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Thank You

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513RFs3NEpL._SX328_BO1,204,203,200_Get my No More Cold Calling book for 99 cents.

No, this is not an April Fools’ Day joke. The offer is for real.

It’s been 10 years since No More Cold Calling™ was published on April 14, 2006. Where has the time gone? It was one of the first books to outline a systematic, measurable referral program. Lots has changed in the past decade, but the power of referral selling never will.

To express my gratitude and celebrate this milestone, I am offering my No More Cold Calling book for 99 cents from the Kindle store for one day only: April 14, 2016.

This virtually no-cost book will revolutionize your referral selling. Even after 10 years, professionals from around the globe still buy, read, and implement the ideas put forth in my book. Then they write and tell me their sales organizations have been transformed, with a close rate of well more than 50 percent.

Help us celebrate by spreading the word and letting everyone know about the No More Cold Calling 99-cents anniversary offer. Simply go here to receive an email reminder on Thursday, April 14, 2016.

In the meantime, check out my March blog posts for more on the power of asking for referrals:

It Takes 3 Things for Women in Sales to Be Bulldogs. Find Out How

When she referred to herself as a “bulldog,” the idea conjured up images of a pushy, arrogant, aggressive, in-your-face salesperson—the kind none of us wants to be. But that’s not what Amy meant. Director of sales strategy at a large B2B software company, Amy is tenacious. She sells with confidence. She’s dedicated and loyal—a dog with a bone who works hard to find the best possible solutions for her clients. And those are all great qualities for women in sales. Women leaders have their own unique styles, but they’re all bulldogs in their own rite. Here’s what I’ve learned about selling from some top women leaders. (Read “It Takes 3 Things for Women in Sales to Be Bulldogs. Find Out How.”)

Social Selling: What the Sales Pros Do Differently

Any sales professional who says it’s easy to keep up communication on social networks is either lying or doing it incorrectly. Done right, social selling is a time-consuming task that requires thought and focused effort. Your marketing department can help by providing relevant content to the sales team. But sales reps have work to do as well. Social media is a place to begin conversations, which leads to building relationships. It is a place for engaging audiences, not for pitching prospects. Posting without a personal message isn’t being social; it’s just clicking buttons. And that’s why so many salespeople get social media all wrong. Ultimately, social selling success is not about the number of contacts we accumulate; it’s about the real connections we make. And that doesn’t happen overnight. Find out what makes the most influential sellers so successful on social media. (Read “Social Selling: What the Sales Pros Do Differently.”)

Sales Managers—Pay Attention to How Your Reps Communicate

Can your sales reps put a sentence together? The words salespeople use define them in the eyes of customers, just as their voices and demeanor do. But in the digital world, strong communication is becoming a lost art. People have become accustomed to typing and texting in shorthand, and we spend less time actually talking to people. So while the Internet has enabled us to connect with more prospects than ever before, it’s also ruining our ability to do so effectively. Sales managers, listen up. It’s not enough to coach your team on boosting numbers and closing deals. Even the most effective sales techniques fall short if your team sounds, well … stupid. Sales reps want a call back? It’s time to lose the “ums,” the bored tone of voice, the filler words, and—worse yet—the words they use incorrectly. This isn’t high school; it’s the business world. (Read “Sales Managers—Pay Attention to How Your Reps Communicate.”)

Why Isn’t Your Team Getting Enough Qualified Sales Leads?

Greg had barely taken his seat when he told me his greatest challenge was getting his sales reps to generate enough qualified sales leads. His company was a fairly new player in his industry, and they were competing against “the big guys.” So, his salesmen and women were struggling to engage prospects who didn’t even know their company existed. It was glaringly obvious to me that a well implemented referral program would address both of these issues … and more. The fastest path to generating qualified sales leads is for reps to receive referral introductions. Referred salespeople get in the door with one call. Problem solved. But generating qualified leads isn’t just a problem for start-ups and other small businesses. The “2016 CSO Insights Sales Performance Optimization Study” reveals lead generation is the top priority for sales leaders this year. (Read “Why Isn’t Your Team Getting Enough Qualified Sales Leads?”)

Test Your Referral Savvy

I’m conducting a study on referrals, and I need your help. Please take my 14-question Referral I.Q. Quiz. The questions are mostly “Yes/No,” and it should take less than four minutes to complete. Rest assured, it’s completely anonymous, with no forms to fill out.

Once you’ve finished, you’ll be bounced over to a results page, where you can see the aggregated answers from everyone who has participated.

Take the Referral I.Q. Quiz now.

My goal is to get a 1,000-person sample, so please invite your network to take the quiz as well. Participation is anonymous, and I promise you won’t be added to any lists. Thanks in advance for your support!

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