Alice Heiman
JANUARY 23, 2024
This was the sage advice from Eduardo Coll, when he talked with Alice on “Sales Talk for CEOs.” Forget the traditional sales pitch; it’s all about relationships and networks.
No More Cold Calling
JUNE 19, 2014
When you receive referral introductions from people these executives know and trust, your prospects (and their gatekeepers) will happily take your call. Learn more about the power of referral selling from some of this month’s blog posts: Forget B2C or B2B—Focus on H2H Instead. You’re not fooling anybody. Are You Expecting Too Much?
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The Pipeline
MARCH 18, 2013
Moving the dial with these types of buyers requires more than a bit of effort, which is why change is also hard for sellers; it is much easier and safer to rationalize, and wait for a referral.
SBI Growth
JULY 10, 2014
The president offered sage advice to the leadership team. Social Selling: Initial enthusiasm for the social referral program is high, but quickly wanes. The leaders were prioritizing ideas to improve the effectiveness of their operations. They were eager to see the results of new structure and processes. But few new contacts are added.
The Pipeline
OCTOBER 31, 2016
You will need to be prospecting (including referrals, up and cross seals and more) at a level and quality that will lead to four prospects/opportunities a week to end up with one close. So if one prospects and drives four new opportunities a week, they will have their one “right” opportunity each and every week.
Hubspot Sales
MAY 18, 2020
According to Sage Quiamno , co-founder of Future for Us , a company dedicated to advancing womxn of color at work, extending grace when networking virtually is a must. For those hosting or participating in virtual networking events this year, she recommends taking a moment to set ground rules and expectations early on.
No More Cold Calling
JANUARY 27, 2015
Most ask me to buy lists of Salesforce, Oracle, or Sage users. Find out who in your referral network knows me and could provide an introduction. If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted. Every day more than 20 unsolicited emails come into my Inbox.
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