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[Missed Connections]: August Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
Oh, how I love summer! I usually wish it could go on forever and I’m always sad to see it go. But this …

Don’t Confuse Recommendations with Referral Leads

Just because clients are willing to refer you doesn’t mean they will.
“Turn 70 percent of your prospects into customers.” That statement got my attention—not just because it sounded too easy, but because I wasn’t sure …

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

Think your team has a “closing” problem? Think again.
How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close is never …

Enterprise »

[Missed Connections]: August Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
Oh, how I love summer! I usually wish it could go on forever and I’m always sad to see it go. But this …

Don’t Confuse Recommendations with Referral Leads

Just because clients are willing to refer you doesn’t mean they will.
“Turn 70 percent of your prospects into customers.” That statement got my attention—not just because it sounded too easy, but because I wasn’t sure …

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

Think your team has a “closing” problem? Think again.
How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close is never …

Small Business »

[Missed Connections]: August Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month.
Oh, how I love summer! I usually wish it could go on forever and I’m always sad to see it go. But this …

Don’t Confuse Recommendations with Referral Leads

Just because clients are willing to refer you doesn’t mean they will.
“Turn 70 percent of your prospects into customers.” That statement got my attention—not just because it sounded too easy, but because I wasn’t sure …

[Note to the Sales Manager] Why Your Sales Reps Can’t Close

Think your team has a “closing” problem? Think again.
How often have you heard leaders say, “My salespeople can’t close”? If you’re a sales manager, you’ve probably even said it. But failing to close is never …

Video »

Referral-Selling Top Tips: How to Ask for a Referral

Referral Selling Top Tip #1: When you just get a name, you’re making a cold call. Stop. Referrals make your calls HOT!
 
There’s No Such Thing as a Warm Call
My take on referrals is clearly defined: …

Referral Selling Top Tip #1

How to ask for a referral.