No More Cold Calling

APRIL 1, 2016

To express my gratitude and celebrate this milestone, I am offering my No More Cold Calling book for 99 cents from the Kindle store for one day only: April 14, 2016. Simply go here on Thursday, April 14, 2016, between 12:01 a.m. Social media is a place to begin conversations, which leads to building relationships. and 11:59 p.m.

Referrals 120

Referrals Cold Calling Sales Qualified Lead Social Media 120

Hubspot Sales

JANUARY 9, 2023

How many times have you had this exchange with prospects? It’s a great way to immediately personalize your conversation and make your prospect more engaged. If they didn’t previously mention an event or you’re speaking with them for the first time, use a detail you found on social media. You say, “Hey there, how are you?”

Follow-up 108

Follow-up Nonprofit Social Media Travel 108

Janek Performance Group

NOVEMBER 8, 2021

Since its acquisition by Microsoft in 2016, it has evolved into the go-to-platform for sales professionals. Salespeople can connect with prospects, research customers, and get notified of job changes and company updates. Nothing worse than calling a prospect from your CRM and hearing, “They do not work here any longer.”

Social Selling 117

Social Selling LinkedIn Guidelines Ideal Customer Profile 117

Zoominfo

MAY 5, 2019

In fact, email marketing has a median ROI of 122%– more than 4 times higher than other marketing channels, including social media, direct mail, and paid search ( source ). More than 86% of businesses surveyed in 2016 indicate that they plan to increase their upcoming email marketing budgets ( source )—and you should too.

Email Marketing 231

Email Marketing Marketing Lead Rank Lead Scoring 231

SBI Growth

DECEMBER 25, 2013

Multi-channel coverage becomes an opportunity and a challenge area, as CMOs integrate media silos. Digital marketing investment will exceed 50% of total program budget by 2016. Success of content should be measured by how well it pulls prospects through the buying process. It''s not a matter of doing the same things better.

B2B 325

B2B Enterprise Enterprise Analytics 325

Pointclear

JULY 24, 2017

One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016. We know how to navigate the prospect, to find the decisionmaker, to pinpoint the need, and to move the lead to sales-qualified status. no email just vm. Want to discuss this?

Sales Qualified Lead 124

Sales Qualified Lead PointClear Lead Qualification Lead Generation 124

Nutshell

JULY 10, 2020

Real estate marketing is all about building your personal brand and creating an environment where your prospects feel comfortable reaching out to you, or “converting,” as they say in the biz. Indulge agents do all of their own marketing, social media, and also manage most of their own sales pipelines (with the help of assistants.)

Real Estate 126

Real Estate Top of Funnel Social Media Marketing 126

No More Cold Calling

OCTOBER 13, 2016

Now, with a quick Google search and a little time on our websites and social media, they can learn all about us. Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. They’ve also researched what our competitors have to offer.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

DiscoverOrg Sales

MARCH 31, 2016

The recently opened Tom Bradley International Terminal at LAX pioneered the implementation of immersive media in the international airport space. Evaluating potential vehicle tracking, passenger flow monitoring, and beacon technologies for pilot testing in Fiscal Year 2016.

Microsoft 120

Microsoft Government Health Care SAP 120

Pointclear

JANUARY 18, 2017

Here are the facts: We worked the lead from August – December of 2016. so thank you not only for the lead but the professionalism that clearly rubbed off on this prospect.”. Multi-touch, multi-media and multi-cycle processes (using Account-Based Marketing) are critical to driving bigger deals with senior level executives.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

No More Cold Calling

JULY 31, 2016

Tired of watching your sales reps spend hours on the phone, calling prospects who rarely ever call them back? Or wasting time pestering strangers on social media, who never asked for—and don’t want to hear—their sales pitches? You can make that change in your sales team’s life by enrolling in my 2016 Referral-Selling Program.

Referrals 120

Referrals Webinar Metrics Cold Calling Social Media 120

Sales Hacker

MARCH 16, 2020

The 2016 Sales Development Benchmark Report indicated that SDRs who leveraged a triple touch approach (phone, email, LinkedIn) had a 28% higher SQL conversion rate than SDRs who only used phone and email. For example: A Social Media Manager requests a demo of your social listening tool. That was four years ago. For now, just connect.

Follow-up 108

Follow-up Examples Lead Rank Marketing Qualified Lead 108

Vengreso

NOVEMBER 9, 2020

One of the most common social selling questions I’m asked is: Can I send LinkedIn connection requests to cold prospects? . Can I send a #LinkedIn connection request to a cold #prospect? Using my personal stats alone, between Jan 31 and April 2 nd 2016 we sent and/or received a total of 1,129 LinkedIn connection requests.

LinkedIn 132

LinkedIn Ideal Customer Profile Social Selling Referrals 132

Hubspot Sales

JANUARY 31, 2018

If you’re still cold calling prospects and think it’s a great way to generate new opportunities, stop selling now. Of course, you still need to do call prospecting, and in this scenario, warm calling is the way to go. As a result, salespeople had a bit more flexibility in what they could say to their prospects. Cold calling.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Hubspot Sales

FEBRUARY 13, 2018

Use social media to find prospects you can help. Inbound sales is a way to identify and connect with prospects that leverages the inbound mindset of building relationships way before someone is ready to buy. They know sales is about consulting around the prospect’s problems, not closing the deal. How do I generate leads?

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Leads 111

No More Cold Calling

AUGUST 29, 2016

Were you as amazed as I was at the will, focus, fortitude, and dedication of the 2016 Olympic athletes? I got blasted on social media. Someone critiqued me because I write about social selling and the importance of staying in touch with prospects, clients, and colleagues, but I didn’t respond to his comment immediately.

Referrals 120

Referrals Face-to-face Social Media Cold Calling 120

Zoominfo

MARCH 28, 2018

For this reason, you must be transparent, both in your brand messaging and your interactions with prospects and customers—even when it’s difficult. Whether through social media or on the phone, it’s important not to shy away from questions—especially the tough ones. Don’t just reach out when you have a new product or service.

Face-to-face 178

Face-to-face B2B Loyalty Consumer 178

PandaDoc

FEBRUARY 9, 2021

Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy. During your conversation, ask your prospect what their budget is for this purchase. Some prospects care about personality when buying.

Ideal Customer Profile 111

Ideal Customer Profile Intent Buyer Buyer Intent 111

Sales Hacker

OCTOBER 31, 2018

Prospect data is becoming ubiquitous, and as it does, organizations get smarter about personalizing their messages for lead generation. Instead, speak to each prospect as though he or she were sitting in front of you. Making Persona-Based Marketing Feel Fresh. In some ways, it feels like persona-based emails are still relatively new.

Email Marketing 68

Email Marketing Buyer Persona Marketing Lead Rank 68

Pointclear

AUGUST 18, 2015

Hired a social media marketer. Marketing and sales leadership can use the assessment to determine the stages of the buyer’s journey where prospects disengage and disappear. Treating the symptoms of poor revenue performance is not going to make it better. Increased spending on lead generation. Invested in content generation.

Lead Rank 100

Lead Rank Lead Scoring Revenue Leads 100

Pipeliner

DECEMBER 31, 2017

Only a little more than half of account based sales reps made quota in 2016, according to CSO Insights. Relied on social media and email to communicate with prospects. Relied on social media and email to communicate with prospects. Based on what I’ve heard from sales leaders, 2017 wasn’t much better.

Referrals 75

Referrals Sales Qualified Lead Cold Calling Social Media 75

InsideSales.com

JULY 15, 2020

You need a strong marketing team that understands the demands of following and competing with social media marketplace trends. Converting to a digital marketing funnel may seem an intimidating prospect, so let’s look back at the history of marketing funnels. I didn’t see the company website or any social media presence.

Top of Funnel 52

Top of Funnel Funnel Marketing Social Media 52

Pipeliner

AUGUST 18, 2020

According to a 2016 study by McKinsey, over half of the fastest growing companies look ahead by at least a year, with 10 percent of them looking three years or more into the future. Imagine a time before e-mails or social media, or cell phones. Businesses must show a willingness to take risks and wait for revenue to materialize.

Company 98

Company Sales Outsourcing Hiring Telemarketing 98

Tenfold

JULY 18, 2017

Marketing, on the other hand, involves all those actions that a business takes to reach and recruit prospects. The number of ‘touches’ a prospect requires to convert into a sale varies, though research suggests anywhere between three and twelve touch points. Podcast listening increased by 23 percent between 2015 and 2016.

Direct Mail 75

Direct Mail Marketing Lead Rank Lead Scoring 75

Zoominfo

FEBRUARY 21, 2019

For this reason, you must be transparent, both in your brand messaging and your interactions with prospects and customers — even when it’s difficult. Whether through social media or on the phone, it’s important not to shy away from questions—especially the tough ones. Don’t just reach out when you have a new product or service.

Face-to-face 100

Face-to-face Loyalty Consumer B2B 100

Groove.co

NOVEMBER 18, 2020

Deloitte awarded Groove with this honor based on our record revenue growth from 2016 to 2019. Technology Fast 500 award winners are selected based on percentage fiscal year revenue growth from 2016 to 2019.

Lead Rank 26

Lead Rank Lead Scoring Company Telecommunications 26

Tony Hughes

MAY 12, 2019

They listed on the Australian stock exchange in 2016 and their share price has risen more than 600% in the last 3 years. With the exception of WiseTech, data in the above graph was sourced from Bloomberg.com published on May 18, 2016 in an article by Dina Bass titled: This $5 Billion Software Company Has No Sales Staff.

Revenue 65

Revenue Hiring Marketing NetSuite 65

Zoominfo

JANUARY 29, 2018

Trade shows offer a unique opportunity for organizations to form real, human relationships with their prospects that other marketing tactics just can’t provide. Social Media Marketing Tips for Event Planners. Businesses continue to use social media marketing to garner enough buzz and following in their respective industries.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

PandaDoc

FEBRUARY 9, 2021

Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy. During your conversation, ask your prospect what their budget is for this purchase. Some prospects care about personality when buying.

Ideal Customer Profile 52

Ideal Customer Profile Intent Buyer Buyer Intent 52

Sales Hacker

OCTOBER 30, 2018

She has won various awards such as Top Sales Leader, TAG One in a Millenial Awards 2016 and Power 30 Under 30 winner 2016. Prior to founding Performance Sales & Training, Julie spent 20 years walking the talk as a sales leader in a variety of competitive industries, including technology, media and real estate.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Nutshell

JANUARY 21, 2019

By tracking these particular metrics, you’ll be able to identify the prospects that are most likely to convert, whether you need to improve a leaky pipeline, or if your offer itself needs adjusting. Nutshell uses lead confidence scores, which automatically adjust as the prospect advances through each stage of the pipeline.

Lead Rank 81

Lead Rank Top of Funnel Lead Scoring Forecasting 81

Connext Digital

FEBRUARY 5, 2019

In fact, a study reveals that in-app ads are projected to triple in value in the coming years, going from $72 billion in 2016 to $201 billion in 2021. Advertisements that end-users typically encounter on browsers are often seen as disruptive, dissuading a prospective customer. Better targeting.

Advertising 49

Advertising Advertising Campaigns Top of Funnel 49

Partners in Excellence

OCTOBER 27, 2014

Social Selling/Social Media. This is my prognostication, these will be the critical issues facing sales and marketing professionals in 2016. I remember participating in a “Prospecting Scavenger Hunt” in 1985. Social Media/Social Selling is certainly new–we didn’t have LinkedIn, Facebook, Twitter.

Fashion 90

Fashion Face-to-face Analytics Social Media 90

Increase Sales

JANUARY 17, 2016

At the end of last year Kelly McCormick , a colleague and friend, shared a post about adopting one word as one’s personal mantra for her business in 2016. Remember social media is not a one way street but rather a two way engagement street. 10 prospects. She chose the word “focus.”. 30 plus LinkedIn invitations.

Intent 28

Intent Sales Qualified Lead LinkedIn Ideal Customer Profile 28

Fill the Funnel

JANUARY 13, 2016

I have been telling everyone I know about a terrific webinar coming up on Wednesday, January 20th called Virtual Sales Kickoff 2016. Take a look and see if any of these common deadly sales sins could be relegating you or your sales team to nothing more than vendor status in the eyes of your prospects. Jeb Blount. Miles Austin.

eBook 48

eBook Webinar Metrics Top of Funnel Cold Calling 48

Hubspot Sales

MAY 20, 2018

Not only do “checking in messages rarely garner responses, they can even turn prospects against their senders. These “just checking in alternatives simultaneously add value to the prospect while putting the salesperson back on her radar. Hi [prospect]. Hi [prospect], Do you [deal with X/want to improve Y]? Best, Jamie.

Follow-up 111

Follow-up Hiring Webinar Metrics eBook 111

Increase Sales

JANUARY 19, 2016

There are also other social media channels to share your content marketing whether you are B2B or B2C. On January 3, 2016 I published this article on LinkedIn Pulse platform – Putting the How into Employee Engagement. 10 new prospects. Increase of followers by 100 (think sales prospect pool). 5,000 views. 200 shares.

Ideal Customer Profile 35

Ideal Customer Profile Marketing Infusion Direct Mail 35