Apr 30, 2017 | Newsletter
Here’s what you might have missed from No More Cold Calling this month. Think winning is acknowledging a prospect’s pain? Think winning is focusing on a prospect’s desired outcome and then demonstrating how your solution gets results they can bank on? That’s not...
Apr 27, 2017 | Account Based Sales, Lead Generation, Referral Sales
What’s the best approach to account segmentation? How should sales leaders segment accounts for their account-based sellers? The solution seems simple: Decide which companies to target based on predictive analytics and client history with your company. In other words,...
Apr 13, 2017 | Lead Generation, Referral Sales
Is it time to change the way you’re prospecting? I’m not a millennial—not even close—but I love the way they think, act, and react … mostly. I don’t love seeing a table of millennials glued to their phones. Gathering for meals used to mean we talked to each other. How...
Apr 6, 2017 | Lead Generation, Referral Sales
Think a referral system is easy? Think again! All things being equal, we work with friends. All things not being equal, we work with friends. And when we need a specialist, we ask a friend. That’s why referral selling is the only prospecting strategy that ensures...
