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...
![Prospecting Doesn’t Stop in December [Q4 Referral Selling Insights]](https://www.nomorecoldcalling.com/wp/wp-content/uploads/2019/11/lightbulbs.jpg)
Dec 27, 2022 | Referral Sales
Why I won an award for prospecting. I got a job offer on December 28 and had two in-person meetings on the afternoon of December 24. This was many years ago, but I learned an important lesson: Even though it seems like the business world shuts down for most of...
Nov 15, 2022 | Referral Sales
Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. I asked how that approach was working for him. Dead silence. And therein lies the problem. A big...
Nov 3, 2022 | Cold Calling, Referral Sales, Sales Leadership
I was ready to scream! When I read about how sales has evolved to be buyer-centric and relationship-driven, I was ready to scream. Good salespeople have always approached sales this way. Buyer-centric sales is NOT a new strategy. But it has become an increasingly rare...
![Why Do Sellers Leave Winning to Chance? [Q3 Referral Selling Insights]](https://www.nomorecoldcalling.com/wp/wp-content/uploads/2019/12/lightbulbs2.jpg)
Oct 1, 2022 | Referral Sales, Sales Leadership
Your sales strategies are annoying your prospects. Sales leaders, it’s time to put a stop to this madness. Your over-dependence on technology to drive sales has gone too far. It isn’t filling your pipeline, it’s just filling people’s inboxes. And annoying...
