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Nov, 27 2013 | Referral Sales, Sales Leadership

You’re Living in a Warm Call Fantasy

Stop kidding yourself. You’re cold calling. Let’s set the record straight. There’s no such thing as a warm email, a warm phone call, or even a warm knock on the door. A call is either HOT or cold … period Wake Up From the Warm Call Fantasy Thanks to the Internet and social media, there’s […]

Nov, 26 2013 | Referral Sales

Put Your Phone Away, or Pay Up

Many professionals are now creating games and rules to ensure that technology addiction doesn’t disrupt their personal lives. Have you heard of phone stacking? It works like this: You and your friends are at a restaurant. You all put your cell phones in the center of the table. Whoever is the first to look at […]

Nov, 21 2013 | Referral Sales, Sales Leadership

Tell Marketing They Can Keep Their Leads

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in […]

Nov, 19 2013 | Referral Sales, Sales Leadership

Message to Management: 3 Sales Metrics to Focus On

As you’re setting sales goals for next year, know which metrics will get you results. As we wrap up another year, smart sales leaders are already planning for 2014—considering which goals, targets, and strategies will set their reps up for success in the New Year. Of course, this is not easy work. It involves sifting […]

Nov, 15 2013 | Referral Sales, Sales Leadership

Marketing—How Everything (and Nothing) Has Changed

The future of marketing is happening now. Technology might not have changed how we sell, but it’s certainly changed how we market. With new, sophisticated Web applications, social media, the cloud, and the skyrocketing adoption of mobility, marketers and advertisers alike have been scrambling to figure out how rapidly-evolving technologies impact the way we engage […]

Nov, 14 2013 | Referral Sales, Sales Leadership

Your No. 1 Competitive Weapon

What sets you apart from all those other companies? It’s no secret that today’s marketplace is a crowded one. Thanks to technology and globalization, competition is stiffer than ever. So how do you ensure that buyers choose you? Here’s a hint. It’s not technology. Your competitors have access to the same data, social-selling tools, and […]

Nov, 13 2013 | Referral Sales, Sales Leadership

To Make a Splash, You Can’t Rely on a “Drip”

Inbound marketing will not fill your pipeline. Inbound marketing might seem like the magic formula for easy sales, but it’s not. It doesn’t close deals. It doesn’t qualify our prospects, and it certainly doesn’t set us up to make quota. Why? Buyers don’t take action because we “drip” on them. They don’t take action because […]

Nov, 12 2013 | Referral Sales, Sales Leadership

8 Things Technology Will Never Replace

Digital communication only takes us so far. Generation Y loves technology. They’ve grown up immersed in text messages and emails. So it’s completely logical that many of them prefer communicating digitally rather than talking in person. I get the appeal. It’s quick and easy, and it’s what they are used to. But it’s also impersonal, […]

Nov, 11 2013 | Referral Sales, Sales Leadership

Man vs. Machine

Here’s why computers will never replace salespeople. According to a recent study published by Oxford, nearly half of all jobs are at risk of being automated in the next 20 years! But I’ll tell you one job that won’t vanish: Salesperson. That’s because, at the end of the day, people buy from people, not from machines. […]

Nov, 08 2013 | Referral Sales, Sales Leadership

4 Leadership Lessons from the Boston Red Sox

Take a page from the playbook of John Farrell, who led his team from worst to first. I know I should be a National League fan. I live in San Francisco and have season tickets to the Giants’ games. But there’s always been “something” about the Red Sox that pulls me in. Perhaps it’s the […]

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