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[Message to Management]: What a Winning Sales Team Does Differently
To attract and retain talented salespeople, build an environment where winners can thrive. I hung up the phone and barged into my manager’s office. Without any explanation, I announced, “Get out the...
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Does “Call Reluctance” Prevent You from Asking for Referrals?
What are salespeople so afraid of? “I think I’ve told you before that I have a mild-to-moderate case of call reluctance. Even warm opportunities I’m following up on create anxiety.” I was a little...
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Why the Best Sales Techniques Won’t Win You Clients (Here’s What Will)
Without strong relationships, your sales career is DOA. Salespeople are asking the wrong questions: What are the best sales techniques? What tech tools will help me generate hot leads and land new...
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Don’t Confuse “Target Market” with “Ideal Client”
Sales and marketing play different roles in lead generation. It’s not marketing’s job to identify and nurture your ideal clients, or to convert them into qualified prospects. Your marketing colleagues...
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[Message to Management]: Why Your Top Sales Rep Will Leave You Soon
Stop ignoring your rainmakers. Max had just given notice, and Melissa was beyond furious. Max was her top sales rep—the one with the best customer relationships, the most closed business, and the...
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[Note to the Sales Manager] Why Your Sales Reps Can’t Close
Think your team has a “closing” problem? Think again. How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close...
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Don’t Confuse Recommendations with Referral Leads
Just because clients are willing to refer you doesn’t mean they will. “Turn 70 percent of your prospects into customers.” That statement got my attention—not just because it sounded too easy, but...
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[Missed Connections]: August Referral Selling Insights
Here’s what you might have missed from No More Cold Calling this month. Oh, how I love summer! I usually wish it could go on forever and I’m always sad to see it go. But this year I can’t wait for...
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[Missed Connections]: Referral Selling Insights from October
Here’s what you might have missed in October—and what to look forward to in November. The temperatures are getting cooler, but things have really been heating up at No More Cold Calling this fall....
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Why Your Sales Reps Can’t Automate Referral Leads
There’s no such thing as a referral machine. Everyone loves a good shortcut. We live in microwave time—tapping our fingers because 15 or 30 seconds is just too slow. While there’s much to be said for...
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What Is Sales Without Relationships?
Try a “No Toys at the Table” policy for sales reps. When did it become the norm to answer the phone during dinner or to check email while having a conversation? We’re so wired for 24/7 connectivity...
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Want Reps to Get Referrals? Make Them Hurry Off Their Asses
Face-to-face matters in referral selling. “We need to postpone our deal until next quarter.” Yikes! No sales leader wants to hear that. It could wreck the company forecast and commissions. What could...
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Why New Sales Leads Aren’t All that Matter in Sales
Is your team too busy drumming up new business to focus on existing customers? “I’m scared.” That’s what I told an interviewer who asked for my perspective on the future of sales professionals in the...
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[Missed Connections]: Referral Selling Insights from November
Here’s what you might have missed from No More Cold Calling this month. Your sales team has one month left to finish out 2015 with a bang. Are they on track to blow past quota, or still struggling to...
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12 Habits for Sales Leaders to Adopt
Do you have what it takes to lead your sales team to success? What separates great sales leaders from mediocre ones? Here’s a hint: It’s not what they read, do, or say that makes the biggest...
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4 Secrets to the One-Call Meeting: Your Powerful Referral Program
Is your team tired of cold calling? Some people say it takes seven to 12 touches for sales reps to reach their prospects. Is that how you want your team spending their time? The #1 challenge sales reps...
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No Stupid Smartphone Needed for Effective Sales Techniques
Modern salespeople need a regular digital detox. We know we should turn off all electronics at least one hour before going to bed if we want a good night’s sleep. We know we should put that darned...
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[Missed Connections]: Referral Selling Insights from December
Here’s what you might have missed from No More Cold Calling this month. “The most powerful tool in my sales toolbox is me.” Sound arrogant? Not really. Think about it. Technology takes you just so far....
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A Social Media Connection Is Not a Sales Lead
Are your sales reps clueless about how social selling really works? Sales reps abuse social media to the extent that I typically delete more LinkedIn invitations than I accept. They invite person after...
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How to Score More Sales Leads: Don’t Believe the Buyer 2.0 Myths
Do your sales reps really prospect based on fairy tales? A long time ago, in a galaxy far, far away … Well, you know the ending to that famous story. You also know it’s just a myth, a fable, a legend....
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