
CROs: Stop Chasing Clicks—Start Building Connections
Revenue leaders must prioritize relationships over digital shortcuts to drive real revenue growth. Digital isn’t a sales strategy. Hope isn’t a strategy. Marketing isn’t a strategy. A sales strategy isn’t about tools or trends—it’s about how your company...

Think Your Team Does Referrals Well? Here’s Why You Might Be Wrong
This is your referral reality check. What if your team’s best leads were already at their fingertips, but they weren’t taking full advantage? Referral selling strategies are the key to consistent sales growth, but chances are, your team isn’t leveraging them...

The Trust Factor: How Emotional Connections Make Referrals Unstoppable
The role of trust in relationship-based selling “As the world shifts to virtual, the challenge is building client trust.” I almost fell out of my chair when I heard a Sales VP say this. Building client trust has always been challenging; it’s not a new hurdle to...
![Dare to Be Different: Why Pioneering Pays Off [Q4 Referral Selling Insights]](https://www.nomorecoldcalling.com/wp/wp-content/uploads/2020/09/lightbulbs2.jpg)
Dare to Be Different: Why Pioneering Pays Off [Q4 Referral Selling Insights]
Here’s what you might have missed from No More Cold Calling this quarter. "The best reason to do something is because it's never been done before." That's what my first manager told me, and I've never forgotten her comment. Her words are just as true, if not more so,...

Why Asking for Referrals Isn’t All That Matters in Account Based Selling
It’s still who you know that counts. Let’s get one thing straight: Referrals aren’t a “nice-to-have” for account based selling teams. They’re essential. Referral selling is the most powerful, efficient way to generate qualified leads and land and expand within named...

A Real Wake-Up Call for Thanksgiving
Jill Konrath has a message for all Americans about how to create a better future together. My Thanksgiving wish for you is from Jill Konrath, esteemed author and global thinker. We all need a wake-up call from time to time, and her words are worth sharing this holiday...

How to Turn Your Suspects Into Qualified Prospects
Stop chasing suspects. Focus on winning prospects. Ben confided in me about the four types of people in his database: suspects, prospects, clients, and the dead. Really? Curious, I asked Ben to clarify the difference between suspects and prospects. Suspects, he...

Are You Tracking the Right Referral Success Metrics?
Do you have the wrong KPIs? “Revenue is the only metric that matters.” Somebody actually wrote that in a recent blog post. If that’s how he manages his team, I’m glad I’m not one of his reps. Sure, revenue is our goal in sales. Beating our numbers is our passion and...

Building Tomorrow’s Success: How to Capture New Sales Opportunities for 2025
You have a more important goal than closing business for Q4. No, you don’t need your glasses to read that again. If your focus is on winning as much business as possible before year-end, you’ll be starting 2025 in a losing position—with a lackluster pipeline and few...

Without ROI, Your Sale Is DOA
Forget the bells and whistles. Your clients want to know what you can do for them. You might have the coolest product on the market, but if you can’t justify ROI for your solution, sophisticated buyers won’t care one bit about your innovative functionality and...
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