No More Cold Calling

DECEMBER 3, 2013

Smile and act as if you’re actually interested in me—even though I’m the umpteenth person to whom you’ve spoken. Act like you mean it. Here are four things you should NEVER do at a tradeshow: Forget to Use My Name. I’m a real person, so treat me like one. Extend your hand in a greeting, ask my name, and tell me yours.

Small Business 293

Small Business Small Business ACT Cold Calling 293

No More Cold Calling

APRIL 3, 2020

The companies that are readiest to act on solid information are primed to shoot ahead of the business cycle.”. What do businesses typically do when clients stop buying and the sales pipeline dries up? They cut advertising, travel, training, marketing, and discretionary expense line items.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

No More Cold Calling

MAY 10, 2018

This research blows that whole “fake it ‘til you make it” thing out of the water, and proves what I’ve been saying for years: Women don’t have to act like men to succeed. What This Means for Women in Sales. We have our own advantages in sales.

Influencer 207

Influencer Cold Calling Study Call-back 207

No More Cold Calling

JUNE 4, 2020

I believe that people live on in the acts of goodness they performed, and in the hearts and minds of those who loved them. Timing is everything, and the irony hasn’t escaped me that Barb passed away on May 17, 2020—four years to the day after our visit to The Hermitage. She is gone.

Travel 309

Travel eBook Call-back Cold Calling 309

No More Cold Calling

MAY 26, 2016

“From this day on I’d like to be known as ‘The Big Aristotle’ because Aristotle once said, ‘Excellence is not a singular act; it’s a habit. No one wins the game without putting in the practice. You are what you repeatedly do.’” ’” —Shaquille O’Neal.

Referrals 287

Referrals Cold Calling Face-to-face Intent 287

No More Cold Calling

JANUARY 4, 2018

Here are a few messages that touched me deeply: You know, Joanne: I think technology is now acting in our favor! But when I took the time to review all the great questions and feedback readers sent me this past year, I realized she was right! Joanne, I must say you are a pit bull and top influencer!

Referrals 287

Referrals Social Media Cold Calling Sales Qualified Lead 287

No More Cold Calling

JANUARY 12, 2012

Act like a professional, speak like a professional. Your words make all the difference. Connect with people, and you have the sale. Connect with the business issue only, and forget it.” I wrote something like that in my book, and it still rings true.

Cold Calling 268

Cold Calling Survey ACT Conversion 268

No More Cold Calling

FEBRUARY 15, 2018

At most companies, the sales process is a balancing act that doesn’t always work so well. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? Because the process has gotten incredibly complicated, even though it can almost be a no-brainer.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

JANUARY 11, 2018

Because while few people would say their devices are more important than the people around them, too many of us act like that’s the case. If you’re constantly looking at a screen, you’re missing out on your life. And that’s a real shame. Learn more about what technology can and can’t do for salespeople in my book, Pick Up the Damn Phone!:

Account 204

Account Competition Cost per Acquisition Referrals 204

No More Cold Calling

FEBRUARY 23, 2012

Marketing Acts Superior. And yet it’s probably fair to say that the future of your company lies in your ability to make the two work better together. With that in mind, here are the nine most common complaints Sales has about Marketing, along with my advice to resolve the problem.

Hiring 184

Hiring Marketing ACT Course 184

No More Cold Calling

JUNE 9, 2019

This pattern of ever-increasing sophistication not only creates an intensely competitive marketplace; it also places further demands on us to act and react quickly. Technology drives communication, messaging, and information access at warp speed, and our clients expect immediate access.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

MAY 24, 2012

Read, “How to Get People to Open and Act on Your Emails”.). Beyond tracking my purchases and providing competitive-brand coupons, the grocery giant is now reaching out to me with Just for U—and it does feel like it’s “just for me.”. Personalize your prospects’ and clients’ experience: address what matters to them.

Customer 192

Customer Fashion Demographics Promotion 192

No More Cold Calling

MARCH 23, 2011

This pattern of ever-increasing speed and sophistication not only creates an intensely competitive marketplace, but places further demands on us to act and react quickly. New technology drives communications, messaging, and information access at warp speed, and our clients expect immediate access.

Referrals 189

Referrals Social Media Networking Media 189

No More Cold Calling

JUNE 6, 2019

This pattern of ever-increasing sophistication not only creates an intensely competitive marketplace; it also places further demands on us to act and react quickly. Technology drives communication, messaging, and information access at warp speed, and our clients expect immediate access.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

No More Cold Calling

FEBRUARY 16, 2012

This cycle of ever-increasing speed and sophistication not only creates an intensely competitive marketplace, but places further demands on our companies to act and react quickly. New technology is created at warp speed, and customers expect immediate decisions. Too often—yes, me, too.).

Cold Calling 204

Cold Calling Referrals Call-back ACT 204

No More Cold Calling

DECEMBER 30, 2014

Because while few people would say their devices are more important than the people around them, too many of us act like that’s the case. If you’re constantly looking at a screen, you’re missing out on your life. And that’s a real shame. Phillip Twyford, director of sales and marketing for Tico Mail Works, elaborates in this guest post.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

No More Cold Calling

JULY 31, 2012

As well as acting as the Senior Partner for JFA, he is Chairman of The JF Corporation and CEO of Top Sales Associates, based in London & Paris.

Referrals 209

Referrals Cold Calling Sales Qualified Lead Government 209

No More Cold Calling

SEPTEMBER 22, 2015

Fortune “set out to find singular leaders with vision who moved others to act as well, and who brought their followers with them on a shared quest.” Fortune recently published a list of “ World’s Greatest Leaders ,” including 15 women leaders. It wasn’t enough to be powerful to get on the list.

Lead Rank 120

Lead Rank Lead Scoring Influencer Cold Calling 120

No More Cold Calling

JANUARY 29, 2020

At most companies, prospecting is a balancing act that doesn’t always work so well. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? Because prospecting has gotten incredibly complicated, even though it should be a no-brainer.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

No More Cold Calling

MARCH 22, 2019

We don’t look or act like our grandmothers. I’m not like my grandmother, or am I? I think I am. I work hard and love my work. But in my generation, there are multitudes of us who work outside the home. We have different interests and different challenges. We are working grandmothers. It dawned on me that no one was speaking to my demographic.

Travel 278

Travel Cold Calling Call-back Face-to-face 278

No More Cold Calling

JULY 28, 2016

Women in sales don’t have to think or act like men to become rainmakers; we have the natural-born skills and grit it takes to be top-tier sellers. The greatest challenge for many women leaders isn’t gender discrimination; it’s self-doubt. We know how to build relationships. We are hardwired to be nurturers, connectors, and collaborators.

Face-to-face 120

Face-to-face Cold Calling Call-back Retention 120

No More Cold Calling

DECEMBER 23, 2014

Because while few people would say their devices are more important than the people around them, too many of us act like that’s the case. If you’re constantly looking at a screen, you’re missing out on your life. And that’s a real shame. I won’t be around then, but the thought saddens me.

Face-to-face 276

Face-to-face Social Media Facebook Film 276

No More Cold Calling

MAY 22, 2015

Highlights of our conversation include: How men and women are wired differently, and how to adjust our communication Why women are naturals at selling and how that’s a competitive advantage The significant barriers for women in sales and how to overcome them After you watch, take one insight you heard and act on it now.

SalesForce 120

SalesForce ACT LinkedIn Report 120

No More Cold Calling

APRIL 30, 2017

I’m not a millennial—not even close—but I love the way they think, act, and react … mostly. (Read “ 3 Ways to Guarantee Referral Prospecting Success.”). What Millennials Can Teach Us About Lead Generation. I don’t love seeing a table of millennials glued to their phones. Gathering for meals used to mean we talked to each other.

Referrals 149

Referrals Cold Calling Lead Rank Lead Scoring 149

No More Cold Calling

SEPTEMBER 8, 2016

Along with social media, many people post to daily blogs, which act as new world journals, making it easier than ever to find out about someone—their likes, dislikes, personal facts, friends, associations, affiliations, and opinions. However, all of this has an impact that you may not have consciously considered.

Social Media 120

Social Media Ideal Customer Profile Telecommunications Hiring 120

No More Cold Calling

AUGUST 4, 2016

However, we all agree it’s a balancing act. That’s one of the powers of “engagement.” ” We don’t have to agree with one another, but it’s important to share our perspectives. Staying connected with others is important, but so is occasionally disconnecting from technology.

Social Selling 120

Social Selling Social Media Face-to-face Cold Calling 120

No More Cold Calling

AUGUST 25, 2015

How to Turn Data Into Deals Your NPS could be one of your best referral marketing tools, but data is useless unless human beings act on it. But unless you actually follow up and ask for referrals , you’re wasting those opportunities—and the money you’re spending on NPS. Here’s where to start: Create a step-by-step plan for following up.

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

No More Cold Calling

SEPTEMBER 29, 2016

Act now to jumpstart your referral selling. . ➤ “Referred: Rediscovering the Power of the Original Social Network” (eBook). ➤ 5 Referral Tips (Webinar). I will no longer be offering this package after midnight Pacific on Thursday, October 6.

Referrals 120

Referrals Cold Calling Webinar Metrics Discount 120

No More Cold Calling

JULY 31, 2016

Women in sales don’t have to think or act like men to become rainmakers; we have the natural-born skills and grit it takes to be top-tier sellers. Unless your company has a systematic, disciplined program in place to ensure sales reps are asking for referrals from every client, your team is leaving money on the table.

Referrals 120

Referrals Webinar Metrics Cold Calling Social Media 120

No More Cold Calling

FEBRUARY 3, 2015

They listen carefully to what their people say, and just as importantly, they act on what they hear. When your team knows you believe in them, they are far more likely to believe in you—and to work their butts off for you Shut Up and Listen Confident leaders recognize the value of their teams’ ideas and feedback.

Loyalty 120

Loyalty Policies Cold Calling Follow-up 120

No More Cold Calling

MAY 1, 2016

We don’t have to think or act like men to become rainmakers. Others have formed over the years based on perceptions that we’re too soft, that we can’t manage work and family, that we don’t understand technology. In fact, men often tell me, “The best salespeople I know are women.”

Referrals 120

Referrals Cold Calling Sales Qualified Lead Lead Generation 120

No More Cold Calling

AUGUST 29, 2016

However, we all agree it’s a balancing act. Others built on our discussion and shared similar perspectives. That’s one of the powers of “engagement.” We don’t have to agree with one another, but it’s important to share our perspectives. Staying connected with others is important, but so is occasionally disconnecting from technology.

Referrals 120

Referrals Face-to-face Social Media Cold Calling 120

No More Cold Calling

JUNE 29, 2017

What if all salespeople acted the way Ronnie did? When I told him the amount I could contribute, he said that for only $15.00 more, the 4X match would escalate… and I’d get additional benefits. He was courteous, engaging, and made the business case for contributing. How could I refuse?

Referrals 149

Referrals Cold Calling Account Travel 149

No More Cold Calling

JANUARY 22, 2015

So we don’t have to think or act like men to become rainmakers. We recognize the importance of diversity and helping other women succeed. We’re hardwired to be nurturers, connectors, and collaborators—all traits that make for great salespeople. In fact, many salesmen could take a lesson or two from women.

Cold Calling 120

Cold Calling Direct Mail Hiring Small Business 120

No More Cold Calling

AUGUST 25, 2011

Act on Your Connection Opportunities. He was apologetic, said he was hiring new people, and he was still interested in pursuing a referral-selling initiative. I wrote back and invited him to reach out to me when he was ready. I was relieved, because he wasn’t ignoring me. The opposite is also true.

Referrals 185

Referrals Trade Show Hiring Call-back 185

No More Cold Calling

JANUARY 6, 2015

You know, Joanne: I think technology is now acting in our favour! I do use Evernote and Pipedrive CRM, but they only help me to be more organized! They don’t sell for me! I really have to pick up the damn phone! I cannot express how much your note meant to me.

Referrals 120

Referrals Cold Calling Twitter Small Business 120

No More Cold Calling

SEPTEMBER 3, 2015

We don’t have to think or act like men to become rainmakers. We ask probing questions, listen intently, have engaging conversations, and make connections—which gives women in sales a strong advantage. Women know how to build relationships. We are hardwired to be nurturers, connectors, and collaborators.

Cost per Acquisition 120

Cost per Acquisition Hiring Face-to-face Up-Sell 120