Jun 14, 2022 | Referral Sales, Sales Leadership
Sales responsibility starts at the top. Ernest, CEO of a CRM company, had sales all figured out … or so he thought. He’d implemented a “perfect” sales process, which he explained to me in detail. He even drew a chart with circles and arrows for each step. Ernest...
May 12, 2022 | Referral Sales
She said my research wasn’t real research. I told her I ask my clients if they’ve asked every one of their clients for a referral. That’s each person they’ve met during the buying process. The answer is always no. She said this wasn’t her experience and wanted to know...
Apr 26, 2022 | Referral Sales
Because what you’re already doing isn’t working. A marketing executive surprised the heck out of me when I interviewed him for my second book, Pick Up the Damn Phone! I expected to hear all about the advantages of marketing automation. Boy, was I wrong! Instead, he...
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...
Dec 15, 2021 | Referral Sales, Sales Leadership
You can automate systems, but not relationships. Everyone loves a good shortcut. We live in microwave time—tapping our fingers because 15 or 30 seconds is just too slow. While there’s much to be said for efficiency, there are no shortcuts when it comes to...
![Look at the Camera Already [The Importance of Eye Contact in Virtual Sales]](https://www.nomorecoldcalling.com/wp/wp-content/uploads/2021/11/pexels-photo-7014333-1080x675.jpeg)
Nov 23, 2021 | Referral Sales, Sales Training
This is the most common mistake sellers make when video conferencing. I really hate my webcam. (Ok, hate is a strong word.) I have a good camera, but I don’t like the way I look. (Unfortunately, the camera doesn’t lie.) I feel totally uncomfortable staring into my...
