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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. […]

Jan, 31 2019 | Newsletter, Referral Sales

Why Are You Still Cold Calling? January Referral Selling Insights

Here’s what you might have missed this month from No More Cold Calling I hadn’t bought a car in 17 years. Yep, that’s how long my Acura 3.2 TL with 162,000 miles lasted—until the transmission went out. I dreaded buying another car because of the pushy, in-your-face car salespeople, who are just like B2B sales […]

Dec, 30 2018 | Newsletter, Referral Sales

Asking for Referrals Is Darn Personal: December Referral Selling Insights

Here’s what you might have missed this month from No More Cold Calling. It’s been a year of awakening. No, this is not a movie. It’s real life. Finally, after two decades of working with CROs, sales VPs, and CEOs on referral selling, the conversation has shifted. Clients now ask: “How do I create a […]

Nov, 29 2018 | Newsletter, Referral Sales

’Tis the Season to Expand Your Referral Network: November Referral Selling Insights

Sure, it’s hectic. You’re busy closing out the year, but you also have lots of invitations for parties, client events, and other business networking opportunities. This is the best time to build your referral network. Make the most of it. Attend everything you can, enrich relationships with people you know, and meet new people. Get […]

Oct, 28 2018 | Newsletter, Referral Sales

Cold Calling vs. Asking for Referrals: Which Is Scarier? (October Referral Selling Insights)

Here’s what you might have missed this month from No More Cold Calling. Most sales reps dread cold calling, but they don’t exactly fear it. After all, they have no skin in the game. If someone hangs up or sprays them with expletives, they move onto the next name on the list. No harm, no […]

Oct, 01 2018 | Newsletter, Referral Sales

Are You Social or Selling? September Referral Selling Insights

Stop cold calling on social media. You’re not one of those people who blast me with a sales pitch after I accept your LinkedIn invitation, are you? I don’t think so, because you’ve been reading my blog, so you know by now that social selling is all about being social. LinkedIn is the place to […]

Aug, 30 2018 | Newsletter, Referral Sales

There’s No Such Thing as a Warm Call: August Referral Selling Insights

Referrals are HOT, HOT, HOT! Stop rationalizing. There’s no such thing as a warm anything in sales—an email, phone call, social media outreach, or even a knock on the door. Unless your prospect knows who you are and expects to hear from you, you might as well step into a freezer. Your outreach is cold […]

Jul, 29 2018 | Newsletter, Referral Sales

Don’t Ignore Your Best Sales Leads: July Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. Are you asking for referrals from every one of your clients? Not just your buyers, but from all the people you meet at client companies during the buying process? I’m not a mind-reader, but I already know your answer. No one has […]

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