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May Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. It happened again … a salesperson asked me to connect on LinkedIn, promised he could help my business, and then wanted to know my definition of referral selling. Really? Referral selling is my brand, my mantra—you know, the sort of thing you […]

Account-Based Sales »

Why You Can’t Automate Relationship-Building in Account-Based Sales

account-based sales

In this month’s guest post, Tim Hughes discusses social media offenses and how account-based selling teams can avoid them. You’re hosting a dinner party at your home. You invite some close friends and ask them to bring guests you don’t know, so everyone can forge new relationships and expand their networks. On the night of […]

Account-Based Sales »

#1 Way Account-Based Sales Reps Resolve the Gatekeeper Problem

account-based sales

Want to land and expand? Stop trying to get around the gatekeeper. If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. Seriously?! This is just the latest stupid advice I’ve read about how to bypass the gatekeeper and get decision-makers […]

Account-Based Sales »

Are Account-Based Sales Reps Motivated by Money?

account-based sales

New research from Xactly suggests it’s more complicated than that. The title of this post is a question—a seemingly ridiculous one. Of course, account-based sales reps are motivated by money. Who isn’t? But that’s not all that matters to them. It matters that their clients get results. It matters that implementation is flawless. It matters […]

Account-Based Sales, Referral Sales »

When Asking for Referrals Can Hurt Account-Based Sales

Avoid this digital danger zone! As comedic director Woody Allen once said, 80 percent of success is showing up. Some readers might not know who Woody Allen is, and that’s OK. Just trust me: He was absolutely right on this point. Showing up matters, especially for account-based sales pros—whether it’s showing up in the right […]

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