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Apr, 30 2017 | Newsletter

April Referral Selling Insights

prospecting

Here’s what you might have missed from No More Cold Calling this month. Think winning is acknowledging a prospect’s pain? Think winning is focusing on a prospect’s desired outcome and then demonstrating how your solution gets results they can bank on? That’s not winning. That’s just playing the game—the same game every other salesperson is […]

Feb, 28 2017 | Newsletter

February Referral Selling Insights

account-based sales

Here’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, […]

Jan, 29 2017 | Newsletter

January Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. Did you make any New Year’s resolutions? If so, how’s that working out for you? I don’t believe in New Year’s resolutions, because they’re typically short-lived, forgotten by the end of January. Instead, I create weekly referral goals. Each week I decide […]

Dec, 29 2016 | Newsletter

December Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. You may not have heard, but 2017 will be the year of referral selling. Why? Because as quotas continue to rise and competition gets stiffer, sales managers will have to accept that technology shouldn’t be the main artery to reach prospects. Technology […]

Nov, 29 2016 | Newsletter

November Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. Are you fully booked for Q1? Closing the sales year with a bang is nice, but if you’re not already getting a jump-start on business development for 2017, you’re running behind. The last quarter of the year is 25 percent about closing […]

Oct, 30 2016 | Newsletter

October Referral Selling Insights

Here’s what you might have missed from No More Cold Calling this month. One million B2B sales jobs in the US will be lost to self-service eCommerce by 2020, according to Forrester’s report, “The Death of the B2B Salesman.” These days, everyone’s predicting the demise of our profession and assuming automation will eventually replace us […]

Sep, 29 2016 | Newsletter

September Referral Selling Insights—Get Started for $47

Here’s what you might have missed from No More Cold Calling this month. “I don’t discount, and I don’t run fire sales.” That’s what I’ve always said. But sometimes, even when a program has helped people, it’s time to retire it and make room for new programs. It’s that time for my “Getting Started” package […]

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