How to Stop the Cold Calling Humiliation

There’s nothing like a good, old-fashioned public humiliation to illustrate the difference between cold calls and hot referrals. What are you doing to make your sales efforts matter? Picture this: You’re at a sales conference. You don’t believe in cold calling. You’re...

Referral-Selling Top Tips: How to Ask for a Referral

Referral Selling Top Tip #1: When you just get a name, you’re making a cold call. Stop. Referrals make your calls HOT!   There’s No Such Thing as a Warm Call My take on referrals is clearly defined: A call is either HOT or cold. My definition of a cold call: You call...
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