No More Cold Calling

OCTOBER 21, 2013

In average conversations, adults make eye contact between 30 and 60 percent of the time, according to communications-analytics company Quantified Impressions. But the same study shows that people should be making eye contact 60 to 70 percent of the time to create a sense of emotional connection. Bring Back Balance.

Small Business 245

Small Business Small Business Enterprise Enterprise 245

No More Cold Calling

JUNE 1, 2018

There’s technology to generate leads online, artificial intelligence, predictive analytics, social media and document automation, and search engine optimization. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer.

Referrals 153

Referrals SAP Social Media Cold Calling 153

No More Cold Calling

SEPTEMBER 22, 2015

Watch my webcast with Jamie Domenici , vice president of marketing and analytics for Salesforce. You’ll close deals that matter and leave others wondering how you did it. Want to learn more about the innate strengths that help women succeed at selling?

Lead Rank 120

Lead Rank Lead Scoring Influencer Cold Calling 120

No More Cold Calling

JULY 7, 2017

Sales teams do have predictive analytics, and access to social media and the wealth of information it provides. They go into meetings without much insight into the real problem driving the need to change or the interpersonal dynamics of the buying team.

Account 179

Account Referrals Lead Rank Lead Scoring 179

No More Cold Calling

APRIL 30, 2017

The solution seems simple: Decide which companies to target based on predictive analytics and client history with your company. How to Identify Strategic Accounts for Your Account-Based Sellers. How should sales leaders segment accounts for their account-based sellers? In other words, which companies bring in the most revenue?

Referrals 149

Referrals Cold Calling Lead Rank Lead Scoring 149

No More Cold Calling

MARCH 2, 2017

Today, there are new players, products, and technology that didn’t exist several years ago: Uber, Hulu, virtual reality, artificial intelligence, predictive analytics, drones, etc. Then everyone targeted these markets, and suddenly they weren’t special anymore. The list goes on and on.

Account 120

Account Referrals Banking Guarantee 120

No More Cold Calling

OCTOBER 30, 2016

According to Forrester, these are people who understand how to interpret balance sheets, have strong analytical skills, and are technology and data savvy. But consultative salespeople who take a strategic approach and operate in a more complex buyer dynamic will increase by 10 percent. 2020 is just a little more than three years away.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

No More Cold Calling

JANUARY 8, 2015

In average conversations, adults make eye contact between 30 and 60 percent of the time, according to communications analytics company Quantified Impressions. When we’re constantly checking our phones to make sure we’re not missing something “out there,” we’re missing out on opportunities to connect with the people right in front of us.

Fashion 120

Fashion Twitter Small Business Small Business 120

No More Cold Calling

DECEMBER 29, 2020

In a June 2020 report, The New World of B2B Sales , Accenture explained: The leaders of tomorrow are modifying their organizations’ sales priorities using a powerful blend of person-to-person communication, predictive analytics and AI engines.

Referrals 432

Referrals Customer Social Media Revelation 432

No More Cold Calling

APRIL 18, 2019

Customers now have access to all kinds of software tools, online demos, predictive analytics, and social media platforms. I don’t think so—in the traditional sense. But they’re certainly more informed, and that has changed much about selling. For the most part, they have access to the same information that we do.

Airlines 332

Airlines Customer Referrals SalesForce 332

No More Cold Calling

MARCH 8, 2021

Known for her work on Charles Babbage’s “Analytical Engine,” she was the first to recognize that computers were capable of more than just calculation. Augusta Ada King (1815-1852), known as Ada Lovelace, was a brilliant mathematician, exceptional writer, and one of the world’s earliest computer programmers during the mid-1800s.

Hiring 377

Hiring Engineering Call-back Lead Rank 377

No More Cold Calling

JUNE 1, 2017

So, as soon as salespeople sign a new customer, they move on to the next target—whomever predictive analytics has identified as the most qualified prospect. They task account-based sales reps with pursuing sales leads, building qualified pipelines, and closing deals. It’s all about driving revenue in the short-term. Do you see the gap here?

Account 234

Account Sales Qualified Lead Lead Rank Referrals 234

No More Cold Calling

OCTOBER 4, 2018

We know that sales reps who leverage technology such as AI and predictive analytics are more productive and successful than those who don’t. A huge problem today is the belief that sales lead generation can be automated. Technology is an important tool. However, customers don’t buy your technology, your service, or your products.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

No More Cold Calling

AUGUST 17, 2017

Every time a new concept, buzzword, or technology emerges, everyone rushes to adopt it—whether it’s AI, predictive analytics, IOT, or new monikers like account based marketing, account based selling, and account based everything. Contrary to popular belief, there are plenty of us out there. The Bandwagon Is Getting Crowded.

Account 291

Account Video Cold Calling Webinar Metrics 291

No More Cold Calling

JULY 27, 2020

But that’s not enough for some analytical types. Most say the conversion rate is greater than 70 percent, because salespeople understand that lead qualification trumps lead quantity every time. This is my “feet on the street” research—conducted over the last 24 years speaking with salespeople and sales leadership.

Sales Leadership 366

Sales Leadership Cold Calling Referrals Lead Qualification 366

No More Cold Calling

FEBRUARY 14, 2019

Social media, marketing automation, AI, predictive analytics, and all kinds of technology have cast doubt on traditional sales techniques and encouraged organizations to rely on digital sales prospecting. Here’s how to generate leads and get call-backs. Has selling really changed in the last decade? Well, sure.

Lead Gen 307

Lead Gen Call-back Lead Rank Lead Scoring 307

No More Cold Calling

NOVEMBER 24, 2015

So, as soon as sales reps sign a new customer, they move on to the next target—whomever predictive analytics has identified as the most qualified prospect. They task reps with finding new sales leads, building qualified pipelines, and closing deals. It’s all about driving revenue in the short-term. Do you see the gap here?

Sales Qualified Lead 120

Sales Qualified Lead Lead Rank Lead Scoring Leads 120