Sep 29, 2016 | Newsletter
Here’s what you might have missed from No More Cold Calling this month. “I don’t discount, and I don’t run fire sales.” That’s what I’ve always said. But sometimes, even when a program has helped people, it’s time to retire it...
Sep 22, 2016 | Sales Leadership
You can’t make a living off future promises. It’s tough to shut up. We’re salespeople. We get paid to talk up our solutions. But we must also sell them. We’ve all made this prospecting mistake: The customer told us her challenges. She described in...
Sep 15, 2016 | Sales Leadership
Neglect referral plans at your own risk. “Mind the gap” is a famous phrase in London. It alerts travelers to the potentially dangerous space between the platform and train on the London underground system. This gap occurs on curved platforms. There’s a gap at...
Sep 8, 2016 | Sales Leadership
In B2B sales, it’s important to make a good first impression. You are your brand. Your company has a brand, but people buy from you, not your company. If you’re a jerk, it doesn’t matter how great the business is. Buyers will find another salesperson from...
Sep 1, 2016 | Referral Sales
Here’s how to actually win with referral sales strategies. More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. And another 60 percent report a conversion rate of more than 70 percent. These stats are from a...
