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Feb, 29 2016 | Newsletter

[Missed Connections]: Referral Selling Insights from February

Here’s what you might have missed from No More Cold Calling this month. Think sales has changed a lot? Sure, technology has shifted the way we work. But while technology may power sales research, people still power the close.  Top salespeople have always won deals based on their well-nurtured relationships, inquisitive nature, insightful questioning, ability […]

Feb, 25 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

Asking for Referrals Via Email—Big Mistake

Referral selling requires a personal touch. How many emails are waiting in your inbox? Enough to make you dread opening it? Most people have a love/hate relationship with email. It’s both a fantastic business tool and a huge time-waster. Worse yet, digital communication is beginning to replace the real human connections that drive sales. When […]

Feb, 18 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business, Women in Sales

How Getting Referrals Got Me to the Protected C-Suite

Lead generation isn’t so tough when you’re asking for referrals. I hung up the phone, feeling excited and still a bit nervous. I’ve been selling for decades, but I’d never spoken with the CEO of a Fortune 500 company. Yet, getting Bill on the phone was surprisingly easy, thanks to a referral from someone he […]

Feb, 11 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Small Business

The #1 Sales Management Problem You Can Fix

It’s never about the symptoms. Tomorrow is your company’s biggest presentation of the year, but everyone involved is down with the flu. Sure, you could prescribe plenty of tea, throat lozenges, and numerous over-the-counter drugs. But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s […]

Feb, 04 2016 | Associations, Enterprise, Referral Sales, Referrals, Sales Leadership, Salespeople, Women in Sales

Do “Refer a Friend” Programs Actually Work? Absolutely! Sometimes.

Pay for referrals? Are you kidding me? Thanks for all the happy birthday wishes last month. My friends and clients aren’t the only ones who remembered my big day. I received offers from my favorite retailers for birthday discounts, designed to make me feel special and (more importantly) spend money. B2C incentives work like magic. […]

Feb, 01 2016 | Newsletter

[Missed Connections]: Referral Selling Insights from January

Here’s what you might have missed from No More Cold Calling this month. The CEO of a Fortune 500 company told me what he wants most from salespeople are insights—no pitching or interrogating, just a conversation. Sales professionals are primed to deliver exactly that. Ongoing discussions with prospects and clients provide opportunities to learn about […]