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Are You Social or Selling? September Referral Selling Insights
Stop cold calling on social media. You’re not one of those people who blast me with a sales pitch after I accept your LinkedIn invitation, are you? I don’t think so, because you’ve been reading my...
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They Actually Said My Sales Lead Generation Is Old School
But here’s what they’re missing on referral B2B lead generation. I’ve had it with the accusations that referrals don’t scale, that referrals are a favor, that referrals can be digital, that all you...
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Cold Calling Techniques Make Your Pipeline Fat, but Not Fit
Do you really need more leads? Sure, cold calling techniques put lots of leads in the pipe. Enough for management to see that reps made the requisite number of phone calls, email pitches, and social...
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Why You Need to Make Time for Asking for Referrals
Getting referrals business should be top priority in your sales prospecting techniques. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota,...
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Are You Always “On”? (Here’s Why You Shouldn’t Be)
Too much work and not enough play makes … Working too much? You might not have a choice. Employers are more and more demanding. If you’re in sales, you assume you pretty much need to be “on” all the...
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Cold Calling vs. Asking for Referrals: Which Is Scarier? (October Referral...
Here’s what you might have missed this month from No More Cold Calling. Most sales reps dread cold calling, but they don’t exactly fear it. After all, they have no skin in the game. If someone hangs up...
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4 Reasons You Shouldn’t Get the Referral on LinkedIn
How to connect beyond the click when asking for referrals. My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer. She’d tried asking for...
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Do Words Make a Difference for Women in Sales?
Watch what you say, and do what you say. “I want you to know it hasn’t gone unnoticed that there are no women on our sales team.” That comment came from the CEO of a fast-growing software company. Not...
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How to Actually Scale Your Referral Business
If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me...
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’Tis the Season to Expand Your Referral Network: November Referral Selling...
Sure, it’s hectic. You’re busy closing out the year, but you also have lots of invitations for parties, client events, and other business networking opportunities. This is the best time to build your...
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How to Ask for a Referral Without Getting Embarrassed
Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Don’t get distracted; don’t get embarrassed. Relationships and...
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Put Your Damn Phone Away
No toys at the table! Answer this question: What’s more important than the person sitting in front of you, walking beside you, sharing a meal with you, or sharing your bed? If actions speak louder than...
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You Don’t Know Isaac, but I Won’t Forget Him
We need to speak up when people do the right thing. Whether you’re watching the news or perusing social media, you’ll see plenty of stories about people behaving badly, selfishly, or rudely. So, it’s...
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Why Sales AI Won’t Replace Reps Anytime Soon
We’re not obsolete … yet. There’s a saying in B2B sales that people buy with emotion and justify with fact. It’s more than a saying; it’s a fact. Trust is a predominant factor in any buying decision....
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Asking for Referrals Is Darn Personal: December Referral Selling Insights
Here’s what you might have missed this month from No More Cold Calling. It’s been a year of awakening. No, this is not a movie. It’s real life. Finally, after two decades of working with CROs, sales...
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Why Curiosity Is Critical for Sales Success
What is 7427466391? Imagine if you saw this on a billboard along your commute route … What would you do? Roll your eyes, think this is nonsense, tell others about it, or go to the site and find out...
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5 Reasons Your Team Doesn’t Know How to Get Referrals
Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. That might be true, but...
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You’re No Different Than Your Competition
Don’t believe everything you hear about selling in a digital world. You’ve probably heard the often-quoted statistic that says 57 percent of the buying process is complete before a customer talks to a...
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The Best Cold Calling Tip Is Stop Immediately (Do This Instead)
Have you ever met a salesperson who enjoyed cold calling? (Well, maybe one in 100.) How about a buyer who enjoyed receiving cold calls? (Yeah, me neither.) Not only is cold calling tortuous for...
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Why Are You Still Cold Calling? January Referral Selling Insights
Here’s what you might have missed this month from No More Cold Calling I hadn’t bought a car in 17 years. Yep, that’s how long my Acura 3.2 TL with 162,000 miles lasted—until the transmission went out....
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