Home » Archives for August 2016


Aug, 29 2016 | Newsletter

[Missed Connections] Referral Selling Insights from August

Here’s what you might have missed from No More Cold Calling this month. Were you as amazed as I was at the will, focus, fortitude, and dedication of the 2016 Olympic athletes? What if we could apply those same traits to our sales careers? Take, for example, Michael Phelps, who’s won 23 gold medals for […]

Aug, 25 2016 | Referral Sales

How Referrals Close the Buyer Divide

Pushy and arrogant sales reps still give the rest of us a bad name. Many buyers dislike salespeople. In their eyes, we’re the epitome of the used-car salesman—pushy, arrogant, in-your-face, and promising they’ll only get the best price if they buy today. Much of that perception is justified. If I were to judge solely by […]

Aug, 18 2016 | Referral Sales, Sales Leadership, Women in Sales

Curiosity and Discontent: Words to Live—and Sell—By

Read the speech that helped to shape my perspective on education, sales, and life in general. Many years ago, a high-school girl competed in a state speech competition for members of the forensics club. Participants competed for the best original speech as well as for the best speech written by someone else. This young girl […]

Aug, 11 2016 | Sales Leadership

Think Sales Reps Will Become Obsolete? Think Again

The most effective sales techniques don’t require a device. You’ve heard it. Television will kill radio. Video killed the radio star. And social media and the internet will eliminate the time-consuming, face-to-face aspect of sales. Um, no. Marketing automation, CRM, social media, and other technology tools enable sales reps to sell more efficiently and cost […]

Aug, 04 2016 | Social Selling

Social Selling Isn’t a 24/7 Job

How can we stay in touch without always being connected? I got blasted on social media. No, it wasn’t someone inviting me to connect and then blasting me with a sales pitch (my usual complaint about bad social media behavior). It was someone critiquing me because I write about social selling and the importance of […]

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