Oct, 27 2011 | Enterprise, Referral Sales, Small Business

How to Stop the Cold Calling Humiliation

There’s nothing like a good, old-fashioned public humiliation to illustrate the difference between cold calls and hot referrals. What are you doing to make your sales efforts matter? Picture this: You’re at a sales conference. You don’t believe in cold calling. You’re participating in a conference breakout session listening “live” to a sale rep cold […]

Oct, 20 2011 | Enterprise, Referral Sales, Small Business, Video

Referral-Selling Top Tips: How to Ask for a Referral

Referral Selling Top Tip #1: When you just get a name, you’re making a cold call. Stop. Referrals make your calls HOT!   There’s No Such Thing as a Warm Call My take on referrals is clearly defined: A call is either HOT or cold. My definition of a cold call: You call someone who […]

Oct, 18 2011 | Video

Referral Selling Top Tip #1

How to ask for a referral.

Oct, 12 2011 | Small Business

Why “Catching Up” Is a Myth

Just because business is 24/7 doesn’t mean that you have to be, too. Prioritize your sales and business-development tactics, and you’ll find greater balance overall. “I’m catching up today.” How many times do we say we’re catching up? Let’s be real. Catching up is a fallacy, a myth, a wish, a hope, and plain unrealistic. […]

Oct, 05 2011 | Featured

Listen to Joanne on Sales Hard Talk: There’s No Such Thing as a Warm Call