Below is an abstract of a white paper focused on deploying referral selling best practices in an inside sales (or field, even strategic account sales for that manner) environment.
There has been a longstanding mantra in sales: The more "No's" we get, the closer we are to a "Yes." Well, not in our book. It's old news, tired and worn out. It's time to retire and bury this mantra.
Think about it: Why would you spend your valuable time talking to people and attempting to sell to executives you know will say no? This mantra about getting no's emanates from prospecting techniques that no longer work. It's an old-school sales formula: make 100 cold calls, perhaps talk to 20 people, set 8 to 10 appointments, and get one deal—if you're lucky or well-versed in solution selling best practices. Really, 100 cold calls? That's a lot of no's, and a lot of time. It's not a winning strategy.
