Feb 16, 2023 | Lead Generation, Referral Sales
Stop kidding yourself. You’re cold calling. Let’s set the record straight: A call is either hot or cold. There’s no such thing as a warm call, a warm email, warm social media prospecting, or even a warm knock on the door. (Yep, that still happens.). Unless your...
Jan 24, 2023 | Lead Generation, Referral Sales
Forget what you’ve heard about sales tech effectiveness. Here’s why the personal touch still wins. There’s a myth being circulated in the world of high-tech sales. According to some “experts,” buyers know everything they need to know about our companies, products, and...
Jan 12, 2023 | Lead Generation, Referral Sales
Referrals might be the silver lining for account-based sales reps when good clients walk away. I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. I know how to win new clients. Just as importantly, I’ve learned how to turn a loss...
Aug 25, 2022 | Lead Generation
The gatekeeper is not your enemy. Cold calling is. Much has been written about how to get past the gatekeeper, and many salespeople believe that gatekeepers are the source of all their prospecting woes. Apparently, receptionists and executive assistants are all that...
Apr 14, 2022 | Lead Generation
Pitching should stay in baseball Sales pitch not working? I know why. As companies started recovering from the pandemic, they were even more challenged with gaining access to buyers and creating qualified lead generation. They fell back on what they knew: cold...
Feb 24, 2022 | Lead Generation, Referral Sales
Get over the discomfort and get referrals with confidence. I used to think it was just sales newbies who struggled with asking for referrals. They simply hadn’t built their networks or their confidence. When seasoned reps admitted they needed to get over their sales...
