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Asking for Referrals Is Darn Personal: December Referral Selling Insights

Dec 30, 2018 | Newsletter, Referral Sales

Here’s what you might have missed this month from No More Cold Calling. It’s been a year of awakening. No, this is not a movie. It’s real life. Finally, after two decades of working with CROs, sales VPs, and CEOs on referral selling, the conversation has shifted....

Why Sales AI Won’t Replace Reps Anytime Soon

Dec 28, 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

We’re not obsolete … yet. There’s a saying in B2B sales that people buy with emotion and justify with fact. It’s more than a saying; it’s a fact. Trust is a predominant factor in any buying decision. Two things being equal—and they never are—people buy from those they...

You Don’t Know Isaac, but I Won’t Forget Him

Dec 20, 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

We need to speak up when people do the right thing. Whether you’re watching the news or perusing social media, you’ll see plenty of stories about people behaving badly, selfishly, or rudely. So, it’s always refreshing to be reminded that the world is also full...

Put Your Damn Phone Away

Dec 13, 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

No toys at the table! Answer this question: What’s more important than the person sitting in front of you, walking beside you, sharing a meal with you, or sharing your bed? If actions speak louder than words, your phone is more important. If you’re like the average...

How to Ask for a Referral Without Getting Embarrassed

Dec 7, 2018 | Business Development, Lead Generation, Referral Sales, Sales Leadership, Video

Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Don’t get distracted; don’t get embarrassed. Relationships and referrals are what business is all about! When I interviewed Wes,...

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