Uncategorized Articles

Jan, 29 2017 | Uncategorized

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 […]

Nov, 03 2016 | Sales Leadership, Salespeople, Small Business, Uncategorized

3 Referral Selling Skills All B2B Sales Reps Should Practice

Ensure your sales team makes time to practice these critical prospecting strategies. Building professional skills takes practice—deliberate practice. But adults resist practice. We get paid to do our jobs correctly the first time. Practice is on our own time. And who has extra time just floating around? Children practice all the time, without fear. Remember […]

Oct, 13 2016 | Sales Leadership, Salespeople, Uncategorized

Think Robots Will Replace B2B Sales Reps?

Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Not so long ago clients looked to salespeople for […]

Feb, 03 2015 | Uncategorized

[Message to Management]: 4 Tips to Inspire Confidence in Your Leadership Abilities

Here’s how to ensure your team believes in you. Salespeople must have confidence. How often have you heard that? They must have confidence in their products, confidence in the value of their solutions, and confidence that their companies can deliver. Most importantly, they must have confidence in their own ability to sell. If a salesperson […]

Oct, 30 2014 | Uncategorized

Referral Selling Recap: October

Here’s what you might have missed from No More Cold Calling this month. With just a couple months left in 2014, there is still time to step up your selling, meet your quota, and develop a strong pipeline filled with referral-based prospects for the New Year. It’s not hard, but it will take work. If […]

Jul, 17 2014 | Uncategorized

LinkedIn—Join My Network? Not on Your Life!

There’s only one trick to social selling, and very few sales pros get it right. It’s probably not surprising to see yet another webinar about LinkedIn. I get invites all the time. But let me cut through the clutter and get to the meat of the matter for salespeople: When it comes to social selling, […]

Jul, 16 2014 | Uncategorized

5 Ways LinkedIn Can Drive New Revenue–Without Selling!

If LinkedIn Isn’t Making Your Cash Register Ring, You’re Doing It Wrong! Because sales is about relationships – not numbers, you need to have real conversations. With LinkedIn, you can spin your wheels and collect connections like baseball cards or actually make the connections you already have count. For starters, asking someone to “join your […]

May, 08 2014 | Uncategorized

3 Reasons Small Businesses Should Nix Cold Calling

Small business expert, Megan Totka, explains why cold calling really doesn’t work for SMBs. Small business owners are a target. Everyone wants to sell us something. And since there are so many of us, we get hundreds of solicitations every week—mostly phone calls and emails promising that if we just buy a magic list, we’ll […]

Mar, 27 2014 | Uncategorized

Is Your “A List” Too Big?

If you don’t have time to talk to all of your top clients, you might have too many. The senior vice president of a major bank recently told me that his team reaches out to their clients once a year. “Each of my reps has 250 clients,” he explained. “They can’t possibly talk to all […]

Mar, 21 2014 | Enterprise, Referral Sales, Small Business, Uncategorized

Black’s Friday Bulletin: Is Your Job Worth Killing For?

No sale is this important. “This is the most important blog post I’ve ever written. It’s about what happened exactly one year ago today. Please read it and share it with others.” This was the introduction to a heart-wrenching blog post by Jill Konrath on the devastation, grief, loss, and shame caused by texting while […]