Feb 28, 2017 | Newsletter
Here’s what you might have missed from No More Cold Calling this month. Can you really convert 70 percent of prospects into customers with referral selling? That kind of conversion rate is unheard of with other account-based sales strategies. Yet, my “feet on the...
Feb 23, 2017 | Sales Leadership
A strong stock market often makes salespeople lazy. Will the Dow Jones index hit 20,000? That’s the question I asked myself as we welcomed in 2017. I remembered when it first hit 10,000 in 1999 and then continued to rise. And I remembered early 2009, when it dropped...
Feb 16, 2017 | Account Based Sales, Sales Leadership
Hint: It has nothing to do with digital. At least 67 percent of the buying process is complete before buyers ever contact your company. Believe that, and your account-based sales strategies are doomed from the start. There are many widely quoted but ill-advised...
Feb 9, 2017 | Sales Leadership
Your team might be too connected to focus on sales. Sales has always required a fair amount of multi-tasking. Between lead generation, prospecting, and caring for current clients, we have a lot of balls in the air, which can make it hard to focus. It’s even harder in...
Feb 2, 2017 | Referral Sales
The top four account-based sales secrets revealed! When it comes to account-based sales tips, there is one guy who can revolutionize your technique. This is a story about George (mostly). I’ve known plenty of great account-based sellers, or as we used to call them,...
