Mar 31, 2019 | Newsletter, Referral Sales
Does age really matter in sales? “Explain it so your grandmother would understand.” That’s exactly what the CMO of a tech company said about how to explain your mission statement. I was listening to his podcast at 7:00 on a Monday morning, and I was ready to...
Feb 28, 2019 | Newsletter, Referral Sales
If you don’t ask, you don’t get. Two colleagues complained they were so involved in their work, they didn’t have time to prospect. One guy even said he was thinking of cold calling (shudder) and doing more marketing. Why didn’t he think to ask for referrals? That’s a...
Jan 31, 2019 | Newsletter, Referral Sales
Here’s what you might have missed this month from No More Cold Calling I hadn’t bought a car in 17 years. Yep, that’s how long my Acura 3.2 TL with 162,000 miles lasted—until the transmission went out. I dreaded buying another car because of the pushy, in-your-face...
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....
Nov 29, 2018 | Newsletter, Referral Sales
Sure, it’s hectic. You’re busy closing out the year, but you also have lots of invitations for parties, client events, and other business networking opportunities. This is the best time to build your referral network. Make the most of it. Attend everything you can,...
Oct 28, 2018 | Newsletter, Referral Sales
Here’s what you might have missed this month from No More Cold Calling. Most sales reps dread cold calling, but they don’t exactly fear it. After all, they have no skin in the game. If someone hangs up or sprays them with expletives, they move onto the next name on...
