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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 […]

Aug, 29 2016 | Newsletter

[Missed Connections] Referral Selling Insights from August

Here’s what you might have missed from No More Cold Calling this month. Were you as amazed as I was at the will, focus, fortitude, and dedication of the 2016 Olympic athletes? What if we could apply those same traits to our sales careers? Take, for example, Michael Phelps, who’s won 23 gold medals for […]

Jul, 31 2016 | Newsletter

[Missed Connections] Referral Selling Insights from July

Tired of watching your sales reps spend hours on the phone, calling prospects who rarely ever call them back? Or wasting time pestering strangers on social media, who never asked for—and don’t want to hear—their sales pitches? Then it’s time to stop the cold calling madness. During the “Turn Cold to Gold” webinar I hosted […]

Jun, 30 2016 | Newsletter

[Missed Connections] Referral Selling Insights from June

Here’s what you might have missed from No More Cold Calling this month. The year is now halfway over. If your sales reps aren’t on target to make or exceed quota, and aren’t getting meetings at the right level, now is the time to switch tactics … before it’s too late. Are your sales reps […]

May, 29 2016 | Newsletter

[Missed Connections] Referral Selling Insights from May

Here’s what you might have missed from No More Cold Calling this month. I didn’t really know anyone, except through social media. We’d shared content, commented on each other’s posts, and corresponded a few times. But I didn’t expect the reaction I got when I met more than 24 of my social media connections this […]

May, 01 2016 | Newsletter

[Missed Connections] Referral Selling Insights from April

Here’s what you might have missed from No More Cold Calling last month. I ran a Facebook ad for the first time … ever. To celebrate the 10th anniversary of my first book, No More Cold Calling, I offered it on Kindle for 99 cents for one day only—April 14. While I didn’t believe in […]

Feb, 29 2016 | Newsletter

[Missed Connections]: Referral Selling Insights from February

Here’s what you might have missed from No More Cold Calling this month. Think sales has changed a lot? Sure, technology has shifted the way we work. But while technology may power sales research, people still power the close.  Top salespeople have always won deals based on their well-nurtured relationships, inquisitive nature, insightful questioning, ability […]

Feb, 01 2016 | Newsletter

[Missed Connections]: Referral Selling Insights from January

Here’s what you might have missed from No More Cold Calling this month. The CEO of a Fortune 500 company told me what he wants most from salespeople are insights—no pitching or interrogating, just a conversation. Sales professionals are primed to deliver exactly that. Ongoing discussions with prospects and clients provide opportunities to learn about […]

Dec, 27 2015 | Newsletter

[Missed Connections]: Referral Selling Insights from December

Here’s what you might have missed from No More Cold Calling this month. “The most powerful tool in my sales toolbox is me.” Sound arrogant? Not really. Think about it. Technology takes you just so far. People buy from us because we’ve built strong relationships with them, because they trust us, because they like us. […]

Nov, 29 2015 | Newsletter

[Missed Connections]: Referral Selling Insights from November

Here’s what you might have missed from No More Cold Calling this month. Your sales team has one month left to finish out 2015 with a bang. Are they on track to blow past quota, or still struggling to get cold prospects on the phone? Just as importantly, how strong is your sales pipeline for […]

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