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Apr, 30 2017 | Newsletter

April Referral Selling Insights

prospecting

Here’s what you might have missed from No More Cold Calling this month. Think winning is acknowledging a prospect’s pain? Think winning is focusing on a prospect’s desired outcome and then demonstrating how your solution gets results they can bank on? That’s not winning. That’s just playing the game—the same game every other salesperson is […]

Apr, 20 2017 | Referral Sales

Why Reps Hate Asking for Referrals Just as Much as Cold Calling

cold calling

Here’s how to cure your prospecting problem. Let’s set the record straight: Most everyone on your sales team has call reluctance—whether they’re cold calling or asking for referrals. Surprised? I was. What’s to fear about prospecting? After all, I only talk to people who want to talk to me. I use the referral system I […]

Apr, 13 2017 | Lead Generation, Referral Sales

What Millennials Can Teach Us About Lead Generation

lead generation

Is it time to change the way you’re prospecting? I’m not a millennial—not even close—but I love the way they think, act, and react … mostly. I don’t love seeing a table of millennials glued to their phones. Gathering for meals used to mean we talked to each other. How are they ever going to […]

Apr, 06 2017 | Lead Generation, Referral Sales

3 Ways to Guarantee Referral Prospecting Success

prospecting

Think a referral system is easy? Think again! All things being equal, we work with friends. All things not being equal, we work with friends. And when we need a specialist, we ask a friend. That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. And it only works if you […]

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