No More Cold Calling
JANUARY 16, 2025
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. Trust is key in referral sales strategiesin any sales strategy, reallybut trust must be earned. Use a trust-based sales strategy like asking for referrals. How do we define trust?
No More Cold Calling
NOVEMBER 22, 2024
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? When Ben reached out to these prospects, he got an appointment almost immediately.
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No More Cold Calling
DECEMBER 26, 2024
In the meantime, check out what you might have missed from No More Cold Calling this quarter: Are You Tracking the Right Referral Success Metrics? And since referral activities drive the most revenue, referral success metrics are the KPIs that matter most. Read Are You Tracking the Right Referral Success Metrics? )
No More Cold Calling
FEBRUARY 13, 2025
Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. No amount of digital outreach can replace a referral introduction, and digital sales tools will never be more effective than a meaningful, face-to-face discussion.
Speaker: Ruth Stevens, President of eMarketing Strategy
The next step in the process is to provide leverage to sales as they engage with the prospect, close the deal, and then nurture and deepen the customer relationship. But guess what: It’s after the sales team has gotten into the act where marketing can have an even bigger impact on results.
No More Cold Calling
JULY 12, 2024
Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. A disciplined referral system can help your company scale by increasing deal size, converting prospects to clients, and penetrating prime accounts. But how do you scale referrals?
No More Cold Calling
OCTOBER 1, 2020
I used to think it was just sales newbies who struggled with referral reluctance. When seasoned salespeople started admitting they also felt uncomfortable asking for referrals, I was shocked. If sales pros can’t muster the courage to ask clients for referrals , I doubt anyone outside the sales team is asking with any regularity.
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