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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, […]

Aug, 12 2009 | Referral Sales

Please Say, “Thank You.”

Maybe I’m from another planet. I was taught that when you receive a gift, you say thank you. It’s polite and respectful. I give my book, No More Cold Calling, The Breakthrough System That Will Leave Your Competition in the Dust, to many people–when I speak about referrals, attend sales networking events, or to colleagues […]

Jul, 28 2009 | Referral Sales

Shake off the Recession

Get Over the Recession: Three Key Tips to Referral-Sales Success The recession is old news. Get over it, already. It’s time to define your own business success with a proven, results-oriented sales methodology: referral selling. I’m tired of recession talk. The National Bureau of Economic Research reported in December 2008 that the U.S. economic recession […]

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