Aug 27, 2015 | Newsletter
Here’s what you might have missed from No More Cold Calling this month. Oh, how I love summer! I usually wish it could go on forever and I’m always sad to see it go. But this year I can’t wait for September, when I’ll have the opportunity to attend and speak at...
Aug 20, 2015 | Referral Sales, Sales Leadership
Think your team has a “closing” problem? Think again. How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close is never the real problem. Never. That’s just the symptom. The...
Aug 18, 2015 | Referral Sales, Sales Leadership
Stop ignoring your rainmakers. Max had just given notice, and Melissa was beyond furious. Max was her top sales rep—the one with the best customer relationships, the most closed business, and the largest pipeline. Melissa couldn’t afford to lose him, but she’d missed...
Aug 13, 2015 | Referral Sales, Sales Leadership
Sales and marketing play different roles in lead generation. It’s not marketing’s job to identify and nurture your ideal clients, or to convert them into qualified prospects. Your marketing colleagues can certainly help. They have already identified the...
Aug 6, 2015 | Referral Sales, Sales Leadership
What are salespeople so afraid of? “I think I’ve told you before that I have a mild-to-moderate case of call reluctance. Even warm opportunities I’m following up on create anxiety.” I was a little surprised to receive this email from Sam, a sales and...