What a Pirate Queen Can Teach Us About Leadership Strategy, Resilience, and Female Empowerment How did a Cantonese woman working in a brothel become one of the most powerful and successful pirates in history? When we think of history’s greatest leaders, a pirate queen might not be the first figure that comes to mind. But […] The post Pirate Queen to Powerhouse: Sales Leadership Lessons from Ching Shih appeared first on No More Cold Calling ..read more

Discover how a broken approach to social selling can damage your sales reputation, costing you business referrals and lost revenue. Steve thought he was a social selling pro, but his first message after connecting with me on LinkedIn proved that he wasn’t.  “What is referral selling?”  Asking me that question showed me he wasn’t really […] The post Burning Bridges in Sales: The Hidden Cost of Bad Outreach appeared first on No More Cold Calling ..read more

Revenue leaders must prioritize relationships over digital shortcuts to drive real revenue growth. Digital isn’t a sales strategy. Hope isn’t a strategy. Marketing isn’t a strategy.  A sales strategy isn’t about tools or trends—it’s about how your company attracts and serves customers. Yet, too many sales leaders fall into the trap of believing the latest […] The post CROs: Stop Chasing Clicks—Start Building Connections appeared first on No More Cold Calling ..read more

The post Think Your Team Does Referrals Well? Here’s Why You Might Be Wrong appeared first on No More Cold Calling ..read more

The role of trust in relationship-based selling “As the world shifts to virtual, the challenge is building client trust.” I almost fell out of my chair when I heard a Sales VP say this. Building client trust has always been challenging; it’s not a new hurdle to overcome. It can seem harder when we can’t meet in […] The post The Trust Factor: How Emotional Connections Make Referrals Unstoppable appeared first on No More Cold Calling ..read more

Here’s what you might have missed from No More Cold Calling this quarter. “The best reason to do something is because it’s never been done before.” That’s what my first manager told me, and I’ve never forgotten her comment.  Her words are just as true, if not more so, today. It’s easier to go along […] The post Dare to Be Different: Why Pioneering Pays Off [Q4 Referral Selling Insights] appeared first on No More Cold Calling ..read more

It’s still who you know that counts. Let’s get one thing straight: Referrals aren’t a “nice-to-have” for account based selling teams. They’re essential. Referral selling is the most powerful, efficient way to generate qualified leads and land and expand within named accounts. That said, referrals aren’t the only tool in your arsenal. Whoa, did I […] The post Why Asking for Referrals Isn’t All That Matters in Account Based Selling appeared first on No More Cold Calling ..read more

Jill Konrath has a message for all Americans about how to create a better future together. My Thanksgiving wish for you is from Jill Konrath, esteemed author and global thinker. We all need a wake-up call from time to time, and her words are worth sharing this holiday season: I was lying on a floor […] The post A Real Wake-Up Call for Thanksgiving appeared first on No More Cold Calling ..read more

Stop chasing suspects. Focus on winning prospects. Ben confided in me about the four types of people in his database: suspects, prospects, clients, and the dead. Really? Curious, I asked Ben to clarify the difference between suspects and prospects. Suspects, he explained, were just names pulled from a list his company had purchased. And boy, […] The post How to Turn Your Suspects Into Qualified Prospects appeared first on No More Cold Calling ..read more

Do you have the wrong KPIs? “Revenue is the only metric that matters.” Somebody actually wrote that in a recent blog post. If that’s how he manages his team, I’m glad I’m not one of his reps. Sure, revenue is our goal in sales. Beating our numbers is our passion and getting to Club is […] The post Are You Tracking the Right Referral Success Metrics? appeared first on No More Cold Calling ..read more