2025 Sales Success Starts Now
It’s time to start your sales prep for 2025. Try these tactics. There’s an old adage in sales: “If you’re on time, you’re late.” If you’re waiting until January to generate leads for the new year, your team will be way behind by the time we’re singing Auld Lang Syne....
CROs: Why You Need a Referral Program for Your Sales Team
Referrals solve the key problems that modern sales leaders face. CROs face constant pressure to drive growth. But that growth stalls when your sales team isn’t booking enough meetings, generating qualified leads, or building a reliable pipeline. Leadership can’t...
Sales Lessons We Can Learn from the 2024 Olympics
Rusty sales skills won’t win the gold. Gold medals aren’t just handed to Olympic athletes. Commitment to a daily routine and practice separates them from every other athlete out there. It's the same for your sales team. If you want this to be a game-changing year,...
Can Referrals Really Scale?
They'd better. Otherwise, it's a waste of your time and money. Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. Leadership can’t count on accurate forecasts when...
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Get Joanne’s Kindle Books for $1.99 Each [Plus, Referral Selling Insights]
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...
Let Freedom Ring: What D-Day Teaches Us About War, Peace, and the Human Spirit
My visit to Normandy on the 75th anniversary of D-Day gave me a lot to think about. 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...
Sales Managers: Get Your Heads Out of Your Spreadsheet
Why would you settle for 13%? “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...
Would You Dare to Walk Away from a Sales Opportunity?
Test your integrity quotient to meet your quota…or not. 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...
Are You Willing to Walk Away?
It's OK to double your price for PITA clients 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...
Can You Really Do Referrals on Social Media?
Get offline to get your referral. 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...
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