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Mar, 28 2011 | Enterprise, Referral Sales, Small Business

A Message From Joanne

Launch: Closing Ceremonies Thank you for your participation! By Joanne Black A personal message from No More Cold Calling founder, Joanne Black. Listen now. Get Your Sales Gifts Now I hope you’ve enjoyed the incredible sales gifts, courtesy of the world’s leading sales gurus. If you haven’t accessed all of your gifts yet, now’s the […]

Mar, 23 2011 | Enterprise, Referral Sales, Small Business, Social Selling

Get Social, Get Referrals

3 Ways to Get More Leads and Sales with Social Networking and Referral Marketing By Joanne Black The Internet, social networking, and other breakthroughs in technology have fundamentally changed the way we do business. New technology drives communications, messaging, and information access at warp speed, and our clients expect immediate access. This pattern of ever-increasing […]

Mar, 22 2011 | Enterprise, Referral Sales, Small Business

Packing the Referral Pipeline

The secret to building your sales prospect base? Follow Susan RoAne’s networking rules, show up, and succeed! Guest Blog by Susan RoAne It’s so much easier to do business with people you’ve met, know and trust. More importantly, it’s easier for people to recommend and refer you once they have met you. If a face […]

Mar, 21 2011 | Enterprise, Referral Sales, Small Business

Cold Calling: Forget Plan A, B & C. Let’s Use Plan D

Guest Blog by Nigel Edelshain, Sales 2.0 Why do sales people use “plan D” as the default when cold calling? As you may also know I’ve come up with this approach called “Social Calling” that works so much better than traditional cold calling. I came up with this approach not because I found some tablets […]

Mar, 18 2011 | Enterprise, Referral Sales, Small Business

Four Key Steps to Better Leads!

Align sales and marketing’s definition of a “qualified lead” to deliver maximum sales impact. Here’s how. Guest Blog by Barry Trailer Can we agree that sales reps have plenty to do today and that, without wanting to seem unreasonable, you’d like them to do more and/or better? Is it also possible for us to agree, […]

Mar, 17 2011 | Enterprise, Referral Sales, Small Business

Really “See” Who’s Who (And Who Matters Most) In Your Network

Map Your Sales Connections, Visually, Through InMaps Guest Blogger: Koka Sexton Many people have hundreds if not thousands of connections on LinkedIn and keeping in contact with all of them is impossible. What if you knew who your major connections were and started building better relationships with them to reach a broader audience? LinkedIn recently […]

Mar, 16 2011 | Enterprise, Referral Sales, Small Business

Clear Your Organization’s Hurdles to Referral Selling

Guest Blog by Jonathan Farrington Did you know that? 40% of salespeople are failing in their sales careers.45% of all salespeople earn the average income for their industry. A typical salesperson devotes only 10 to 20% of their time to actual selling because a large proportion of their available time is devoted to cold calling. […]

Mar, 15 2011 | Enterprise, Referral Sales, Small Business

Referrals 2.0

Its not just who you know, it’s how you know them. Guest Blog by Tibor Shanto No one will argue the effectiveness of referrals in garnering new clients, but as with other aspects of sales, it is time for a makeover. While this makeover is not necessarily technology driven, let’s be trendy and call it […]

Mar, 11 2011 | Enterprise, Referral Sales, Small Business

Sales Doesn’t Take a Break—You Do

The work will always be there. Take a real break—turn it off—and you’ll come back more focused, more refreshed, and more productive. Really. by Joanne Black It used to be that sales people totally disconnected from their business lives in the evenings and over weekends. We even took vacations where we didn’t check email. No […]

Mar, 10 2011 | Enterprise, Referral Sales, Small Business

Why Companies Hate Sales People Who Cold Call

Guest Blog by Kelley Robertson The 6 reasons you should change your cold calling sales behavior. Bring up the subject of cold calling with a group of sales people and you are assured of a lively conversation as they lament about the challenges associated with this task. There is no question that it is difficult […]