No More Cold Calling
SEPTEMBER 28, 2023
To stop acting like sales stalkers and start acting like salespeople (“people” being the operative word). Read “ How to Harness the Power of Business Referrals ”) [New Book Alert] Carole Mahoney’s Must-Read Strategies for How to Put Your Buyer First Business book testimonials are all the same.
No More Cold Calling
SEPTEMBER 25, 2014
Example: Amazon, unlike traditional brick-and-mortar bookstores, offers buyers the ability to quickly choose from a huge inventory. Example: IBM sales reps in large accounts often act as general IT consultants and informal members of the customer’s IT staff—helping to guide overall IT strategy and acting as a purchasing liaison to IBM.
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No More Cold Calling
OCTOBER 31, 2019
Considering only about 18 percent of buyers fully trust salespeople, perhaps more salespeople should be acting like bulldogs — i.e., acting like successful women in sales. And that’s what all salespeople should be doing to earn trust and promote business development. Read “ It Takes 3 Things for Women in Sales to Be Bulldogs.
No More Cold Calling
JUNE 9, 2019
So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. 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.
No More Cold Calling
FEBRUARY 15, 2018
At most companies, the sales process is a balancing act that doesn’t always work so well. In a survey of business buyers, 76.2 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.
No More Cold Calling
JUNE 6, 2019
So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. 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.
No More Cold Calling
APRIL 30, 2017
We all look the same to our buyers, and that’s a problem. He said the most important questions salespeople need to answer for their buyers are: “Why Change and Why Us?”. Answer those questions, and you’ve created the buyer’s vision for the future. That’s not winning. Prospects are bored, and salespeople have become a commodity.
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