ARTICLES

I sponsored an entrepreneur organization for over a year. Wrote the check. Showed up to the events. Put in the time, month after month. At the end of it, I sat down to decide whether to renew and asked myself a simple question: what did I actually get out of this?...

Every time you think about asking for a referral, something in you flinches. You know your best clients came from introductions. You know the people who could send you more are sitting right there in your phone. And you know, in theory, you should just ask. But the...

A few weeks ago, I was doing something most people in my position never do. I was calculating how much revenue I had referred to two of my Strategic Connectors. Not what they'd sent me. What I'd sent them. The number for each: over $250,000. That stopped me. Not...

For years, I taught salespeople how to ask for referrals. It was one of many modules in the sales training work I did and like most referral training, it was built around a leading metric: how many referrals did you ask for? Ask more, get more. Track your asks, track...

There’s a familiar pattern that plays out inside many professional services firms when growth slows or pipelines become less predictable. Outbound gets harder. Response rates decline. Prospects have more information before they ever engage with a salesperson. AI makes...

I learned this lesson the hard way years ago—long before I had any framework for how referrals should actually work. At the time, I was leading a team of sales professionals at a marketing agency. Like many firms, we relied heavily on referrals and relationships to...