No More Cold Calling

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Stop Your Salespeople from Walking Out the Door

No More Cold Calling

Next, we gave them a phone, a list, and a desk and expected them to figure out how to build their territory fast enough and well enough so that they could make the kind of money we promised them. Then we gave them a smattering of our business culture and the way we sell. Right Tools, Right Results.

Hiring 248
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Five Sales Etiquette Rules That Matter

No More Cold Calling

New communication platforms, like Facebook and LinkedIn, have blurred the lines of appropriateness and we’re all left wondering how to navigate unchartered social territory. But the concept of etiquette is still essential, especially now—and particularly in business. At Crane & Co.,

Referrals 286
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Social Deja Vu: We’ve Been Here Before

No More Cold Calling

The Lesson for Salespeople This isn’t just dangerous territory for families; it also makes for bad business. Where’s the dinner table conversation ? Where are the relationships that matter? Even when we’re together, we’re too busy playing on our devices to connect. What does this mean for salespeople?

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Social Media Marketing Is NOT the Same As Social Selling

No More Cold Calling

As you think about social selling, you need to ask: Are marketers doing the referral building in a sales territory or with an individual rep’s social networks? As I have written before…social media marketing is NOT the same as social selling. Are marketers out there prospecting for new, individual business opportunities?

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Is Technology Tanking Your Lead Generation System?

No More Cold Calling

This isn’t just dangerous territory for families; it also makes for bad business. Where’s the dinner table conversation? Where are the relationships that matter? Even when we’re together, we’re too busy playing on our devices to connect. What does this mean for salespeople?