No More Cold Calling

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Make a Change in 2024 [Q4 Referral Selling Insights]

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this quarter. It’s an exciting time: The time of year to construct your business future. What will you do differently in 2024? You’d better have some innovative strategies, because the same-old doesn’t cut it. Even If you’ve had a stellar year, you’ll be outsold if you stay with what you’ve always done.

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The Irrefutable Referral Business Case

No More Cold Calling

How asking for referrals will drive your revenue in 2024 How many people should you ask for referrals to get five new clients? No more than 20. In my experience, at least half the people you ask for referrals will introduce you to your ideal prospect. Referred prospects convert to clients a minimum 50 percent of the time (most salespeople tell me it’s closer to 70 percent).

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Sales Tech That Doesn’t Work

No More Cold Calling

Emotion trumps emoticons. Digital communication only takes us so far … period. Even the best sales technology isn’t as valuable as business relationships. But it’s easy to forget that in the digital era. These days, people are literally addicted to smartphones, and salespeople are so reliant on social media that they forget to be social. But that is sales tech that doesn’t work.

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Are You a Sales Stalker? [Q3 Referral Selling Insights]

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this quarter. Mark, a salesman with an enterprise company, invited me to connect on LinkedIn. I accepted his standard invitation, thinking he might be a good connection, and sent him a personal message, inviting him to contact me with any questions about referral selling. His response: “What is referral selling?

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Celebrating the Women on the 2023 Quarters

No More Cold Calling

Learn more about the five remarkable women being honored by the U.S. Mint this year. Have you heard of Bessie Coleman, Edith Kanaka’ole, Eleanor Roosevelt, Jovita Idár, and Maria Tallchief? You probably know one or two, as I did. The others are less famous but just as fascinating. These women’s stories are all very different, but they have a couple things in common: During their lifetimes, they were all fiercely determined to stand up for equality and overcome discrimination and injustice.

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Celebrating 3 STEM Trailblazers on International Women’s Day 2023

No More Cold Calling

Get inspired by this trio of remarkable women. Imagine a woman earning a Bachelor of Science degree in civil engineering. Imagine a black woman mathematician performing complex calculations that help the United States fly into space. Imagine an actress, known as the most beautiful woman in the world, becoming a technology innovator. Not hard to do, right?

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Prospecting Doesn’t Stop in December [Q4 Referral Selling Insights]

No More Cold Calling

Why I won an award for prospecting. I got a job offer on December 28 and had two in-person meetings on the afternoon of December 24. This was many years ago, but I learned an important lesson: Even though it seems like the business world shuts down for most of December, it can actually be the best month for new business or even for a new job. “Always be prospecting” is my motto.

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