Sales 2.0
JULY 8, 2022
This post describes a framework that I have found over the last two decades can really change the math on prospecting. Humans, aka your prospects, don’t care about?your?problems Consider the following questions to help you get into your prospects’ shoes and see how you can serve them. Your prospect decides to do?
Score More Sales
JANUARY 29, 2013
Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. The referral from this level would be very powerful. This makes asking for referrals an activity that is less “fun” for some to do. Would you agree?” I don’t know.
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SBI
AUGUST 17, 2021
Damien : InsideView has always been about helping salespeople better understand and engage with their prospects and customers. Q: What steps can Sales leaders take to best facilitate their prospects’ decision-making given that interactions are likely remote? And make sure your customer and prospect data is current and complete.
No More Cold Calling
OCTOBER 4, 2012
Referral sales happen all the time. Keep connecting and grow your business through referrals. Under the category of “You never know when…” what’s the probable time it takes for someone you know to make a referral introduction? Just for the record, referral introductions can happen at any time, all the time.
No More Cold Calling
OCTOBER 17, 2012
Build your sales business with a targeted referral-selling strategy that includes goals, metrics, and accountability for results—and you’ll have more business than you know what to do with. I believe in referrals because referral selling works. That’s a typical referral-sales objection. Unqualified? Here’s my rebuttal.
No More Cold Calling
SEPTEMBER 27, 2012
Sales intelligence can identify connections between colleagues within an organization and prospects to reveal opportunities for meaningful sales contact. But how do you find, nurture, and build key referral connections? You have a product or service, identify a pool of prospects, and then discover how many of them you can help.
No More Cold Calling
JANUARY 25, 2011
InsideView nailed it by titling its Sales Intelligence blog “ Why Cold Calling is the Bottom of the Barrel ”. For more on why a real introduction—a referral—makes all the difference, read: “ How to Bypass the Gatekeeper ”. (For If you have just a name in hand (and not a referral ), your call is cold. Referral selling works.
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