Articles

Oct, 30 2016 | Newsletter

October Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. One million B2B sales jobs in the US will be lost to self-service eCommerce by 2020, according to Forrester’s report, “The Death of the B2B Salesman.” These days, everyone’s predicting the demise of our profession and assuming automation will eventually replace us […]

Oct, 27 2016 | Sales Leadership, Salespeople

5 Questions to Guarantee Qualified Lead Generation

Are your sales reps having trouble closing? The problem might be a lack of qualified leads. “We chose someone else.” “We’re staying with our current vendor.” “We’re not adding any new solutions this year.” We’ve all heard those words. Devastating. What happened? It could be that sales reps neglected important activities during the early parts […]

Oct, 20 2016 | Referral Sales, Referrals

The #1 Reason Your Referral Program Won’t Work

Your marketing strategy is doomed without practice. Why is it that companies spend tons of money on client events, company celebrations, sales incentives, and work-life balance perks like childcare, but then they skimp on investing in building permanent, repeatable sales skills for their teams? Sure, they provide “training,” but training without reinforcement, coaching, accountability, and […]

Oct, 13 2016 | Sales Leadership, Salespeople, Uncategorized

Think Robots Will Replace B2B Sales Reps?

Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Not so long ago clients looked to salespeople for […]

Oct, 06 2016 | Referral Sales, Referrals

6 Simple Ways a Referral Program Eradicates Top Sales Challenges

Are your sales reps wasting time prospecting? You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. If you’re fairly new to your company, your sales reps are a mixed bag of talent. If you’ve beaten the odds and have held your role for more than 18 months, […]