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- How to Ask for a New Contact
- How to Ask for a New ContactWhy are we scared of cold calls?I agree with referal selling. However, I also understand the importance of cold calling. I think we need a healthy mix of both in some industries and yet I feel that lately we are being told...
- Discussion threads 2008-01-17
- Better Than Cold Calling...
- It's been said repeatedly that B2B sales is all about relationships. However, relationships are difficult to forge when you're cold-calling people who don't know you from Adam. The best way to get into a customer account is through a personal referral. Please note that a...
- Blog posts 2008-01-14
Additional Resources
- Who to Ask for a Referral.
- If you want a great referral, you must ask somebody who already trusts you. This seems obvious, but you'd be amazed at how many times sales pros ask for referrals right after making their first sale - even though they haven't yet proven that they can deliver...
- Blog posts 2008-01-18
- Who to Ask for a Referral.
- Who to Ask for a Referral.Don't forget referrals from other sales people!Geoffrey,Referrals are absolutely working for me - cold calling is just not effective, efficient or interesting. Nice posting - I especially agree with your "Ask for an action" since having someone tell you, "Oh call so-and-so and use...
- Discussion threads 2008-01-18
- Ask Your Competitor for a Referral?!?
- We've been talking a lot about cold-calling, so I thought it might be worthwhile to hear from the other side -- referral selling. Joanne Black, an expert in referral selling, sent me an intriguing email that's worth sharing. Joanne thinks you should ask YOUR COMPETITOR for referrals!  Sounds crazy, eh? ...
- Blog posts 2009-04-28
- 5 Ways to Build Your Referral Network
- Every time I post something about cold-calling, the sales trainer Joanne Black complains that I'm giving referrals short shrift. The truth is that selling IS much easier if somebody else has already greased the wheels. So while I do believe that "Cold Calling Builds Character", only a...
- Blog posts 2009-05-15
- Don't EVER Cold Call Again
- In Monday's post, "Better Than Cold Calling" I went through some of the basic ideas about Referral Selling, based upon a conversation I recently had with Joanne Black, author of No More Cold Calling. She gave me a simple, five step process for asking for a personal referral....
- Blog posts 2008-01-16
- Referrals as a Sales Strategy
- Now that you know how to get a truly effective customer referral see my previous post, here's how to make referrals the core of your sales process, and in the process render your marketing group largely irrelevant: Step 1. Expand referrals beyond your customers. At the...
- Blog posts 2007-09-10
- Never Cold Call Again
- Never Cold Call AgainSurvey responses!* Taking a Sales Training Class* Meeting with Customers* Using Your CRM System* Making Cold Calls* Getting Coached by your ManagerRE: Never Cold Call AgainMeeting with CustomersTaking a Sales Training ClassGetting Coached by your ManagerUsing Your CRM SystemMaking Cold CallsRE: Never Cold Call AgainI am the...
- Discussion threads 2008-01-14
- How to Generate Your Own Leads.
- As I've pointed out here and here and here, most B2B marketing activities waste money. Even when marketing groups are doing what they're supposed to be doing - generating qualified leads - they do it in a way that's inherently wasteful. For example, advertising and direct mailing...
- Blog posts 2007-09-04
- References and Referrals are Different
- Referral selling (see yesterday's post) is the art of getting your existing customers to do some of the heavy lifting when it comes to developing a new opportunity. That's a really good thing because, in B2B sales situations, the hardest part is breaking the barriers of indifference and...
- Blog posts 2007-09-06
- Five Rules for Great Referrals
- This is the post you've been waiting for. Here are the five rules for getting referrals that generate sales: Rule #1: Earn trust first. Before asking for a referral, you must establish in the referrer's mind, that you can be fully trusted. To earn that...
- Blog posts 2007-09-06
- How to Generate Your Own Leads.
- How to Generate Your Own Leads.excellentGood work Geoffrey! I am looking forward to the coming blogs on this topicRE: How to Generate Your Own Leads.Is this supposed to be a revelation? Referral business always results in a higher closing ratio than other methods that reach out to prospects that...
- Discussion threads 2007-09-05
- How to Break Into a New Territory
- A reader writes: I'm looking for great ideas, and you ALWAYS have them. Our company moved their corporate headquarters to Oklahoma from Texas, where we were the established business in our area. We still have great business coming through Texas, but Oklahoma has not...
- Blog posts 2008-05-23
- Editing the Brochure is Wasted Effort.
- From a reader: [The] Suspense is killing me. Geoff, PLEASE tell me you will address the alternative to selling a thing/solution soon (ie the proper way to describe the value you are selling.) Is it stories about customer success? Is it positioning a system as a "tool" or "means...
- Blog posts 2007-10-31
- Sales Trainers I've Known & Loved
- I mean "loved" in a platonic "really love your ideas" way, of course... Anyway, last week, in the post "How Technology Killed Marketing," a reader accused me of lying in my bio. He originally emailed the accusation to me, evidently under the misapprehension...
- Blog posts 2008-12-15
- The Seven Myths of B2B Marketing
- One more post on this subject and then I'm moving on to more practical topics. I've gotten a lot of comments from my so-called "bashing" of Marketing, so rather than answering them individually, here is a list of the seven most common misconceptions about B2B Marketing: ...
- Blog posts 2008-01-04
- Gods of Sales: The Runners-Up!
- Yesterday I announced the first annual Sales Machine "Gods of Sales" Search was over.  Next week, I'll be revealing the 5 top winners -- the absolute best of the best in the art of sales. To get you all warmed up, here are...
- Blog posts 2008-11-07
- Sales Secrets of a $$$$ Call Girl
- A while back, I was flying the New York to Boston shuttle, and ended up sitting next to a woman who introduced herself as the CEO of a specialty clothing firm. Late thirties, attractive, and clearly competent. Anyway, we start talking sales technique and she tells me, just as we're...
- Blog posts 2009-02-18
- Don't EVER Cold Call Again.
- My first post (now titled "Better Than Cold Calling") was setting up the ground rules for Referral Selling. Since that's a way to avoid cold calling which most sales pros dislike, so I gave the post a title that seemed like a catchy way...
- Blog posts 2008-01-16
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