![Let’s Hear It for the Boys During Women’s History Month 2023 [Q1 Referral Selling Insights]](https://www.nomorecoldcalling.com/wp/wp-content/uploads/2019/12/lightbulbs2.jpg)
Let’s Hear It for the Boys During Women’s History Month 2023 [Q1 Referral Selling Insights]
Let’s celebrate our men during Women’s History Month 2023. As we wrap up Women’s History Month 2023, I’d like to give a shout-out to the men in our lives. To the husbands, fathers, brothers, sons, and mentors who celebrate women year-round. We have always needed and...
Celebrating the Women on the 2023 Quarters
Learn more about the five remarkable women being honored by the U.S. Mint this year. Have you heard of Bessie Coleman, Edith Kanaka’ole, Eleanor Roosevelt, Jovita Idár, and Maria Tallchief? You probably know one or two, as I did. The others are less famous but just as...
Celebrating 3 STEM Trailblazers on International Women’s Day 2023
Get inspired by this trio of remarkable women. Imagine a woman earning a Bachelor of Science degree in civil engineering. Imagine a black woman mathematician performing complex calculations that help the United States fly into space. Imagine an actress, known as the...
How to Get Referrals and Finally Conquer Your Fear
The vast majority of salespeople never ask for referrals. It’s time to address the elephant in the room — the hurdle you must overcome before you can learn how to get referrals. And that is call reluctance.
You’re Living in a Warm Call Fantasy
Stop kidding yourself. You’re cold calling. Let’s set the record straight: A call is either hot or cold. There’s no such thing as a warm call, a warm email, warm social media prospecting, or even a warm knock on the door. (Yep, that still happens.). Unless your...
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.
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