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Mar, 08 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

Why Women in Sales Don’t Want to Work for You

In honor of International Women’s Day, how can your sales team attract more female rainmakers? It was 1936. My mom graduated with a degree in finance from Syracuse University, but she couldn’t get a job at a bank. They didn’t hire women, not even as tellers. That was 16 years after the 19th Amendment to […]

Feb, 28 2019 | Newsletter, Referral Sales

You Don’t Have Time to Ask for Referrals? [February Referral Selling Insights]

If you don’t ask, you don’t get. Two colleagues complained they were so involved in their work, they didn’t have time to prospect. One guy even said he was thinking of cold calling (shudder) and doing more marketing. Why didn’t he think to ask for referrals? That’s a rhetorical question. I already know the answer. […]

Feb, 21 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

The Forgetting Curve Has a Cure

What do you remember from your last training? The way we’ve been learning is all wrong. Remember cramming for tests? I do, and while I usually did well on my exams, I didn’t retain much of anything. I’ve heard for years that people forget 70 percent of what they learn in a professional training class […]

Feb, 14 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales, Social Media, Technology

Without Call-Backs, Your Lead Gen Is Dead in the Water

Here’s how to generate leads and get call-backs. Has selling really changed in the last decade? Well, sure. Social media, marketing automation, AI, predictive analytics, and all kinds of technology have cast doubt on traditional sales techniques and encouraged organizations to rely on digital sales prospecting. That’s a problem because the best lead gen strategies […]

Feb, 07 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales

There’s a Difference Between Being Alone and Being Lonely

“Imagination is the highest form of research.” —Albert Einstein     Ever have a good idea pop into your head, seemingly out of nowhere? We all have, but I bet it didn’t happen when you were heads-down working on a project, facing a demanding deadline, running late for a meeting, yelling at the stupid drivers […]

Jan, 31 2019 | Newsletter, Referral Sales

Why Are You Still Cold Calling? January Referral Selling Insights

Here’s what you might have missed this month from No More Cold Calling I hadn’t bought a car in 17 years. Yep, that’s how long my Acura 3.2 TL with 162,000 miles lasted—until the transmission went out. I dreaded buying another car because of the pushy, in-your-face car salespeople, who are just like B2B sales […]

Jan, 24 2019 | Business Development, Cold Calling, Lead Generation, Networking, Referral Sales

The Best Cold Calling Tip Is Stop Immediately (Do This Instead)

  Have you ever met a salesperson who enjoyed cold calling? (Well, maybe one in 100.) How about a buyer who enjoyed receiving cold calls? (Yeah, me neither.) Not only is cold calling tortuous for everyone involved, it’s one of the reasons that only 54.3 percent of sales reps made quota last year. Cold calling […]

Jan, 17 2019 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

You’re No Different Than Your Competition

Don’t believe everything you hear about selling in a digital world. You’ve probably heard the often-quoted statistic that says 57 percent of the buying process is complete before a customer talks to a salesperson. Rubbish. Believe that, and you’ll look like everyone else to your buyers. You’ll get in way too late. Your prospects will […]

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 […]

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