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Oct, 30 2014 | Newsletter

Referral Selling Recap: October

Here’s what you might have missed from No More Cold Calling this month. With just a couple months left in 2014, there is still time to step up your selling, meet your quota, and develop a strong pipeline filled with referral-based prospects for the New Year. It’s not hard, but it will take work. If […]

Oct, 28 2014 | Referral Sales, Sales Leadership

Wide Awake at Dreamforce 2014

Get out of your office to reignite your passions. If we’re not learning, we’re dead. I didn’t coin that phrase, but that’s my belief. Learning is exciting and transforming. That’s one of the key reasons I’ve attended Dreamforce for the past three years—last year as a guest blogger for Salesforce.com and this year as a […]

Oct, 23 2014 | Referral Sales, Sales Leadership

Why Permission Marketing Always Trumps the Cold Call

You’ll close more deals with prospects who actually want to hear from you. “It’s better to beg for forgiveness than to ask for permission.” Many of us adopt this mantra as we progress in our careers and work our way through a steady succession of titles with ever-increasing demands and responsibilities. In the workplace, with […]

Oct, 21 2014 | Referral Sales, Sales Leadership

Your Network Is Your Net Worth

Relationships are the key to sales effectiveness. If you’re not taking time to build relationships, then you’re making the biggest sales mistake there is. Whether a business is ultrahigh tech or low tech, personal relationships have always been what seal the deal in B2B sales. There is significant research about why customers make buying decisions. […]

Oct, 16 2014 | Referral Sales, Sales Leadership, Social Selling

Social Deja Vu: We’ve Been Here Before

Even when there’s nothing on, we’ll always have reruns. You’ve heard it: Television will kill radio. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication. Um, no. Because the more things change, the more they stay the same—in sales and in life. Old but Not Irrelevant People have always […]

Oct, 14 2014 | Referral Sales, Sales Leadership

How to Lose Clients and Alienate People

Stop the cold calling madness. Why are you still cold calling? Even if you’re not actually using the phone, when you send cold emails and automated requests to connect on LinkedIn, your outreach is still ice cold. Wake up: Cold calling success rates are dismal! Break Free from Failed Selling Strategies It’s common sense that […]

Oct, 09 2014 | Referral Sales, Sales Leadership

Want to Know Me? Look Me Up!

There’s no excuse for not doing your sales homework. “My CEO will be in town, and I’d like to schedule time for you to meet with him.” That must be the hook for this year’s Dreamforce exhibitors, who got my name off the list of attendees for Salesforce’s big event next week. They’ve been calling […]

Oct, 07 2014 | Referral Sales, Sales Leadership

Introductions All Around: It’s Time for Online to Meet Offline

Social networking isn’t social enough. As Woody Allen famously said, “Eighty percent of success is showing up.” Showing up counts—in life and in sales. So does being present and contributing. We show up in many different ways—online, offline, at work, with family, with friends, and when volunteering. Showing up means you become involved. You contribute, you […]

Oct, 02 2014 | Referral Sales, Sales Leadership

[Message to Management]: Are Your Salespeople Space Cowboys?

Don’t let your sales team rely too heavily on technology. Remember the movie Space Cowboys (2000)? Four long-retired test pilots—played by Tommy Lee Jones, James Garner, Clint Eastwood, and Donald Sutherland—are sent into space to repair an old Soviet satellite, a mission only they know how to accomplish. As this is Hollywood, they are teamed […]

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