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...
The #1 Sales Program to Guarantee Qualified Leads
Relationships drive sales—always have, always will. 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...
![Make a Change in 2024 [Q4 Referral Selling Insights]](https://www.nomorecoldcalling.com/wp/wp-content/uploads/2019/12/lightbulbs2.jpg)
Make a Change in 2024 [Q4 Referral Selling Insights]
Here’s what you might have missed from No More Cold Calling this quarter. It’s an exciting time: The time of year to construct your business future. What will you do differently in 2024? You’d better have some innovative strategies, because the same-old doesn’t cut...
The Irrefutable Referral Business Case
How asking for referrals will drive your revenue in 2024 How many people should you ask for referrals to get five new clients? No more than 20. In my experience, at least half the people you ask for referrals will introduce you to your ideal prospect. Referred...
My Kids Don’t Like My Turkey
I’m most thankful for our human connection. I’ve always barbequed our Thanksgiving turkey. Raining? No problem. That’s what umbrellas are for. My turkey is juicy and moist. I insist on making the turkey, so it’s not overcooked and dry like many people make it....
Social Selling: What You Should and Should NOT Do
Social selling has finally (and dangerously) reached buzzword status. Dangerously, because there are misperceptions about what it means, how to do it, and just as importantly, how not to do it. Misperceptions, because salespeople have forgotten the social part of social selling.
Instead of pitching, spamming, and annoying contacts, use social media to do this instead.
Expand Your Sales Team By Asking Clients for Referrals
Referred leads are qualified leads. “If your customers aren’t selling for you, you won’t have customers.” That’s what Steve Silver, vice president and principal analyst at Forrester, said when making his 2025 predictions. No, I didn’t pay him to say that. Every...
Sales Tech That Doesn’t Work
Emotions surpass emoticons. Digital communication only takes us so far … period. Even the best sales technology isn’t as valuable as business relationships. But it’s easy to forget that in the digital era. These days, people are literally addicted to smartphones, and...
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