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How to Remove the Sales Discomfort of Asking for Referrals
Get over the discomfort and get referrals with confidence. I used to think it was just sales newbies who struggled with asking for referrals. They simply hadn’t built their networks or their...
View ArticleHow to Build Trust and and Stand Out
Because what you’re already doing isn’t working. A marketing executive surprised the heck out of me when I interviewed him for my second book, Pick Up the Damn Phone! I expected to hear all about the...
View ArticleShe Said My Experience Wasn’t Research — What Do You Think?
She said my research wasn’t real research. I told her I ask my clients if they’ve asked every one of their clients for a referral. That’s each person they’ve met during the buying process. The answer...
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Why the CEO Should Drive Sales
Sales responsibility starts at the top. Ernest, CEO of a CRM company, had sales all figured out … or so he thought. He’d implemented a “perfect” sales process, which he explained to me in detail. He...
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Darn. It’s Here Again
Times are tough, but a sales success mindset will help you survive this economic downturn. Darn, it’s here again. We’re on the precipice of another recession, which has happened five times since the...
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The Ultimate Sales App—No Smartphone Required
Think your smartphone is the most powerful sales tool at your disposal? Think again. Yes, think again. We love our sales apps. Social media, CRM, sales enablement platforms—each of these promises...
View ArticleWhy Do Sellers Leave Winning to Chance? [Q3 Referral Selling Insights]
Your sales strategies are annoying your prospects. Sales leaders, it’s time to put a stop to this madness. Your over-dependence on technology to drive sales has gone too far. It isn’t filling your...
View ArticleNEWSFLASH: Buyer-Centric Sales Is NOT New
I was ready to scream! When I read about how sales has evolved to be buyer-centric and relationship-driven, I was ready to scream. Good salespeople have always approached sales this way. Buyer-centric...
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Want to Get Referrals? Don’t Do This (UPDATED)
Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. I asked how that approach was...
View ArticleProspecting Doesn’t Stop in December [Q4 Referral Selling Insights]
Why I won an award for prospecting. I got a job offer on December 28 and had two in-person meetings on the afternoon of December 24. This was many years ago, but I learned an important lesson: Even...
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How to Win New Clients from Lost Deals
Referrals might be the silver lining for account-based sales reps when good clients walk away. I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. I know how to...
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Are You High-Tech or High-Touch?
Forget what you’ve heard about sales tech effectiveness. Here’s why the personal touch still wins. There’s a myth being circulated in the world of high-tech sales. According to some “experts,” buyers...
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You’re Living in a Warm Call Fantasy
Stop kidding yourself. You’re cold calling. Let’s set the record straight: A call is either hot or cold. There’s no such thing as a warm call, a warm email, warm social media prospecting, or even a...
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How to Get Referrals and Finally Conquer Your Fear
Asking for referrals feels riskier than cold calling. “I’m not sure why, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of seasoned pro...
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Maximizing Referrals: Strategies for Turning Your Network Into a Powerful...
Learn more about the science (and art) of referral selling in my new webinar with Finlistics. It’s interesting how you meet people, and when you sell by referral, you meet a lot of interesting people....
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Truth Bomb: Salespeople All Look Alike to B2B Buyers
Referrals help you stand out in a sea of B2B sellers. How do B2B buyers tell one internet security company from another? One IT provider from another? One marketing platform or sales enablement app?...
View ArticleStop Neglecting Your Most Valuable Sales Channel [Q2 Referral Selling Insights]
Here’s what you might have missed from No More Cold Calling this quarter. I celebrated a milestone this month. It’s been 27 years since I founded No More Cold Calling. For nearly three decades, my sole...
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Here’s Why You’re Not Getting Referrals
Referrals must be the priority, not an afterthought. Your team knows a lot of people, who in turn know a lot of people. So, why aren’t they getting referrals at scale? Because they haven’t asked...
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How to Harness the Power of Business Referrals
Curious how to put business referrals to work for you? It’s time to get serious about business referrals. That’s where the lead generation power is. Simply stated, referrals drive revenue. It’s no...
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Expand Your Sales Team By Asking Clients for Referrals
Referred leads are qualified leads. “If your customers aren’t selling for you, you won’t have customers.” That’s what Steve Silver, vice president and principal analyst at Forrester, said when making...
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