Adaptive Business Services

JANUARY 17, 2024

In the past, I have owned and operated three professional networking groups as a for-profit business. I am a referral junkie. Who likes cold calling? I still think that effective selling is based upon developing relationships and I don’t see how A.I. A bit of history. I have always been an effective networker.

Networking 71

Networking Cold Call Territory Construction 71

Adaptive Business Services

MAY 6, 2020

Cold – A cold call or a cold lead generally employs a shotgun vs. targeted approach. Referrals – The holy grail of opportunities. A good referral is generally worth its weight in gold and will often bypass that pesky “competition” scenario. Calls to appointments. Opportunities to sales.

Referrals 87

Referrals Appointment Cold Call Construction 87

Adaptive Business Services

JULY 28, 2021

In 2006 I decided to leave management and go back into selling. Folks had always been happy to refer me to potential clients and I was most appreciative of those referrals! I also rewarded them for their referrals and I offered them a range of my services for free that they could use to provide additional value to their clients.

Networking 77

Networking Referrals CRM Cold Call 77

Adaptive Business Services

FEBRUARY 10, 2021

I made thirty cold calls, I would get five demos. If I did five demos, I’d sell at least one calculator. These all come with increased selling skills. What if, instead of one calculator, I could sell them two? Why are they using an old pegboard accounting system when I could sell them a $10,000 posting machine?

Cold Call 77

Cold Call Pipeline Referrals Contract 77

Adaptive Business Services

JUNE 8, 2022

There are literally tons of sources for new business opportunities. Understand the new rules – Is selling harder today than it used to be? Cold calls – Whether in person, phone, or email, do your research online first! What is the purpose of your call? Buyers have changed. I hate ties as much as you do.

Prospecting 71

Prospecting Appointment Referrals Cold Call 71

Adaptive Business Services

DECEMBER 20, 2017

Some might also include cadence as a part of this process which will, among other areas, define the frequency of selling steps. For example, how many calls should you make to this one prospect and on what schedule? ” Speaking of referrals, we all love them but, how many of us are really adept at securing them? .

Process 54

Process Sell Referrals Cold Call 54

Adaptive Business Services

FEBRUARY 6, 2019

I started my B2B selling career in 1977 and our program was pretty simple … make 30 face-to-face cold calls every day. I did that, knocking on the doors of Los Angeles businesses while selling commercial grade calculating equipment. Would you rather make cold calls or follow-up on a referral?

Networking 48

Networking Cold Call Electricity Referrals 48