Nurturing vs. Cold Calling: Better Alternatives to Cold Calling

There are better alternatives to cold calling

This year I’ve seen sales reps in five different companies successfully talk their business owners out of the need for cold calling, only to miss their sales objectives abominably. Invariably the owners call to share that their reps don’t believe cold calling is working. They’ve decided to stop calling and use networking, LinkedIn, or anything […]

Get Proactive About Sales Referrals

Get Proactive About Referrals

Referrals are one of the best – and easiest – ways to find new opportunities, but they’re often overlooked. “I don’t want to seem like I’m begging,” moan some sales reps. “Customers never have anybody to refer,” complain other sales reps. What do business owners share? Their primary new business development strategy is through referrals. […]