Articles

Nov, 29 2015 | Newsletter

[Missed Connections]: Referral Selling Insights from November

Here’s what you might have missed from No More Cold Calling this month. Your sales team has one month left to finish out 2015 with a bang. Are they on track to blow past quota, or still struggling to get cold prospects on the phone? Just as importantly, how strong is your sales pipeline for […]

Nov, 24 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

Why New Sales Leads Aren’t All that Matter in Sales

Is your team too busy drumming up new business to focus on existing customers? “I’m scared.” That’s what I told an interviewer who asked for my perspective on the future of sales professionals in the next two years. This might sound dramatic, but it’s true. Too many sales teams have lost sight of how B2B […]

Nov, 19 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople

Want Reps to Get Referrals? Make Them Hurry Off Their Asses

Face-to-face matters in referral selling. “We need to postpone our deal until next quarter.” Yikes! No sales leader wants to hear that. It could wreck the company forecast and commissions. What could reps have done differently? Maybe nothing. Sometimes deals are out of our control. A company gets acquired, the economy tanks, the sales leader […]

Nov, 12 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

What Is Sales Without Relationships?

Try a “No Toys at the Table” policy for sales reps. When did it become the norm to answer the phone during dinner or to check email while having a conversation? We’re so wired for 24/7 connectivity that we have developed FOMO—fear of missing out. The unfortunate result: While we stay up-to-date on what’s happening […]

Nov, 05 2015 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

Why Your Sales Reps Can’t Automate Referral Leads

There’s no such thing as a referral machine. Everyone loves a good shortcut. We live in microwave time—tapping our fingers because 15 or 30 seconds is just too slow. While there’s much to be said for efficiency, there are no shortcuts when it comes to relationships with customers. And without strong relationships, you can forget […]

Nov, 01 2015 | Newsletter

[Missed Connections]: Referral Selling Insights from October

Here’s what you might have missed in October—and what to look forward to in November. The temperatures are getting cooler, but things have really been heating up at No More Cold Calling this fall. After debuting “Big Deals and High Heels: Why Women Are Naturals at Selling” at Dreamforce, I’m gearing up to take this […]