Are You High-Tech or High-Touch?
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...
How to Win New Clients from Lost Deals
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)
Prospecting Doesn’t Stop in December [Q4 Referral Selling Insights]
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...
Are You Still Using These Tired Old Sales Buzzwords?
These 14 words have lost all meaning to me. It has been said that cursing shows a lack of vocabulary. Maybe so, but I find buzzwords to be even more uncreative and obnoxious. Sales buzzwords are as abundant as bees in summer, and they’re so overused that they’ve lost...
Want to Get Referrals? Don’t Do This (UPDATED)
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. It’s the misguided belief that “telling” translates to “doing.” This is how to get referrals and how NOT to get referrals.
NEWSFLASH: Buyer-Centric Sales Is NOT New
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 I Won’t Be Celebrating Women in Sales Month
Recruiting more saleswomen should be a year-round priority. Finally, an article about HOW to attract more women in sales. No platitudes, no history, just the facts … and a challenge. “Quit Celebrating ‘Women in Sales Month’” is true brilliance from my colleague,...
![Why Do Sellers Leave Winning to Chance? [Q3 Referral Selling Insights]](https://www.nomorecoldcalling.com/wp/wp-content/uploads/2019/12/lightbulbs2.jpg)
Why Do Sellers Leave Winning to Chance? [Q3 Referral Selling Insights]
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 prospects is...
When to Start Prospecting for 2023?
It’s time to start your sales prep for 2023. Try these tactics. There’s an old adage in sales: “If you’re on time, you’re late.” If you’ve just started prospecting for 2023, you’re already late. There’s only a few months left to go, and your pipeline won’t fill...
How to Get Past the Gatekeeper
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.
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