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How to Turn Your Suspects Into Qualified Prospects

No More Cold Calling

Focus on winning prospects. Ben confided in me about the four types of people in his database: suspects, prospects, clients, and the dead. Curious, I asked Ben to clarify the difference between suspects and prospects. Prospects, though? Those were people referred to him by someone they trusted. ” Silence.

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Why Would I Refer You if You Don’t Follow Up? [February Referral Selling Insights]

No More Cold Calling

I thought about it and realized I would never, ever refer her to anyone. And there’s one cardinal rule I NEVER break: I don’t refer people unless I trust them to take care of my contact the same way I would. The post Why Would I Refer You if You Don’t Follow Up? This was someone I knew! It’s not just a way to show gratitude.

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The Trust Factor: How Emotional Connections Make Referrals Unstoppable

No More Cold Calling

It can seem harder when we cant meet in person, but prospects dont trust you simply because you meet face-to-face, shake hands, or share a meal. This is true no matter how theyre connecting with prospects. At least, thats what many prospects have come to believe. And if they cant help, they refer someone who can.

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Building Tomorrow’s Success: How to Capture New Sales Opportunities for 2025

No More Cold Calling

Focus on finishing up what’s already well along in your sales process and encourage them to spend the rest of their time thinking ahead and prospecting for 2025. One more reference to check: You’ve coordinated with the client who is giving the reference and ensured the conversation has happened.

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7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

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Sales prospecting made easier

Sales 2.0

This post describes a framework that I have found over the last two decades can really change the math on prospecting. Humans, aka your prospects, don’t care about?your?problems Consider the following questions to help you get into your prospects’ shoes and see how you can serve them. Your prospect decides to do?

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Dare to Be Different: Why Pioneering Pays Off [Q4 Referral Selling Insights]

No More Cold Calling

How to Turn Your Suspects Into Qualified Prospects Ben confided in me about the four types of people in his database: suspects, prospects, clients, and the dead. Curious, I asked Ben to clarify the difference between suspects and prospects. Prospects, though? Those were people referred to him by someone they trusted.

Referrals 317