No More Cold Calling

DECEMBER 6, 2022

Sales buzzwords are as abundant as bees in summer, and they’re so overused that they’ve lost all their sting. Sales buzzwords are meaningless at best, and annoying at worst. Disrupt, disruptive innovation, disruptive technology: These seem to be the fashionable phrases from 2013, and I say we leave them there. How about you?

Fashion 207

Fashion Pivotal Cold Calling Quota 207

Understanding the Sales Force

APRIL 28, 2014

Understanding the Sales Force by Dave Kurlan When we discuss trust, it''s usually from the perspective of how to build trust, how to be more trustworthy and what to do when a prospect doesn''t trust you. Image credit: tang90246 / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' But these are not replacements for instinct.

Prospecting 243

Prospecting Decision Maker Study Pipeline 243

The Sales Hunter

SEPTEMBER 12, 2013

We all want better prospects. The question we have to ask ourselves is, “Do we get better prospects by simply finding more or do we get better prospects by taking the ones we have and making them better?” ” Here are 4 quick tips you can use to get better prospects by focusing on the ones you already have.

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

Understanding the Sales Force

MAY 30, 2013

Understanding the Sales Force by Dave Kurlan I have to question Geoffrey James for an article he recently posted on Inc. In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." Isn''t this a prospecting call? c) Copyright 2013 Dave Kurlan'

Prospecting 239

Prospecting Telemarketing Sales Qualified Lead Cold Calling 239

Understanding the Sales Force

JULY 11, 2013

Understanding the Sales Force by Dave Kurlan I have written many articles on the importance of and how to use a consultative approach to differentiate you and your company from your competitors and their companies so that the decision is not based on price. c) Copyright 2013 Dave Kurlan' Salespeople are with someone from purchasing.

Conversion 209

Conversion Guidelines Face-to-face Call-back 209

Score More Sales

JUNE 25, 2013

Those with remote selling roles are in an office on the phones, and those calling on companies in person use the phone to set appointments, hold conversations, confirm meetings, and ultimately bring business to a close through the telephone. Why don’t more sales teams track that and review to see who they need to talk with?

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

The Sales Hunter

JANUARY 8, 2013

“Informed-calling” is the prospecting method where in place of making cold-calls, you instead call potential customers with a specific reason based off of something you’re learned about them. By being able to call and share what you know and asking them what they know could very well lead to a great conversation.

Cold Calling 181

Cold Calling Prospecting Customer Software 181

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Salespeople have changed as well. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Score More Sales

OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Blocking and Tackling for Sales. Put Planning Time in Your Sales Schedule.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

SBI Growth

OCTOBER 31, 2012

In Business Services companies, Operations executives usually have more power than Sales executives. Operations leaders often have a disproportionate amount of influence over Sales functions. Sales executives, by contrast, are often viewed as wanting to take foolish risks. Ops says Sales doesn't understand the business.

Influencer 282

Influencer Strategy Policies Lead Gen 282

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. Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Score More Sales

MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Don’t be afraid to let them know that you feel they could be a great prospective client / customer.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. 10 Sales Coaching Examples.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Anthony Cole Training

MARCH 19, 2013

There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Whenever I hear a talk, a message or a point of view, I find myself automatically translating it to sales and sales management.

Hiring 198

Hiring Banking Survey Conference 198

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. It’s truly an exciting time for those in the marketing and sales profession. And Jonathan and Gerhart’s Top Sales and Marketing Awards ceremony is a good place to start. Most organizations live and die by quota.

Quota 135

Quota CRM SAP Forecasting 135

A Sales Guy

JANUARY 26, 2014

Sometimes the most obvious is ignored especially when it comes to sales and overall business growth. Happy is not a word usually used within sales training. When sales people are engaged in asking those open ended questions, the end result is to create an emotional gap between the desired results and the existing status quo.

Conversion 127

Conversion Face-to-face Small Business Small Business 127

Score More Sales

JANUARY 7, 2014

If you don’t, you should borrow one, under the guise of babysitting for a family member or friend – and then work to have some conversations. Yes, I’m half-kidding, but also know that if you have NOT been around little kids for a while, you are really missing out on the basics of people skills as well as sales fundamentals.

Inside Sales 225

Inside Sales Call-back Lead Rank Lead Scoring 225

Sales Gravy

DECEMBER 18, 2020

On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year. There wasn't a lot of sales training.

Prospecting 95

Prospecting Pivotal Cold Calling Incentives 95

The Sales Hunter

NOVEMBER 12, 2013

I must admit that I was hooked on Joanne Black’s new book the moment I read the line… “Whether you read this book in 2013, 2023 or 3013, you will witness much change throughout your lifetime. ” She also wrote a great sales book called “No More Cold Calling.” ” Sales Motivation Blog.

Sales Technology 191

Sales Technology Face-to-face Referrals Cold Calling 191

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer.

Opportunity 316

Opportunity Strategy Banking Territories 316

Understanding the Sales Force

MAY 10, 2013

Understanding the Sales Force by Dave Kurlan Selling value. Telling a prospect what your value proposition is, does not build value. 53% of all salespeople are too uncomfortable with the subject to have a conversation about money. How important is it that your salespeople have a conversation about money?

Negotiation 304

Negotiation Proposal Competition Positioning 304

The Sales Hunter

AUGUST 12, 2013

Is your sales process slow or fast? Conversely, the person who closes slow has the opportunity to get the customer to see a bigger picture. Having a POE that offers you more conversation with the customer is exactly what you want. Develop 2-3 different points of entry you might be able to use with a prospect.

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

Score More Sales

DECEMBER 12, 2013

It is particularly rampant after product training or annual sales off-sites. Can you have a conversation as though you had met up on the sidelines of your son or daughter’s or niece’s or nephew’s soccer game? Learn to sell a new technology and suddenly everyone is a prospect. Do you know their aspirations?

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

Score More Sales

SEPTEMBER 30, 2013

Those of us in remote, professional selling (also known as Inside Sales) need to be more aware of the massive, incredible power of appreciation. Appreciation for a Great Conversation with a Prospect. Let’s say you have a great conversation with a prospective buyer. Time is of the Essence. Close More Deals.

Inside Sales 236

Inside Sales Decision Maker Lead Rank Lead Scoring 236

Score More Sales

DECEMBER 17, 2013

In sales it is all about execution – the art of making things happen. Instead of rewriting your pitch or re-organizing your list of who to contact, pick up the phone and reach out to have conversations. Work to have 12 actual conversations today. Must be in a B2B sales role. That’s right – I said TALK to – not dial for.

Inside Sales 203

Inside Sales Lead Rank Lead Scoring Buyer 203

Sales and Marketing Management

MARCH 2, 2013

Issue Date: 2013-0303. Teaser: Prospects have experienced your brand long before they contact your sales team, which means they control the conversation. Prospects have experienced your brand long before they contact your sales team, which means they control the conversation. read more

B2B 248

B2B Conversion Prospecting Sales 248

The Sales Hunter

AUGUST 27, 2013

The best way to engage your prospect or customer is by asking short questions. Problem is that questions of that type do little to help the sales process. Problem is that questions of that type do little to help the sales process. In fact, I’ll contend many times that they wind up harming the sales process.

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. Experiencing a sales slump can make you question your ability, or worse, your entire career. What was the conversion rate? Shift your focus.

Cold Calling 119

Cold Calling Hiring Face-to-face Call-back 119

Score More Sales

DECEMBER 27, 2013

In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. The pros – being in a clear space so that you can focus on “net new” sales will far outweigh the chore of getting stacks of papers scanned and organized digitally. Now how are you going to make this happen?

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

Score More Sales

SEPTEMBER 16, 2013

Some of the newest people to become inside sales reps are those who have left the field for now – perhaps forever. Many outside sales positions with fat travel accounts and face-to-face client meetings are slowly being switched over to inside positions. You have a great sales career and no travel (or very little in some cases).

Inside Sales 182

Inside Sales Face-to-face Travel Outside Sales 182

Score More Sales

NOVEMBER 25, 2013

Are you in sales and get distracted easily? It creeps in when a sales rep goes to look up one thing online, sees something else, goes there, sees something else, and eventually you don’t get done what you originally set out to do. Learn about the political landscape at _ (a prospect company of yours).

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

Score More Sales

JULY 15, 2013

It is always exciting to hear about new sales tools to help shorten the sales cycle, qualify better, grow social connections, and sell more. It amazes me that so many sellers do not consider regular mailed notes to SOME prospects as one part of a multifaceted strategy to win business. Add postage, and for less than $.75

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Social Selling training budgets increased 48% in 2013.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

Score More Sales

DECEMBER 9, 2013

What is interesting to me is in how quickly a seller will move on if their prospective buyer gives them a NO. No Means Many Things in Sales. Use real curiosity to lead your conversation rather than some set of targeted questions. The post Inside Sales Power Tip 144 – Know NO appeared first on Score More Sales.

Inside Sales 210

Inside Sales Lead Rank Lead Scoring Ideal Customer Profile 210

Score More Sales

JUNE 17, 2013

Do you have a prospective customer relationship that went dark on you? Did you have a good conversation, perhaps did a demo, they responded favorably and then nothing else? Work this week to find one or two new pieces of insight you can share with your more probable prospective buyers. Increase Opportunities. Close More Deals.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

Understanding the Sales Force

NOVEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan One of the many things that hold salespeople back, prevents them from reaching their potential, stops them from crashing through quotas, doesn''t allow them to exceed expectations and never has them succeeding beyond everyone''s wildest dreams is their fear of failing. Pushing back on put-offs.

Sales Qualified Lead 275

Sales Qualified Lead Hotels Hubspot Decision Maker 275

Score More Sales

JUNE 28, 2013

Last year I wrote about it because annually, it seems, I have long conversations with coaching clients as well as sales leaders on how to stay inspired through the nicer months of the year. See if this might work for you: S ales focus – every day, have a sales / revenue focus. Review at the end of EVERY week. How did you do?

B2B 196

B2B Lead Rank Lead Scoring Referrals 196