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Referral-Selling Articles

  • Don’t Get Distracted by the Latest Sales Prospecting Techniques

    That bright, shiny object might be rustier than you think.

    If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Trends mean nothing unless you include your buyer in your research. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer.

    Sales productivity tools are everywhere, but do they really enhance productivity? There’s technology to generate leads online, artificial intelligence, predictive analytics, social media and document automation, and search engine optimization. Most of these are table stakes today, but unless sales prospecting techniques

  • Do Women in Sales Really Lack Self-Confidence?

    Don’t believe everything you hear about women.

    Women don’t speak up, don’t apply for jobs unless they meet 100 percent of the requirements, go unnoticed, and lack confidence. That’s why more of us haven’t broken through the glass ceiling yet. At least that’s what we’ve read in article after article. I’ve even written about how women in sales lack confidence.

    You know the adage—if we hear something often enough, we believe it. (Nevermore) I’m also reminded of this quote by Edgar Allan Poe: “Believe nothing you hear, and only one half that

  • Why the Best Lead Generation Techniques Are Proactive

    Top sellers don’t wait.

    At least 57 percent of the buying process is complete before buyers ever contact your company. If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start.

    Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy. That’s not selling. That’s order-taking.

    Top sellers aren’t reactive. They know how to prospect for sales, and it’s not sitting back and waiting

  • Get Referral Examples That Work on LinkedIn Learning (April Referral Selling Insights)

    Find out about my new LinkedIn Learning course—plus, what you might have missed from No More Cold Calling this month.

    Wouldn’t it be great if we could put our iPads under our pillows and awaken with a referral system that delivers qualified leads to our pipelines day after day? Well, now you (sorta) can … as long as you’re wearing earbuds.

    LinkedIn Learning has just released my complete referral system. The program includes a series of short videos, which I recorded in the LinkedIn studios. I share plenty of referral examples and

  • Are You Caving on Price in Your Sales Negotiations?

    Price isn’t an issue with referral business.

    More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. Sadly, that behavior continues in sales negotiations today. We’ve trained our buyers to expect discounts and that everything is negotiable. They know sales reps will make the best offers at the end of the quarter or at the end of our fiscal year, so they wait. That sure messes up our forecasts, commissions, and company profits, and it lengthens our sales process.

    Let’s call

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