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Feb, 28 2019 | Newsletter, Referral Sales

You Don’t Have Time to Ask for Referrals? [February Referral Selling Insights]

If you don’t ask, you don’t get. Two colleagues complained they were so involved in their work, they didn’t have time to prospect. One guy even said he was thinking of cold calling (shudder) and doing more marketing. Why didn’t he think to ask for referrals? That’s a rhetorical question. I already know the answer. […]

Feb, 21 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

The Forgetting Curve Has a Cure

What do you remember from your last training? The way we’ve been learning is all wrong. Remember cramming for tests? I do, and while I usually did well on my exams, I didn’t retain much of anything. I’ve heard for years that people forget 70 percent of what they learn in a professional training class […]

Feb, 14 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

Without Call-Backs, Your Lead Gen Is Dead in the Water

Here’s how to generate leads and get call-backs. Has selling really changed in the last decade? Well, sure. Social media, marketing automation, AI, predictive analytics, and all kinds of technology have cast doubt on traditional sales techniques and encouraged organizations to rely on digital sales prospecting. That’s a problem because the best lead gen strategies […]

Feb, 07 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales

There’s a Difference Between Being Alone and Being Lonely

“Imagination is the highest form of research.” —Albert Einstein     Ever have a good idea pop into your head, seemingly out of nowhere? We all have, but I bet it didn’t happen when you were heads-down working on a project, facing a demanding deadline, running late for a meeting, yelling at the stupid drivers […]

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