Feb 24, 2021 | Lead Generation, Referral Sales
Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? A sudden decline in seller access. When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople....
Oct 27, 2020 | Lead Generation
What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? They fit together like hands and gloves. Get the referral, get the meeting. You’ve heard me say that many times, but it’s now come to life—with a provocative addition...
Jul 27, 2020 | Cold Calling, Lead Generation, Lead Qualification, Referral Sales, Sales Leadership
Research shows cold calling scripts and tricks don’t work, but referrals do. When will sales leadership wake up? They still measure the number of dials and emails sent in a day, when the return on these sales activities is dismal. The last I heard, it took eight to 12...
![[Message to Management]: Are Your Sales Metrics Messed Up?](https://cdn.shortpixel.ai/client/q_glossy,ret_img,w_1080,h_675/https://www.nomorecoldcalling.com/wp/wp-content/uploads/2015/05/revenue-image-070920-1080x675.jpg)
Jul 9, 2020 | Lead Generation, Referral Sales
(Photo Credit: Austin Distell) Set metrics around sales activities you can measure and coach. “Revenue is the only metric that matters.” Somebody actually wrote that in a recent blog post. If that’s how he manages his team, I’m glad I’m not one of his reps. Sure,...
Jun 25, 2020 | Lead Generation
How to stop ignoring your best source of new revenue Remember the Johnny Lee song, “Lookin’ For Love”? The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many...
May 21, 2020 | Lead Generation, Referral Sales
Do you know your referral gap quotient? Steve had a referral program. (Or so he thought.) He proudly told me that 30 percent of his company’s business came from referrals. “How did that happen?” I asked. He explained that whenever clients moved to a new company, they...
