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Jun, 14 2018 | Referral Sales

How to Grow Your Referral Network

Salespeople are only as good as the people they know. When is it time to toss the technology and start talking to people? When internet leads and a call script no longer reap new business. When it interferes with the most powerful tool in your toolbox—you. Don’t get me wrong. There’s a lot of great […]

Jun, 07 2018 | Referral Sales

How to Build Trust and Generate Leads with a Referral Program

Because what you’re already doing isn’t working. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. Everyone complained that they didn’t have enough leads, or at […]

Jun, 01 2018 | Referral Sales

Are You Social Enough? May Referral Selling Insights

Here’s what you might have missed from No More Cold Calling last month. “My grandmother started walking five miles a day when she was 60. She’s 69 now, and we don’t know where the hell she is.” That Ellen DeGeneres quote is my opening line in the recent SAP Podcast on the “5 Do’s and […]

May, 24 2018 | Lead Generation

Don’t Get Distracted by the Latest Sales Prospecting Techniques

That bright, shiny object might be rustier than you think. If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Trends mean nothing unless you include your buyer in your research. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you […]

May, 10 2018 | Women in Sales

Do Women in Sales Really Lack Self-Confidence?

Don’t believe everything you hear about women. Women don’t speak up, don’t apply for jobs unless they meet 100 percent of the requirements, go unnoticed, and lack confidence. That’s why more of us haven’t broken through the glass ceiling yet. At least that’s what we’ve read in article after article. I’ve even written about how […]

May, 03 2018 | Lead Generation

Why the Best Lead Generation Techniques Are Proactive

Top sellers don’t wait. At least 57 percent of the buying process is complete before buyers ever contact your company. If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start. Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for […]

Apr, 29 2018 | Referral Sales

Get Referral Examples That Work on LinkedIn Learning (April Referral Selling Insights)

Find out about my new LinkedIn Learning course—plus, what you might have missed from No More Cold Calling this month. Wouldn’t it be great if we could put our iPads under our pillows and awaken with a referral system that delivers qualified leads to our pipelines day after day? Well, now you (sorta) can … […]

Apr, 26 2018 | Referral Sales

Are You Caving on Price in Your Sales Negotiations?

Price isn’t an issue with referral business. More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. Sadly, that behavior continues in sales negotiations today. We’ve trained our buyers to expect discounts and that everything is negotiable. They know sales reps will make […]

Apr, 20 2018 | Referral Sales

How to Harness the Power of Business Referrals

It’s time to get serious about business referrals. In spite of numerous misconceptions and poor implementation, referrals in business are where the power is. But the first step to harnessing this power is understanding just what referral selling is and how it feeds your sales machine. Is Winning Cheating? “Sales is hard enough. Let’s cheat […]

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