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3 Overlooked Productivity Tips for Sales Reps
Does your team spend enough time with your customers? It’s always about time, isn’t it? We have a choice how we spend it. We can waste hours immersed in social media, sending emails, and surfing the...
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[Missed Connections]: Referral Selling Insights from January
Here’s what you might have missed from No More Cold Calling this month. The CEO of a Fortune 500 company told me what he wants most from salespeople are insights—no pitching or interrogating, just a...
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Do “Refer a Friend” Programs Actually Work? Absolutely! Sometimes.
Pay for referrals? Are you kidding me? Thanks for all the happy birthday wishes last month. My friends and clients aren’t the only ones who remembered my big day. I received offers from my favorite...
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The #1 Sales Management Problem You Can Fix
It’s never about the symptoms. Tomorrow is your company’s biggest presentation of the year, but everyone involved is down with the flu. Sure, you could prescribe plenty of tea, throat lozenges, and...
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How Getting Referrals Got Me to the Protected C-Suite
Lead generation isn’t so tough when you’re asking for referrals. I hung up the phone, feeling excited and still a bit nervous. I’ve been selling for decades, but I’d never spoken with the CEO of a...
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Asking for Referrals Via Email—Big Mistake
Referral selling requires a personal touch. How many emails are waiting in your inbox? Enough to make you dread opening it? Most people have a love/hate relationship with email. It’s both a fantastic...
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[Missed Connections]: Referral Selling Insights from February
Here’s what you might have missed from No More Cold Calling this month. Think sales has changed a lot? Sure, technology has shifted the way we work. But while technology may power sales research,...
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Are You a Bulldog? That’s What It Takes for Women in Sales
Here’s what I’ve learned about selling from some top women leaders. When she referred to herself as a “bulldog,” the idea conjured up images of a pushy, arrogant, aggressive, in-your-face...
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Sales Managers—Pay Attention to How Your Reps Communicate
Do your salesmen and women sound more like teenagers than professionals? Can your sales reps put a sentence together? The words salespeople use define them in the eyes of customers, just as their...
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Social Selling: What the Sales Pros Do Differently
What makes the most influential sellers so successful on social media? Any sales professional who says it’s easy to keep up communication on social networks is either lying or doing it incorrectly....
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Why Isn’t Your Team Getting Enough Qualified Sales Leads?
Sales leaders’ chief concern is lackluster lead generation, according to new CSO Insights study. Greg had barely taken his seat when he told me his greatest challenge was getting his sales reps to...
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Thank You
Get my No More Cold Calling book for 99 cents. No, this is not an April Fools’ Day joke. The offer is for real. It’s been 10 years since No More Cold Calling™ was published on April 14, 2006. Where has...
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[URGENT] You’ve Got ONE WEEK to Get This Book for 99 Cents
Don’t miss your chance to cash in on my No More Cold Calling book anniversary! One week from today—April 14, 2016—marks the 10-year anniversary of my first book, No More Cold Calling™. Yes, April 14,...
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Your Most Burning Referral Questions Immediately Answered
Who should you ask for referrals to drive lead generation? “You can ask for referrals from anyone you meet, and it’s often easier to get referrals from new contacts than from existing clients.” Never!...
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[Missed Connections] Referral Selling Insights from April
Here’s what you might have missed from No More Cold Calling last month. I ran a Facebook ad for the first time … ever. To celebrate the 10th anniversary of my first book, No More Cold Calling, I...
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How Social Selling Got Me 21 Meetings in 2 Days
Never forget that selling is social. The magic number is 21. No, I’m not playing blackjack. That’s the number of people I’m meeting for the first time at the Sales Innovation Expo in London this month....
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Do Your Sales Reps Act Like Sales Snobs or Social Stalkers?
Maximize your net worth via your referral network. Steve, a salesman with an enterprise company, invited me to connect on LinkedIn. I accepted his standard invitation, thinking he might be a good...
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Do You Make Time for Your Sales Reps to Practice?
No one wins the game without putting in the practice. “From this day on I’d like to be known as ‘The Big Aristotle’ because Aristotle once said, ‘Excellence is not a singular act; it’s a habit. You are...
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[Missed Connections] Referral Selling Insights from May
Here’s what you might have missed from No More Cold Calling this month. I didn’t really know anyone, except through social media. We’d shared content, commented on each other’s posts, and corresponded...
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How to Actually Unclog Your Sales Pipeline
You can’t choose your family, but you can choose your clients. You see the warning signs a mile away—prospects who push you on price, threaten to take their business to your competitors, make...
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