four-ways-to-close-more-sales-by-changing-your-sales-process 
No More Cold Calling
DECEMBER 7, 2023
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. So the ratio of referral requests to new clients is roughly four to one (4:1).
Understanding the Sales Force
SEPTEMBER 22, 2023
Congressional hearings aren’t expected to uncover any new information, they won’t have a gotcha moment, and minds are not going to be changed. Nothing more and nothing less. That’s what big, important sales presentations are. Nothing will change that on testimony day and, as a result, nothing changes.
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No More Cold Calling
DECEMBER 21, 2023
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. I’m introducing a Referral Selling System to ensure companies build a referral culture, source only qualified leads, get meetings with their prime prospects, and close business quickly.
Sales and Marketing Management
SEPTEMBER 28, 2020
Sales and marketing teams have been slashed, and pipelines are running dry. Following the 2008 recession, it took larger companies an average of four years to recover their pre-recession level of GDP , while smaller companies took six years. Many companies will need to make drastic changes to overcome the challenges they face.
The Pipeline
MARCH 7, 2019
Not taking anything away from that great insight and practice in terms of creating and driving strategy for your teams, one key factor has changed, which may you be the judge, change time horizons for front line reps, and by extension, their managers, and all the calculations this impacts. The Change. By Tibor Shanto.
No More Cold Calling
OCTOBER 6, 2016
Are your sales reps wasting time prospecting? You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. If you’re fairly new to your company, your sales reps are a mixed bag of talent. However, a few critical sales challenges still remain.
Zoominfo
MAY 23, 2023
It’s enough to ruin any sales professional’s quarter: that prospect your team has spent months engaging — scheduling demos, addressing concerns, comparing features — suddenly decides they’re not ready to buy after all. You can’t stop every account from getting cold feet or misreading their company’s appetite for new solutions.
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