Ask any salesperson or business owner what their three biggest challenges are, and one of them will be “finding new prospects.”  Millions (if not billions) of dollars are spent every year in order to market, advertise, and sell products and services. Much of this is wasted, though, because it doesn’t actually lead to the relationships that create sales.  Endless Referrals fills an important role by acting as a sort of almanac for salespeople on different ways to prospect and bring potential clients into their pipeline. In fact, I think the book should be called Endless Prospecting, because it covers way more than just referrals.  This … [Read more...]