No More Cold Calling

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Train My Salespeople … Really?

No More Cold Calling

Think sales training is unnecessary? Many sales organizations bristle at the idea of spending money on sales training programs. But recent research from CSO Insights shows a direct correlation between the quality of a company’s sales training and quota attainment. percent of reps made quota.

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Stop Counting Dials, Start Counting Connections

No More Cold Calling

They weren’t even close to making quota. When I worked for a global consulting and training firm, we had an excellent system for debriefing sales situations and learning why clients decided to work with us. Or better yet, catch a plane, train, or automobile and meet in person. Technology doesn’t close deals. Relationships do.

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Sales Managers: Think You’re Ready for Referrals?

No More Cold Calling

I’ve been there—given a quota (usually without my input) and a list of client companies, and then told to “go at it” and do whatever it takes to get meetings. And you will align all systems in your organization—recruiting, training, and compensation—to support the referral selling process. Yep, most of us are lazy and lack discipline.

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Why CEOs Are Failing Account Based Sales Reps

No More Cold Calling

But it’s their managers who are left holding the bag when reps don’t meet or exceed quota. percent of sales reps made quota in 2016. Because of this belief, CEOs invest more money in beer Fridays and office supplies than training their salespeople, sales managers, or any other department that interfaces with the customer. .

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Why Referrals Cut Through the Sales Prospecting Noise

No More Cold Calling

My new LinkedIn sales training courses take out the guesswork! And my new sales training courses on LinkedIn Learning and Lynda.com are your ticket to referral selling. Referral Sales Training Courses Can Make the Difference. But quotas and KPIs aren’t happenstance. Is selling really tougher today? Forget closing.

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Seeking New Sales Techniques? Look Beyond Digital

No More Cold Calling

None of that would be bad, if reps were hitting quota. But most likely 57 percent of reps won’t make quota this year. To learn more about the most high-touch prospecting strategy of all, check out my new referral sales training courses on LinkedIn Learning. Or better yet, some old ones. The post Seeking New Sales Techniques?

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Reps Not Closing? Pay Attention to Your Sales Pipeline

No More Cold Calling

Cold leads won’t get your team to quota. Learn more about how to get referrals in my new LinkedIn Learning online sales training course. Closing is never the problem. Never” is a bold statement, but savvy sales leaders recognize that closing is the easy part. It’s sales prospecting techniques that are messed up.

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