celebrating-25-years-in-referrals-my-story 
No More Cold Calling
JUNE 10, 2021
Why I made referral selling my life’s work. The year was 1996. The economy was booming, and my colleagues encouraged me to go out on my own. I had no name for my company, but I knew my focus. My first client was an outplacement firm (and a referral). My client was thrilled, of course.
No More Cold Calling
OCTOBER 1, 2019
Yep, it’s counterintuitive, but Q4 is 25 percent about closing business for this year and 75 percent about building business for next year. If you make the mistake of being 100 percent heads-down getting deals done, you won’t have qualified leads in your pipeline for next year. Tough, right? I’d had it.
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No More Cold Calling
JUNE 30, 2021
I learned a lot more about gratitude after recently celebrating the 25th anniversary of No More Cold Calling. Colleagues I’d known for years and years expressed their appreciation for my work. One person even said that referral selling changed the trajectory of his business. A casual friend passed away last year.
Nutshell
JANUARY 14, 2020
Educational selling is very important for my team,” says Kyle Ferretti , the US Sales Manager at SEMRush. Another unique characteristic of SaaS sales is that the product usually has a subscription-based pricing model , so customers are in effect becoming repeat customers every month, quarter, or year. SaaS Sales Techniques That Work.
Sales Hacker
OCTOBER 21, 2019
Then take a moment to celebrate all the amazing women in sales. I’ve been in sales for virtually my entire professional career. . In my 20s, I came up with a business plan for a service to large corporations. My advisor said the idea was great but that it wouldn’t work unless I learned how to sell. Rebekah Brewer.
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