Expert insights. Personalized for you.
Do you really need to sleep with your phone? Call or text me anytime. You won’t disturb me. My phone and smartwatch are turned off when I’m sleeping. They’re nowhere near me. They’re in the kitchen charging. There’s nothing so urgent in my business that my sleep needs to be disturbed. We still have a landline, just in case our kids or grandkids need to reach us. I hope there’s never an emergency necessitating a middle-of-the-night call. MORE
There’s always a silver lining to getting sacked. I didn’t plan to start my referral business so soon. But then I was fired. Just like that, my manager gave me the news. I had a sense something might be going on, since I’d recently lost a big deal to a competitor. But I didn’t expect to be fired. I left the office, went home, and took my dog for a hike. Sure, I shed a few tears, but there was really nothing I could do to change the situation. In hindsight, this was good news. MORE
Put people before technology in your prospecting. Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. It’s your company’s strategy for attracting customers. Not much has changed over the years. An executive reads the latest book and declares the precepts in the book are the company’s new strategy. MORE
You’re not a wimp—and there’s no reason to apologize. Everything’s changed in our world, and that includes the business world. In sales, asking for help used to mean you were a wuss. Definition, informal : a weak, cowardly, or ineffectual person; a wimp.) It felt like asking for a favor or pleading with prospects for business. Yep, wimpy. Good news: The mood around asking for help has done a complete 180. MORE
What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? They fit together like hands and gloves. Get the referral, get the meeting. MORE
Connections and relationships are what count. Should I accept every LinkedIn invitation? I’m frequently asked that question. It’s a personal choice. Some people do. Some people only connect with people they know in real life. Others screen every invitation; they write to people first and ask why they want to connect. I’m in-between. I view every invitation. If people pitch in their invitations, I ignore them. Otherwise, if they’re in a sales-related field, I’ll often accept. MORE
Hiding behind technology doesn’t drive sales—THIS WILL. Next week is National Small Business Week in the United States. For more than 50 years, the U.S. president has issued a proclamation that dedicates the first full week in May to celebrating America’s entrepreneurs and small business owners. There’s plenty to celebrate. More than half of Americans either own or work for a small business, and those companies create about two out of every three new jobs in the U.S. MORE
Do you know where your clients are? It’s not always about revenue growth. Wow, did I really say that? It surprises me, too, but different times call for different approaches. I was struggling with a new way to position referral selling during a recession. I knew companies needed to trim costs across the board. Laying employees off was just a first step. But I wasn’t sure what this meant for their businesses … or for mine. MORE
Has management ever told you to take a break? Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy … really happy. All of that’s tough to achieve today, especially if our managers are constantly pushing us to do more, to work later, and to be available around the clock. MORE
Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. That might be true, but it’s far easier said than done. Whether you’re a sales newbie or a veteran rainmaker, asking is hard. Apparently, it’s even harder for many men. Two guys in their early 50s recently told me they felt uncomfortable asking. MORE
No one really listens to sales pitching anyway. Are you focused on business storytelling? Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? Newsflash: Nobody wants to hear that. What do you remember about a speaker, a movie, a novel? Not the ads for those events or products. You remember the stories. People are riveted by stories. MORE
Are you creating an experience that drives revenue and referrals? How much did you say that cost?” I asked the barista. I knew I heard him correctly, but I still couldn’t believe it was $5.50 for a cup of coffee—not a mocha, not a latte, not a cappuccino, just coffee. He told me that with a straight face—no smile, no welcome. In fact, he was rather rude. I just wanted a damn cup of black coffee. I walked. MORE
Get out of the weeds. How many balls can you keep in the air at one time? Some business leaders are better jugglers than others, but everyone has their breaking point—or, rather, their dropping point. Juggling priorities is a challenge for every business owner. You’re overwhelmed with business development and all the things you need to do to attract and retain customers. MORE
Did you know we have three different types of intuition? Darn, I wish I’d trusted my gut.” I won’t even try to count the times I’ve said that. Eventually, most of us learn that trusting our gut makes sense—which is a non sequitur, because making sense is not intuitive. Making sense is systematic and sequential, and intuition is the opposite. It’s a feeling. MORE
Here’s why women are good for the bottom line. When I published “ The Glass Ceiling Hasn’t Shattered Just Yet ” in February 2015, the post sparked more than 80 comments. Many said the same bias exists for immigrants, even those who are extremely qualified and speak English fluently. Several men responded that they wanted to see a different world for their daughters. That prompted me to write “ Men with Daughters Get It ” in honor of International Women’s Day 2015. MORE
You don’t have to work 60-hour weeks to be successful. My niece quit her job because she couldn’t handle the 60-hour workweeks while raising a family. She was stressed, had a short fuse, and didn’t smile much. I was getting increasingly worried about her health and was relieved when she quit. Sure, it was scary for her family for a while. One income was suddenly gone. But there’s always a silver lining to unemployment. For me, getting fired helped launch my referral business. MORE
How does your team work when no one is looking? For the first time ever, clients are asking me how to build a “referral culture.” Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. They recognize that referrals are the fastest and “stickiest” business development methodology for qualified lead generation. And they know the best referral programs require a sales culture where referrals are top priority. What is culture, anyway? MORE
This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. I’m not braggadocious, but I know what works. I also know there’s a lot of bad advice that’s proffered about referrals. You may not agree with everything I say, and that’s OK. Just know I always tell the truth. MORE
Why do you trust some people and not others? Trust is a word we use indiscriminately, but we do not trust indiscriminately. How do we define trust? How do we get our arms around such an emotional word? That’s a tough question to answer, because it depends on the person, and sometimes it depends on the times. Right now, in the midst of a global health emergency and a global financial crisis , we’re all asking ourselves who to trust. Who do we trust for health information? MORE
Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. Yet, many saleswomen outperform their male colleagues, and many men have admitted that to me when the other guys were out of earshot. Women in sales understand that relationships are built on trust, and we have the savvy and patience to foster strong personal and business relationships. That’s why we’re great at getting referrals. MORE
Get the latest from No More Cold Calling. I used to think it was just sales newbies who struggled with referral reluctance. They simply hadn’t built their networks or their confidence. When seasoned salespeople started admitting they also felt uncomfortable asking for referrals, I was shocked. MORE
Don’t ghost people. You’ll end up paying for it. A woman I know from my business group met me for coffee. She wanted to discuss having me speak to her team about referrals. We brainstormed the topic and discussed her investment. She made it clear that she wasn’t the final decision-maker and said she would follow up. I agreed to send her a topic outline and pricing. I broke my cardinal rule. I always have a follow-up call scheduled before I send anything, but I didn’t this time. MORE
Poor leadership will cost you $3.5 million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. But I don’t think any sales manager listened, because more than half of reps are still missing quota. Why are we settling for this huge discrepancy? MORE
Waiting could be your Achilles heel—plus, everything you missed from No More Cold Calling this month. When the economy slows, the pace of decision making must pick up. Ram Charan , author of 25 books and consultant to CEOs, said that many years ago, but it’s even more relevant now. We need to take action to build our business in these tenuous times. MORE
How to stop ignoring your best source of new revenue. Remember the Johnny Lee song, “Lookin’ For Love”? The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. Are you looking for your B2B sales leads in all the wrong places? MORE
Getting referrals business should be top. priority in your sales prospecting techniques. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. That’s not happening with cold calling. Account execs remain overwhelmed with conflicting messaging, technology overload, and lack of resources. Teams are working all hours, lack sufficient sleep, and skipping vacation. Oh, and they’re not making quota—not even close. MORE
If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. Before I got really annoyed and was ready to blast them, I took a closer look at what scale means, anyway. Of course, there’s more than one definition. MORE
The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I wasn’t sure what the answer would be when I made the call. I’d always wanted to visit St. Petersburg, Russia. I was speaking in London in May of 2016, and I figured it would be a hop, skip, and a jump from there. At the very least, it would be much closer than flying from California. I was prepared to make the trip alone, until I remembered that Barbara Giamanco would also be at the London conference. MORE
Asking for referrals feels riskier than cold calling. “I’m I’m not sure of the reason, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s track record, should feel confident about asking. I wasn’t surprised. It’s what I always hear. It doesn’t matter how long you’ve been in sales. MORE
Don’t believe everything you hear about selling in a digital world. You’ve probably heard the often-quoted statistic that says 57 percent of the buying process is complete before a customer talks to a salesperson. Rubbish. Believe that, and you’ll look like everyone else to your buyers. You’ll get in way too late. Your prospects will be confused about how your solution is different from the next guy’s. Sure, you might land the deal, but you certainly won’t make an impression. MORE
Referral makers don’t want your money. They want to know you’re trustworthy. You’re going to pay me how much for referral business? No thanks! When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. You won’t pitch, you’ll share best practices, and you’ll follow up. You’ll let me know if this was a good referral for you. You’ll send me a handwritten thank-you note , whether the referral worked out … or not. MORE
Don’t panic—here’s how to get your phones actually ringing again. It’s a very scary time, with lots of uncertainty as we stay shuttered in place. We see deals in our sales pipeline postponed or disappearing. So, what do you do? You take action. Sales leaders: Lead generation must be your primary focus. Companies that take action, win. There’s no time to waste. MORE
Please take care of yourself. “ The pendulum has swung too far in the direction of superficial online communications at a time people are hungry for true personal connection.” That’s my favorite quote from David Meerman Scott’s insightful article, “ The 2020s: From the Lonely Chaos of Digital to an Era of Humanity.”. You’ve heard the same message from me throughout this century: Salespeople have become overly reliant on technology to do their jobs. MORE
This isolating year has been a harsh reminder that human connection still matters. It’s Thanksgiving Day here in the U.S., and I’m taking a break. I’m taking the time to appreciate my amazing family and friends, my clients who have become friends, and my remarkable team at No More Cold Calling. MORE
No More Cold Calling
NOVEMBER 26, 2020
This isolating year has been a harsh reminder that human connection still matters. It’s Thanksgiving Day here in the U.S., and I’m taking a break. I’m taking the time to appreciate my amazing family and friends, my clients who have become friends, and my remarkable team at No More Cold Calling.
No More Cold Calling
OCTOBER 1, 2020
Get the latest from No More Cold Calling. I used to think it was just sales newbies who struggled with referral reluctance. They simply hadn’t built their networks or their confidence. When seasoned salespeople started admitting they also felt uncomfortable asking for referrals, I was shocked.
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No More Cold Calling
OCTOBER 27, 2020
What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? They fit together like hands and gloves. Get the referral, get the meeting.
No More Cold Calling
APRIL 16, 2020
Why do you trust some people and not others? Trust is a word we use indiscriminately, but we do not trust indiscriminately. How do we define trust? How do we get our arms around such an emotional word? That’s a tough question to answer, because it depends on the person, and sometimes it depends on the times. Right now, in the midst of a global health emergency and a global financial crisis , we’re all asking ourselves who to trust. Who do we trust for health information?
Speaker: Ruth Stevens, President of eMarketing Strategy
In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.
No More Cold Calling
JUNE 25, 2020
How to stop ignoring your best source of new revenue. Remember the Johnny Lee song, “Lookin’ For Love”? The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. Are you looking for your B2B sales leads in all the wrong places?
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No More Cold Calling
MAY 28, 2020
Please take care of yourself. “ The pendulum has swung too far in the direction of superficial online communications at a time people are hungry for true personal connection.” That’s my favorite quote from David Meerman Scott’s insightful article, “ The 2020s: From the Lonely Chaos of Digital to an Era of Humanity.”. You’ve heard the same message from me throughout this century: Salespeople have become overly reliant on technology to do their jobs.
No More Cold Calling
MAY 14, 2020
Do you know where your clients are? It’s not always about revenue growth. Wow, did I really say that? It surprises me, too, but different times call for different approaches. I was struggling with a new way to position referral selling during a recession. I knew companies needed to trim costs across the board. Laying employees off was just a first step. But I wasn’t sure what this meant for their businesses … or for mine.
No More Cold Calling
APRIL 22, 2020
You’re not a wimp—and there’s no reason to apologize. Everything’s changed in our world, and that includes the business world. In sales, asking for help used to mean you were a wuss. Definition, informal : a weak, cowardly, or ineffectual person; a wimp.) It felt like asking for a favor or pleading with prospects for business. Yep, wimpy. Good news: The mood around asking for help has done a complete 180.
No More Cold Calling
JANUARY 9, 2020
Poor leadership will cost you $3.5 million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. But I don’t think any sales manager listened, because more than half of reps are still missing quota. Why are we settling for this huge discrepancy?
Advertiser: ZoomInfo
Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!
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No More Cold Calling
APRIL 18, 2019
Are you creating an experience that drives revenue and referrals? How much did you say that cost?” I asked the barista. I knew I heard him correctly, but I still couldn’t believe it was $5.50 for a cup of coffee—not a mocha, not a latte, not a cappuccino, just coffee. He told me that with a straight face—no smile, no welcome. In fact, he was rather rude. I just wanted a damn cup of black coffee. I walked.
No More Cold Calling
MAY 9, 2019
Get out of the weeds. How many balls can you keep in the air at one time? Some business leaders are better jugglers than others, but everyone has their breaking point—or, rather, their dropping point. Juggling priorities is a challenge for every business owner. You’re overwhelmed with business development and all the things you need to do to attract and retain customers.
No More Cold Calling
APRIL 11, 2019
Has management ever told you to take a break? Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy … really happy. All of that’s tough to achieve today, especially if our managers are constantly pushing us to do more, to work later, and to be available around the clock.
No More Cold Calling
MAY 17, 2019
Asking for referrals feels riskier than cold calling. “I’m I’m not sure of the reason, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s track record, should feel confident about asking. I wasn’t surprised. It’s what I always hear. It doesn’t matter how long you’ve been in sales.
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No More Cold Calling
FEBRUARY 27, 2020
You don’t have to work 60-hour weeks to be successful. My niece quit her job because she couldn’t handle the 60-hour workweeks while raising a family. She was stressed, had a short fuse, and didn’t smile much. I was getting increasingly worried about her health and was relieved when she quit. Sure, it was scary for her family for a while. One income was suddenly gone. But there’s always a silver lining to unemployment. For me, getting fired helped launch my referral business.
No More Cold Calling
MARCH 1, 2020
Don’t ghost people. You’ll end up paying for it. A woman I know from my business group met me for coffee. She wanted to discuss having me speak to her team about referrals. We brainstormed the topic and discussed her investment. She made it clear that she wasn’t the final decision-maker and said she would follow up. I agreed to send her a topic outline and pricing. I broke my cardinal rule. I always have a follow-up call scheduled before I send anything, but I didn’t this time.
No More Cold Calling
FEBRUARY 13, 2020
Put people before technology in your prospecting. Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. It’s your company’s strategy for attracting customers. Not much has changed over the years. An executive reads the latest book and declares the precepts in the book are the company’s new strategy.
No More Cold Calling
APRIL 25, 2019
Did you know we have three different types of intuition? Darn, I wish I’d trusted my gut.” I won’t even try to count the times I’ve said that. Eventually, most of us learn that trusting our gut makes sense—which is a non sequitur, because making sense is not intuitive. Making sense is systematic and sequential, and intuition is the opposite. It’s a feeling.
Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners
Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.
No More Cold Calling
JUNE 13, 2019
Do you really need to sleep with your phone? Call or text me anytime. You won’t disturb me. My phone and smartwatch are turned off when I’m sleeping. They’re nowhere near me. They’re in the kitchen charging. There’s nothing so urgent in my business that my sleep needs to be disturbed. We still have a landline, just in case our kids or grandkids need to reach us. I hope there’s never an emergency necessitating a middle-of-the-night call.
No More Cold Calling
MARCH 14, 2019
Here’s why women are good for the bottom line. When I published “ The Glass Ceiling Hasn’t Shattered Just Yet ” in February 2015, the post sparked more than 80 comments. Many said the same bias exists for immigrants, even those who are extremely qualified and speak English fluently. Several men responded that they wanted to see a different world for their daughters. That prompted me to write “ Men with Daughters Get It ” in honor of International Women’s Day 2015.
No More Cold Calling
JUNE 27, 2019
Connections and relationships are what count. Should I accept every LinkedIn invitation? I’m frequently asked that question. It’s a personal choice. Some people do. Some people only connect with people they know in real life. Others screen every invitation; they write to people first and ask why they want to connect. I’m in-between. I view every invitation. If people pitch in their invitations, I ignore them. Otherwise, if they’re in a sales-related field, I’ll often accept.
No More Cold Calling
AUGUST 1, 2019
Referral makers don’t want your money. They want to know you’re trustworthy. You’re going to pay me how much for referral business? No thanks! When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. You won’t pitch, you’ll share best practices, and you’ll follow up. You’ll let me know if this was a good referral for you. You’ll send me a handwritten thank-you note , whether the referral worked out … or not.
Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab
Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.
No More Cold Calling
MARCH 29, 2019
Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. Yet, many saleswomen outperform their male colleagues, and many men have admitted that to me when the other guys were out of earshot. Women in sales understand that relationships are built on trust, and we have the savvy and patience to foster strong personal and business relationships. That’s why we’re great at getting referrals.
No More Cold Calling
MARCH 31, 2020
Waiting could be your Achilles heel—plus, everything you missed from No More Cold Calling this month. When the economy slows, the pace of decision making must pick up. Ram Charan , author of 25 books and consultant to CEOs, said that many years ago, but it’s even more relevant now. We need to take action to build our business in these tenuous times.
No More Cold Calling
AUGUST 14, 2019
There’s always a silver lining to getting sacked. I didn’t plan to start my referral business so soon. But then I was fired. Just like that, my manager gave me the news. I had a sense something might be going on, since I’d recently lost a big deal to a competitor. But I didn’t expect to be fired. I left the office, went home, and took my dog for a hike. Sure, I shed a few tears, but there was really nothing I could do to change the situation. In hindsight, this was good news.
No More Cold Calling
JUNE 4, 2020
The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I wasn’t sure what the answer would be when I made the call. I’d always wanted to visit St. Petersburg, Russia. I was speaking in London in May of 2016, and I figured it would be a hop, skip, and a jump from there. At the very least, it would be much closer than flying from California. I was prepared to make the trip alone, until I remembered that Barbara Giamanco would also be at the London conference.
Speaker: Sandi Lin & Linda Schwaber-Cohen
In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.
No More Cold Calling
JUNE 23, 2019
This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. I’m not braggadocious, but I know what works. I also know there’s a lot of bad advice that’s proffered about referrals. You may not agree with everything I say, and that’s OK. Just know I always tell the truth.
No More Cold Calling
JANUARY 17, 2019
Don’t believe everything you hear about selling in a digital world. You’ve probably heard the often-quoted statistic that says 57 percent of the buying process is complete before a customer talks to a salesperson. Rubbish. Believe that, and you’ll look like everyone else to your buyers. You’ll get in way too late. Your prospects will be confused about how your solution is different from the next guy’s. Sure, you might land the deal, but you certainly won’t make an impression.
No More Cold Calling
MAY 2, 2019
Hiding behind technology doesn’t drive sales—THIS WILL. Next week is National Small Business Week in the United States. For more than 50 years, the U.S. president has issued a proclamation that dedicates the first full week in May to celebrating America’s entrepreneurs and small business owners. There’s plenty to celebrate. More than half of Americans either own or work for a small business, and those companies create about two out of every three new jobs in the U.S.
No More Cold Calling
SEPTEMBER 6, 2018
How does your team work when no one is looking? For the first time ever, clients are asking me how to build a “referral culture.” Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. They recognize that referrals are the fastest and “stickiest” business development methodology for qualified lead generation. And they know the best referral programs require a sales culture where referrals are top priority. What is culture, anyway?
Advertiser: ZoomInfo
Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.
No More Cold Calling
JANUARY 10, 2019
Asking for referrals might be hard, but it pays off big! Ask most anybody for the secret to how to get referrals, and they’ll probably tell you the first step is to simply ask. That might be true, but it’s far easier said than done. Whether you’re a sales newbie or a veteran rainmaker, asking is hard. Apparently, it’s even harder for many men. Two guys in their early 50s recently told me they felt uncomfortable asking.
No More Cold Calling
OCTOBER 18, 2018
Getting referrals business should be top. priority in your sales prospecting techniques. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. That’s not happening with cold calling. Account execs remain overwhelmed with conflicting messaging, technology overload, and lack of resources. Teams are working all hours, lack sufficient sleep, and skipping vacation. Oh, and they’re not making quota—not even close.
No More Cold Calling
DECEMBER 19, 2019
No one really listens to sales pitching anyway. Are you focused on business storytelling? Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? Newsflash: Nobody wants to hear that. What do you remember about a speaker, a movie, a novel? Not the ads for those events or products. You remember the stories. People are riveted by stories.
No More Cold Calling
NOVEMBER 16, 2018
If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale. Before I got really annoyed and was ready to blast them, I took a closer look at what scale means, anyway. Of course, there’s more than one definition.
Speaker: Brian Carroll, CEO and Founder of markempa
Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.
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