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Dec, 15 2009 | Referral Sales

Get Your Network Working for You

Networking Is Not an Option Show Up Woody Allen’s said: “Eighty percent of success is showing up.” Showing up counts. The more often you show up, the more visible you become, and the more people know you and recognize you. Opportunities abound at the Holidays to meet new people at a very social and happy […]

Nov, 11 2009 | Referral Sales

Network Like You Mean It

Successful sales start and end with referrals. And referrals come from people. Which means you need to know and connect with people to build your sales through referrals. Which means: Networking! Networking inspires all sorts of analysis and dread, but in the end, building relationships and being genuine count. You network to sell a product, […]

Oct, 11 2009 | Referral Sales

How to Ask for Sales Referrals, and Succeed!

One of the top reasons salespeople lose business and neglect to employ a referral-selling strategy is that they’re afraid to ask for referrals. It doesn’t matter whether a salesperson changes industries, takes a job right out of school, or is a sales veteran of 20 or 30 years. They, too, agree that nothing compares to […]

Sep, 29 2009 | Social Selling

Why Social Networks Won’t Build Your Business

Social Networking Isn’t the Next Best Thing… …You are! It’s the personal connection-still-that seals the deal. The Internet, social networking, and other breakthroughs in technology have fundamentally changed the way we do business. New technology drives communications, messaging, and information access at warp speed, and our clients expect immediate access. This pattern of ever-increasing speed […]

Sep, 02 2009 | Social Selling

Don’t Get Social without a Good Story

Robert Sax, www.saxpr.net, publicized my book, No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust. He wrote this great post that I’m sharing with you on why stories matter. “Social media, the hottest trend in marketing, can be a mixed blessing. On the plus side, you can go directly […]

Sep, 01 2009 | Referral Sales

Differentiation: Stand Out In the Crowd

When was the last time you worked on defining your business? Was it at a No More Cold Calling webinar or workshop? Look inward at your business. Take time to analyze your differentiation. The defining selling characteristic: What is your business? How do you describe your capabilities that relate to the shift in today’s market? […]

Aug, 25 2009 | Referral Sales

Don’t Leave Home Without It

Take your referral-selling system with you! Hardcover, Paperback, and now on Kindle! You asked, and it’s here. My book, No More Cold Calling™: the Breakthrough System That Will Leave Your Competition in the Dust is now on Kindle. The two biggest challenges salespeople consistently face are: 1. Getting the meeting at the level that counts […]

Aug, 19 2009 | Referral Sales

How to Bypass the Gatekeeper

Get the meeting at the level that counts: Four key sales strategies to get you in and out with sales in hand.  I’m tired of reading and hearing about how to get past the gatekeeper. Emails, articles, news flashes, blasts, webinars, podcasts… they make my blood boil. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, […]

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