Here’s what you might have missed from No More Cold Calling so far this year.
I founded No More Cold Calling in 2006, with a mission to show salespeople how powerful (and scalable) referrals can be, and to ensure no one ever had to cold call again. This month, in celebration of 28 years of referral selling, both my books are on Kindle for $1.99 each until July 4, 2024.
First came No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust in 2006. Even though it’s old, it’s still very relevant. Sure, some references are outdated (like pagers), but the referral system is the same one I teach today—because it works!
Then came Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal in 2013. I was alarmed by the over-dependence on technology. I still am. Technology is a great tool, but nothing beats a personal conversation. So, this book discusses how and when to rely on technology, and when to step away from the computer and make a human connection.
Thanks for celebrating with me! My Kindle books are here and are available in countries around the world.
Also, be sure to check out my blog posts from earlier this year:
Sales Managers: Get Your Head Out of Your Spreadsheets
“Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!” I wrote that 18 years ago, but I don’t think any sales manager listened, because the vast majority of reps are still missing quota. In 2024, nearly 70 percent won’t hit their mark, according to the 2024 B2B Sales Benchmark Report from ebsta and Pavilion. Meanwhile, Salesforce has found that, in recent years, only about 24 percent exceed their annual quotas. Why are we settling for this huge discrepancy? More importantly, what can sales leaders do to improve these numbers? (Read “Sales Managers: Get Your Head Out of Your Spreadsheets”)
Would You Dare to Walk Away from a Sales Opportunity?
If you regularly read my blog, you know about the PITA client—”pain in the ass” prospects who drain your team’s time, resources, and morale. I’ve made the case many times that salespeople should walk away from a PITA sales opportunity as fast as you can. However, there are other reasons to walk away that I never considered. Jill Konrath covers these points in her blog, which she agreed to let me share (in full). Read the post to learn why some sales opportunities just aren’t worth the headache. (Read “Would You Dare to Walk Away from a Sales Opportunity?”)
Are You Willing to Walk Away?
Every buyer isn’t your client. If buyers continue to make unreasonable demands and keep changing requests and deadlines—even after you’ve given them exactly what they need—then you’re dealing with PITA clients. These PITA clients drain your energy, demotivate your team, waste your time, and expect you to do more at the same price. I don’t usually suggest sending business to your competition, but in this case, I just might… There’s another alternative: Double your price. Do that, and PITA clients will probably walk away of their own volition. (Read “Are You Willing to Walk Away?”)
Can You Really Do Referrals on Social Media?
Social media lead generation can work. But clicking buttons to forge new relationships is a waste of time, and digital referrals are a myth. Why is asking for referrals on social media a bad idea? And why does taking these conversations offline give your sales team a competitive advantage? Here are four reasons to get offline to get your referral. (Read “Can You Really Do Referrals on Social Media?”)
The #1 Sales Program to Guarantee Qualified Leads
Most sales teams miss quota year after year. Yet, quotas continue to increase. Doesn’t make much sense, does it? Sales leaders bemoan that they don’t have enough qualified leads in the pipe, that their people aren’t getting meetings with decision-makers, that they can’t seem to differentiate themselves from competitors. The problem is all in the prospecting and the relentless focus on getting the newest, the best, the most sophisticated technology—when sales teams should be focused on building the best relationships, having the most sophisticated business conversations, and providing the most value for existing customers so sales reps can ask those folks for referrals. (Read “The #1 Sales Program to Guarantee Qualified Leads”)
Let Freedom Ring: What D-Day Teaches Us About War, Peace, and the Human Spirit
I’ve traveled a lot, but nothing compares to my visit to Omaha Beach in 2019 for the 75th anniversary of D-Day—the largest seaborne invasion in history and a major turning point in WWII. During this unforgettable trip, my travel companion and I booked a private tour for the day. When our guide asked what would be important for us to see, I said I wanted to learn what wasn’t in the history books. And that’s exactly what we did. Five years later, on the 80th anniversary of this pivotal historical day, I again reflected about what I learned and observed during my trip. (Read “Let Freedom Ring: What D-Day Teaches Us About War, Peace, and the Human Spirit”)
