No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

APRIL 26, 2021

Referral sellers have been relationship-building their way through the pandemic. If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. But not referral sellers.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. The best sales teams are leveraging their LI connections to prospect and generate referral leads. TURN REPS INTO MARKETING CHANNELS. Once optimized, each rep’s LinkedIn page becomes a marketing channel.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Establish a fun atmosphere with good feedback channels. Training your sales team how to social sell will immediately improve your sales pipeline. 84% of decision makers begin their buying process with a referral (source: Edelman Trust Barometer).

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Score More Sales

DECEMBER 23, 2013

Last year I was able to buy the home I wanted which is on the train line into the office. This varies depending on what your role entails, how full your pipeline is, how many opportunities you receive from referrals, and what your sales numbers are. Write in the present tense. In your day you need a block of calling time.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Sales Hacker

OCTOBER 30, 2018

by The American Association of Inside Sales Professionals 2013-2018. GirlsClub helps women sales reps navigate the tricky path to sales leadership with their management training, mentoring, confidence building, and community. Joanne Black is one of the leading authorities in referral selling.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111