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Jan, 10 2019 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

5 Reasons Your Team Doesn’t Know How to Get Referrals

Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. That might be true, but it’s far easier said than done. Whether you’re a sales newbie or a veteran rainmaker, asking […]

Jan, 03 2019 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

Why Curiosity Is Critical for Sales Success

What is 7427466391? Imagine if you saw this on a billboard along your commute route … What would you do? Roll your eyes, think this is nonsense, tell others about it, or go to the site and find out what’s going on? The curious solved the equation (answer: 7427466391.com) and went to the site, where […]

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 […]

Dec, 28 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

Why Sales AI Won’t Replace Reps Anytime Soon

We’re not obsolete … yet. There’s a saying in B2B sales that people buy with emotion and justify with fact. It’s more than a saying; it’s a fact. Trust is a predominant factor in any buying decision. Two things being equal—and they never are—people buy from those they know, like, and trust. Unless a buyer […]

Dec, 20 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

You Don’t Know Isaac, but I Won’t Forget Him

We need to speak up when people do the right thing. Whether you’re watching the news or perusing social media, you’ll see plenty of stories about people behaving badly, selfishly, or rudely. So, it’s always refreshing to be reminded that the world is also full of kind, compassionate people who go out of their way to […]

Dec, 13 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

Put Your Damn Phone Away

No toys at the table! Answer this question: What’s more important than the person sitting in front of you, walking beside you, sharing a meal with you, or sharing your bed? If actions speak louder than words, your phone is more important. If you’re like the average American, the first thing you do when you […]

Dec, 07 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

How to Ask for a Referral Without Getting Embarrassed

Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Don’t get distracted; don’t get embarrassed. Relationships and referrals are what business is all about! When I interviewed Wes, senior vice president of sales for a well-known marketing automation company, I expected to hear […]

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 […]

Nov, 22 2018 | Uncategorized

It’s Time to Get Off the Hamster Wheel

Happy Thanksgiving! It’s Thanksgiving Day here in the U.S., and I’m taking a break. I’m taking the time to appreciate my amazing family and friends, my clients who have become friends, and my remarkable team at No More Cold Calling—whom I want to acknowledge now: Taylor Mallory Holland—the most remarkable editor, who makes everything I […]

Nov, 16 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

How to Actually Scale Your Referral Business

If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. Before I got really annoyed and was ready to blast them, I took a closer look at […]

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