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Oct, 10 2013 | Referral Sales, Sales Leadership

Why Top Sales World CEO Never Makes Cold Calls

Sales guru and guest blogger, Jonathan Farrington, explains why he’s never made a single cold call. You don’t cold call? Really? Let me guess: You do some research, identify trigger events (what an over-used term!), and extract a name from someone. That’s cold … ice cold. The person doesn’t know you and doesn’t expect (or […]

Oct, 03 2013 | Referral Sales

Message to Management: It’s Never About Closing

Failure to close is just a symptom of a larger prospecting problem. You’d be surprised how often I hear, “My salespeople can’t close.” It’s never about closing. Never. That’s just the symptom. The problem is that salespeople neglect to follow through with important activities during earlier stages of the sales process. Trying to teach reps […]

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