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Oct, 11 2018 | B2B, Business Development, Referral Sales

Cold Calling Techniques Make Your Pipeline Fat, but Not Fit

Do you really need more leads? Sure, cold calling techniques put lots of leads in the pipe. Enough for management to see that reps made the requisite number of phone calls, email pitches, and social media connections. But are those really leads, or just smoke-and-mirror numbers? Reps have their cold call list, and they go […]

Oct, 04 2018 | B2B, Business Development, Lead Generation, Referral Sales

They Actually Said My Sales Lead Generation Is Old School

But here’s what they’re missing on referral B2B lead generation. I’ve had it with the accusations that referrals don’t scale, that referrals are a favor, that referrals can be digital, that all you need to do is ask for referrals, and the other crap that so-called experts tout on social media. I don’t usually use […]

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