No More Cold Calling

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To Get B2B Leads, Pick Up the Damn Phone!

No More Cold Calling

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. They don’t fill your pipeline with qualified B2B leads. Relationships are still how deals get done and how you get quality B2B leads. Don’t believe me?

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To Get B2B Leads, Pick Up the Damn Phone!

No More Cold Calling

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. They don’t fill your pipeline with qualified B2B leads. Relationships are still how deals get done and how you get quality B2B leads. Don’t believe me?

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Without Fundamentals, You’ve Got Nothing (June Referral Selling Insights)

No More Cold Calling

To Get B2B Leads, Pick Up the Damn Phone. They don’t fill your pipeline with qualified B2B leads. Read “ To Get B2B Leads, Pick Up the Damn Phone.”). Otherwise, if they’re in a sales-related field, I’ll often accept. One reason is their sales teams don’t know how to ask for referrals. I’m in-between. I never pitch.

Referrals 222
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Do You Believe Everything You Hear? Challenging the 57% Myth

No More Cold Calling

Busting a Bad Myth Bob Appollo gives us the facts behind this fiction in his brilliant article, “ The B2B buying decision process: challenging the 57% myth.” He explains where these numbers come from, why they’re taken out of context, and how they can harm your business development.

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I Don’t Know You, so Don’t Ask Me for a Referral

No More Cold Calling

He writes: A few years back I moderated a webinar for a San Francisco B2B media company called Tippit, now Ziff-Davis B2B Focus. But underneath all of that are people building relationships with other people, doing favors, earning trust, conversing, relating, connecting, etc. The presenter was Tippit’s CEO Scott Albro.

Referrals 292
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You Don’t Have Time to Ask for Referrals? [February Referral Selling Insights]

No More Cold Calling

In B2B sales, closers aren’t the ones with the best technology. Even seasoned salespeople have been lulled into a sense of sales complacency, having been convinced that lead gen technology can do their jobs for them. Every sales leader wants to know how to generate leads—not just any leads, but qualified leads.

Referrals 233
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The Number of LinkedIn Contacts You Have Doesn’t Matter

No More Cold Calling

Otherwise, if they’re in a sales-related field, I’ll often accept. Others screen every invitation; they write to people first and ask why they want to connect. I’m in-between. I view every invitation. If people pitch in their invitations, I ignore them. However, when I invite someone to connect, I always include a personal message.

LinkedIn 307