Home » Sales Articles » Newsletter

Newsletter Articles

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 […]

Scroll Up