Oct, 27 2011 | Referral Sales
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 | Referral Sales, Video
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
How to ask for a referral.
Oct, 12 2011 | Account Based Sales
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. […]