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...
![Why Should I Trust You? [Answer Me That]](https://cdn.shortpixel.ai/client/q_glossy,ret_img,w_1080,h_675/https://www.nomorecoldcalling.com/wp/wp-content/uploads/2019/12/photo-1558522195-e1201b090344-1050x675.jpg)
Dec 26, 2019 | Lead Generation
I’m pointing fingers at technology … really. We all view business trust differently, but everyone knows that trust trumps price and that trustworthiness is a valuable trait for a salesperson. Yet, only 18 percent of salespeople are classified by buyers as trusted...
Nov 21, 2019 | Lead Generation, Social Media
Use Black Friday code 50OFFJB. My colleagues at Vengreso created an amazing online course on Selling with LinkedIn for Individuals. I’ve taken it. (Well, most of it.) It’s dynamic and highly detailed, and I’ve learned a ton. (A caveat: We differ about asking for...
Nov 7, 2019 | Lead Generation
Getting referral business should be top priority. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. Is your team asking for referrals? Are you getting customer referrals? Or are...
