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Dec, 30 2014 | Newsletter

[Missed Connections]: December Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. Goodbye, 2014. Hello, New Year! But before we move on, let’s take the time to think about what we’ve learned this year. Which broken sales strategies should we leave in the past (ah-hem, cold calling)? And which tactics will help us keep […]

Dec, 23 2014 | Referral Sales, Sales Leadership

[Top Sales Lesson of 2014] You Control the Technology

Guest blogger Phillip Twyford encourages us all to put the phones and tablets aside, and take time to connect with the people around us. You don’t want to miss out on the joyful sound of children singing, or opportunities to connect with family and friends, or the heartwarming feeling you get when your kids or […]

Dec, 18 2014 | Referral Sales, Sales Leadership

4 Ways to Get Past the Gatekeeper (No Tricks Required)

When you have a referral introduction, there’s no need to dupe the gatekeeper. Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and speak with the person who’s actually in charge? Of course you would. So why is your outreach still cold? It’s tiresome […]

Dec, 16 2014 | Referral Sales, Sales Leadership

[Message to Management]: 74 Percent of Salespeople Are Failing

With no formal sales training and very little real-world experience, today’s salespeople aren’t equipped to succeed. Did you learn to sell in school? I didn’t. I graduated from college with a Liberal Arts degree—English major, history minor. I never expected to have a long, successful sales career. I was young, soft-spoken, shy, and very, very […]

Dec, 11 2014 | Referral Sales, Sales Leadership, Women in Sales

’Tis the Season for Networking

Keep these networking success secrets in mind as you make the rounds at holiday parties this month. It’s the most wonderful time of the year…and the most hectic. You’ve probably already accepted invitations to holiday office parties and client events. And you’re probably already considering the usual list of questions: Should you bring your spouse […]

Dec, 09 2014 | Referral Sales, Sales Leadership

Your Millennials Are Gems Just Waiting to Be Polished

Sales organizations need to engage the next generation of rainmakers. When a Millennial told me about texting her boyfriend to say she loved him, I looked at her in disbelief and asked, “You’re texting ‘I love you’?” She explained that she had been at a conference and couldn’t call him, so she texted a romantic […]

Dec, 04 2014 | Referral Sales, Sales Leadership

3 Dangers for Salespeople Who “Assume”

Assumptions tank deals and ruin sales pipelines. Remember the old saying about what happens when you assume? You make an “ass” out of “u” and “me.” Yet salespeople tend to make a lot of assumptions. We assume that: Because we had a good meeting with a client, we can forecast the business at 50 percent. […]

Dec, 02 2014 | Referral Sales, Sales Leadership

[Message to Management]: Top Earners Deserve More of Your Time

All sales reps need coaching and guidance, but rainmakers deserve extra attention. The sales manager announces the top performers of the year. Drum roll, please. The “winners” learn the exotic location of the President’s Club. Applause resounds throughout the building as these sales champions are paraded like Superbowl winning gods across the sales floor. The […]

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