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Dec, 30 2018 | Newsletter, Referral Sales

Asking for Referrals Is Darn Personal: December Referral Selling Insights

Here’s what you might have missed this month from No More Cold Calling. It’s been a year of awakening. No, this is not a movie. It’s real life. Finally, after two decades of working with CROs, sales VPs, and CEOs on referral selling, the conversation has shifted. Clients now ask: “How do I create a […]

Dec, 28 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

Why Sales AI Won’t Replace Reps Anytime Soon

We’re not obsolete … yet. There’s a saying in B2B sales that people buy with emotion and justify with fact. It’s more than a saying; it’s a fact. Trust is a predominant factor in any buying decision. Two things being equal—and they never are—people buy from those they know, like, and trust. Unless a buyer […]

Dec, 20 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

You Don’t Know Isaac, but I Won’t Forget Him

We need to speak up when people do the right thing. Whether you’re watching the news or perusing social media, you’ll see plenty of stories about people behaving badly, selfishly, or rudely. So, it’s always refreshing to be reminded that the world is also full of kind, compassionate people who go out of their way to […]

Dec, 13 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

Put Your Damn Phone Away

No toys at the table! Answer this question: What’s more important than the person sitting in front of you, walking beside you, sharing a meal with you, or sharing your bed? If actions speak louder than words, your phone is more important. If you’re like the average American, the first thing you do when you […]

Dec, 07 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

How to Ask for a Referral Without Getting Embarrassed

Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Don’t get distracted; don’t get embarrassed. Relationships and referrals are what business is all about! When I interviewed Wes, senior vice president of sales for a well-known marketing automation company, I expected to hear […]

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