A brand-new article we’ve prepared for Engage Selling Solutions, based on the sales presentations of Colleen Francis.

#2. Obtain referrals to take the chill out of cold calling

This second article in a series of five pieces will look at referrals and how they can help take the chill out of cold calling. Finding new customers is a major challenge for sales people everywhere and that’s reflected in the top questions asked in our recent poll, in which our readers ranked the top sales issues in their respective organizations. That challenge is part of a growing trend—one we’ve been tracking at Engage for the last several years. Companies are consolidating their purchases to known buyers. They’re doing this to reduce the risks they take when dealing with suppliers. More