2013 Exact Referrals Sales 
No More Cold Calling
APRIL 26, 2021
Referral sellers have been relationship-building their way through the pandemic. I wrote that in 2013, back when virtual sales meetings weren’t the only option. We’ve had to make do with virtual sales meetings, and that has affected many B2B sales pros’ ability to access new customers and to make real-world connections.
No More Cold Calling
NOVEMBER 15, 2012
Closing the sales year with a bang is nice, but getting a jump-start on business development for next year is even better. Your Sales Schedule: This Year and Next. Yes, I’m following my own process and actively building a qualified pipeline for 2013. My challenge is following up on all of those great referrals.
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No More Cold Calling
DECEMBER 7, 2017
If your sales reps miss quota this year, they might not deserve the blame. The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota. NASA wouldn’t let their mission fail, so why do sales leaders let their account based selling teams fail?
Score More Sales
DECEMBER 23, 2013
Now that you are working to grow visibility as a seller and think like a publisher, work to craft a plan to make sales increases happen. Over many years and hundreds of sales teams, I’ve seen the most successful sellers work a plan and plan their work. I crafted plans to work hard to keep myself on track. What Plans do I Need?
No More Cold Calling
NOVEMBER 21, 2013
Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 When presented with these findings, marketing said sourcing leads was so important that they would keep sending them to sales without qualifying them first.
Score More Sales
JUNE 12, 2013
If I could give you a sales team of enthusiastic champions to build your visibility and ultimately your revenues without writing a check, would that be helpful? Most people do not capture and track a list of people who could be considered strategic referral partners – those who like you and champion you and your business.
A Sales Guy
JULY 25, 2014
Everything that happens after your customer says “yes” is what separates sales leaders from the rest of the pack. Unfortunately, this is where many salespeople drop the ball, losing additional opportunities and referrals as a result. Once a sale is made, salespeople can easily be intimidated by customer complaints.
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