  Pipeline health is about more than number of leads, it’s also about the quality of leads.  Thinking ahead to the long-term is important when it comes to analyzing your pipeline, and Colleen Francis offers some ways of thinking when it comes to your pipeline velocity.

A Focus On the Wrong Product
When you’re a true believer in your product, it’s not difficult to talk about it.  You could go on and on about its features and benefits and special, exclusive functions, but when it comes down to it, the customer truly only care about how your product benefits their product.  Your product could be the most innovative one on the market, but if it doesn’t serve your customer’s needs, you’re heading up a creek without a paddle.  Anthony Iannarino speaks more about what it means to focus on the right product.

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