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The Most Effective Sales Strategies Aren’t Digital
How can your sales team sell if they’re “not there?” “There’s nothing like meeting people in person.” That’s definitely my belief, but I was stunned to hear these words uttered by a Millennial. We’ve...
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Kevin Bacon and a Unique Way to Crush Lead Generation
Your referral network is larger than you realize. Have you ever played the game, “6 Degrees of Kevin Bacon”? Or perhaps seen the Kevin Bacon Visa Check Card ad from 2002? The concept is simple: We’re...
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[Missed Connections] Referral Selling Insights from June
Here’s what you might have missed from No More Cold Calling this month. The year is now halfway over. If your sales reps aren’t on target to make or exceed quota, and aren’t getting meetings at the...
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This Is the Biggest Lead Generation Mistake on Social Media
A LinkedIn connection is not a sales lead. It happened again. I accepted a LinkedIn invitation from someone I didn’t know, sent a personal response to greet my new connection, and immediately received...
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Sales Leaders: Are You Really Ready to Learn?
The sooner sales leaders accept the fact they don’t know everything, the smarter they’ll be. As the old saying goes, if you’re not learning, you’re dead. I prefer the former. I thrive on learning and...
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How to Really Heat Up Your Referral Sales Strategies
Referral selling not working for your team? Here’s what you’re missing! Think you can just tell sales reps to go ask for referrals? If that’s all you do, answer this question: How’s that working for...
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[Missed Connections] Referral Selling Insights from July
Tired of watching your sales reps spend hours on the phone, calling prospects who rarely ever call them back? Or wasting time pestering strangers on social media, who never asked for—and don’t want to...
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Curiosity and Discontent: Words to Live—and Sell—By
Read the speech that helped to shape my perspective on education, sales, and life in general. Many years ago, a high-school girl competed in a state speech competition for members of the forensics...
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How Referrals Close the Buyer Divide
Pushy and arrogant sales reps still give the rest of us a bad name. Many buyers dislike salespeople. In their eyes, we’re the epitome of the used-car salesman—pushy, arrogant, in-your-face, and...
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[Missed Connections] Referral Selling Insights from August
Here’s what you might have missed from No More Cold Calling this month. Were you as amazed as I was at the will, focus, fortitude, and dedication of the 2016 Olympic athletes? What if we could apply...
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Are Your Salespeople in the Top 90%?
Here’s how to actually win with referral sales strategies. More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. And another 60 percent report...
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September Referral Selling Insights—Get Started for $47
Here’s what you might have missed from No More Cold Calling this month. “I don’t discount, and I don’t run fire sales.” That’s what I’ve always said. But sometimes, even when a program has helped...
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6 Simple Ways a Referral Program Eradicates Top Sales Challenges
Are your sales reps wasting time prospecting? You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. If you’re fairly new to your company, your...
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The #1 Reason Your Referral Program Won’t Work
Your marketing strategy is doomed without practice. Why is it that companies spend tons of money on client events, company celebrations, sales incentives, and work-life balance perks like childcare,...
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November Referral Selling Insights
Here’s what you might have missed from No More Cold Calling this month. Are you fully booked for Q1? Closing the sales year with a bang is nice, but if you’re not already getting a jump-start on...
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How Account-Based Sellers Make Money with a Proven Referral Program
Tired technology just can’t compete now. Let me let you in on a secret: Account-based selling isn’t anything new. This lead generation strategy is the source of much hype in our industry. There are...
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December Referral Selling Insights
Here’s what you might have missed from No More Cold Calling this month. You may not have heard, but 2017 will be the year of referral selling. Why? Because as quotas continue to rise and competition...
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How to Hack Lead Generation with this Simple Principle
Don’t expect sales leads to pour in without it! I stared at the download form, trying to decide if it was worth it. A colleague had recommended I read this whitepaper, and the content certainly sounded...
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How to Land and Expand with Relationships
The top four account-based sales secrets revealed! When it comes to account-based sales tips, there is one guy who can revolutionize your technique. This is a story about George (mostly). I’ve known...
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February Referral Selling Insights
Here’s what you might have missed from No More Cold Calling this month. Can you really convert 70 percent of prospects into customers with referral selling? That kind of conversion rate is unheard of...
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