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://sp-ao.shortpixel.ai/client/to_webp,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...
Mar 12, 2020 | Lead Generation
Do you have an allergic reaction to the phone? Get over it. I published my second book—Pick Up the Damn Phone!—in 2013. I was alarmed that people had stopped talking to each other. I was perplexed by their over-dependence on technology for practically everything—even...
Jan 5, 2020 | Lead Generation
Prospecting shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? Because prospecting has gotten incredibly complicated, even though it should be a no-brainer. At most companies, prospecting is a...
