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Apr, 30 2015 | Newsletter

[Missed Connections]: April Referral-Selling Insights

Here’s some important information you might have missed from No More Cold Calling this month. Batter up! Baseball season is in full swing in the U.S.—a sure sign that spring has officially sprung. Spring is also a great time to up your game and perfect the pitches that will get your sales prospects on base. […]

Apr, 28 2015 | Referral Sales, Sales Leadership

You Are Not Your Generation

Stop thinking of people in terms of generations, and start thinking about them as individuals. My generation does not define me any more than my gender, race, nationality, or sexual orientation—and neither does yours. Who we are as individuals might be influenced by where and how we grow up, but there’s more to all of […]

Apr, 23 2015 | Referral Sales, Sales Leadership

5 Goals Every Millennial Should Have

Sales and marketing expert Anthony Iannarino shares his “letter to digital natives” When a 27-year-old told me, “There’s nothing like meeting face to face,” I was stunned. We’ve all heard that Millennials are tethered to their devices. But that meeting (like so many meetings I’ve had) proved once again that in-person communication enables us to […]

Apr, 21 2015 | Referral Sales, Sales Leadership

Why You’ll Never “Catch Up”

Just because business is 24/7 doesn’t mean you have to be. “I’m catching up today.” How many times have you said those words? Let’s be real. Catching up is a fallacy, a myth, a wish, a hope, and just plain unrealistic. Don’t get me wrong. We all try. We work on weekends and during vacation, […]

Apr, 16 2015 | Referral Sales, Sales Leadership

[Message to Management]: 4 Reasons Your Sales Team Isn’t Getting Referrals

Referral selling is a disciplined process sales leaders need to learn. Are you “all in” with referral selling, or just trying it on? Are you telling your team to ask for referrals? Or do you unequivocally believe and trust that you have a referral process in place to drive revenue, save your job, and position […]

Apr, 14 2015 | Referral Sales, Sales Leadership, Women in Sales

Does the “Women in Tech Problem” Only Exist in Silicon Valley?

For Silicon Valley women struggling to get ahead, the answer might be a change of location. If you’d asked tech leaders in Silicon Valley about women in technology 10 years ago (or maybe even five), the response probably would have been, “We know there are some women around here, but I really don’t know who […]

Apr, 09 2015 | Referral Sales, Sales Leadership

[Message to Management]: The Plea of a Struggling Sales Rep

Are you coaching your sales team, or leaving them to fend for themselves? “I’m not whining. You need to understand that I’m not just another number on your sales team. I know you think I’m not worth your time because I’ll probably just stick around for a year and then move on. That might be […]

Apr, 07 2015 | Referral Sales, Sales Leadership

A Tale of Two Personas

Does your online persona know how to talk to people? This is the best of times, and the most opportunistic of times. To further paraphrase Charles Dickens, this is also an age of both wisdom and foolishness. Salespeople today are wise enough to know the value of relationships—with prospects, clients, and Referral Sources. But far […]

Apr, 02 2015 | Referral Sales, Sales Leadership

The Ultimate Sales App—No Smartphone Required

What’s the most powerful sales tool at your disposal? Salespeople love their apps. LinkedIn, Twitter, Salesforce, Google+ … I could go on and on. Each of these social apps and online platforms promises a killer feature that will streamline the sales process and make us all rich. As if. The only app that’s guaranteed to […]

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