Technology doesn’t close deals. Relationships do. Rachel, a sales VP at a large technology company, was frustrated with her sales team. They weren’t … [Read more...] about Stop Counting Dials, Start Counting Connections
Here’s Why You’re Not Getting Referrals
Referrals must be the priority, not an afterthought. Your team knows a lot of people, who in turn know a lot of people. So, why aren’t they getting … [Read more...] about Here’s Why You’re Not Getting Referrals
Stop Neglecting Your Most Valuable Sales Channel [Q2 Referral Selling Insights]
Here’s what you might have missed from No More Cold Calling this quarter. I celebrated a milestone this month. It’s been 27 years since I founded No … [Read more...] about Stop Neglecting Your Most Valuable Sales Channel [Q2 Referral Selling Insights]
How to Prevent a Submarine from Sinking
Can you solve your sales problems before they happen? It was a weekly meeting of sales team leaders. Our goal was to identify urgent problems and … [Read more...] about How to Prevent a Submarine from Sinking
Truth Bomb: Salespeople All Look Alike to B2B Buyers
Referrals help you stand out in a sea of B2B sellers. How do B2B buyers tell one internet security company from another? One IT provider from another? … [Read more...] about Truth Bomb: Salespeople All Look Alike to B2B Buyers
Building Bridges: How to Make a Difference in a Crazy World
Let’s do the impossible together. I’m so conflicted, often scared. What’s this world coming to? I’m not a pessimist and try to look at the bright … [Read more...] about Building Bridges: How to Make a Difference in a Crazy World