Referral-Selling Articles

  • How Can Tech Companies Attract More Women in Sales?

    women in salesWomen have everything it takes to succeed in sales.

    Ask any B2B sales leader about their lead generation challenges, and you’ll get specific answers about why their teams can’t get access to buyers, how sales processes have gotten too long, or why they’re losing to the competition. Ask them why there aren’t more women in technology sales, and they’re not quite sure. Their answers get vague: Perhaps women don’t have the requisite skills, or they don’t raise their hands enough, or hiring managers don’t know

  • Want Qualified Sales Leads? Stop Your Team from Cold Calling

    qualified sales leadsLead generation shouldn’t be that tough.

    Let’s be honest. Cold calling is bottom-of-the-barrel prospecting. It can take eight to 14 touches just to reach a prospect who isn’t expecting a call from your sales rep. He’s “dialing for dollars” (read: “wasting time”), and who has time to waste? There has to be an easier way to score qualified sales leads!

    Cold calling is a demeaning sales tactic and an inefficient way to generate qualified sales leads. It doesn’t matter how much research your reps conduct, or

  • Women in Sales: 5 Ways to Get Your Voice Heard

    women in salesWhat does it take to succeed in sales?

    Today is International Women’s Day, and what better time to celebrate all the smart, savvy women in sales? In honor of the occasion, HubSpot is launching its #WomenInSalesDay project, a compilation of inspiring stories about top saleswomen, as well as tips and advice for women coming up the ranks in sales.

    HubSpot asked for my take, which is this: Women have natural strengths and talents that make us great at sales, often better than men. The best way for women to succeed

  • 3 Important Ways Account-Based Sales Teams Can Stay Relevant

    account-based sales teamsWhat does it take to increase sales in today’s uncertain business environment?

    This is a time of great change and uncertainty. Now more than ever, sales leaders and their account-based sales teams must be prepared for change.

    Political systems around the world are in a state of upheaval, and we’re not sure where we stand. Our economy is on the upswing (mostly), but we know that could be temporary. Technology is constantly evolving and changing the way we work … and the way we sell.

    So, how do we prepare? By

  • February Referral Selling Insights

    account-based salesHere’s what you might have missed from No More Cold Calling this month.

    Can you really convert 70 percent of prospects into customers with referral selling? That kind of conversion rate is unheard of with other account-based sales strategies. Yet, my “feet on the street” research shows that when salespeople receive referral introductions to decision-makers, they secure new clients at least 70 percent of the time. And that number holds constant around the world.

    How do I know this? I just returned from speaking to sales teams in Sydney and Melbourne.

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