[Missed Connections] Referral Selling Insights from August

[Missed Connections] Referral Selling Insights from August

Here’s what you might have missed from No More Cold Calling this month. Were you as amazed as I was at the will, focus, fortitude, and dedication of the 2016 Olympic athletes? What if we could apply those same traits to our sales careers? Take, for example, Michael...
How Referrals Close the Buyer Divide

How Referrals Close the Buyer Divide

Pushy and arrogant sales reps still give the rest of us a bad name. Many buyers dislike salespeople. In their eyes, we’re the epitome of the used-car salesman—pushy, arrogant, in-your-face, and promising they’ll only get the best price if they buy today. Much of that...
Think Sales Reps Will Become Obsolete? Think Again

Think Sales Reps Will Become Obsolete? Think Again

The most effective sales techniques don’t require a device. You’ve heard it. Television will kill radio. Video killed the radio star. And social media and the internet will eliminate the time-consuming, face-to-face aspect of sales. Um, no. Marketing automation,...
Social Selling Isn’t a 24/7 Job

Social Selling Isn’t a 24/7 Job

How can we stay in touch without always being connected? I got blasted on social media. No, it wasn’t someone inviting me to connect and then blasting me with a sales pitch (my usual complaint about bad social media behavior). It was someone critiquing me...
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