No More Cold Calling

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Why Would I Refer You if You Don’t Follow Up? [February Referral Selling Insights]

No More Cold Calling

You’ll end up paying for it. She made it clear that she wasn’t the final decision-maker and said she would follow up. I always have a follow-up call scheduled before I send anything, but I didn’t this time. I trusted that she would follow up. Just make sure you follow up. No response.

Follow-up 344
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‘Tis the Season to Follow Up

No More Cold Calling

Now is the perfect time to follow up with your clients, prospects, and Referral Sources. When I attended this year’s Dreamforce conference , I heard numerous speakers and presenters echo the same valuable message I’ve been stressing for years—the importance of following up. Reach out and ask what’s going on with them.

Follow-up 237
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Pick Up the Damn Phone and Have Sales Conversations

No More Cold Calling

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. I wrote my second book— Pick Up the Damn Phone!: In fact, they didn’t even need to talk to prospects, because they had great tech tools. The phone works.

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Don’t Get Distracted by the Latest Sales Prospecting Techniques

No More Cold Calling

Sales productivity tools are everywhere, but do they really enhance productivity? Decide what your buyer cares about and choose only the tools to enhance your productivity. Follow those trends and forget the rest … at least for now. Mars lists three more criteria to help sales leaders choose which sales trends to follow.

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What Are Your Pandemic Priorities? [April Referral Selling Insights]

No More Cold Calling

Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations. I wrote my second book— Pick Up the Damn Phone!: In fact, they didn’t even need to talk to prospects, because they had great tech tools. Sales Pipeline Dried Up?

Referrals 279
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Why Your Email Goes Unanswered

No More Cold Calling

Pick up the phone and be heard above the clatter. Why Not Pick Up the Damn Phone? We get caught up in endless emails streams–back and forth, back and forth, ping, pong……., Or worse yet, more people than necessary get involved–using that ever so wasteful tool called, “reply all.” And that’s just not always true.

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Do Your Account-Based Selling Teams Need a Strategy?

No More Cold Calling

Without a strategy, salespeople are up a creek with no paddle. Here’s the payoff: While only one in 10 sales organizations consistently follow solution selling training best practices, those 10 percent grow more rapidly than their competition. Following a Consistent Solution Selling Methodology. And is it really necessary?

Account 291