No More Cold Calling

JANUARY 13, 2022

Bernard Marr reports in his article, Future of Work: The 5 Biggest Workplace Trends in 2022 : “The World Economic Forum predicts that AI and automation will lead to the creation of 97 million new jobs by 2025. An article for your newsletter? AI is a dominant trend, and the prediction of an AI-automated workforce is compelling.

Trends 356

Trends Margin Cold Calling Outbound 356

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SEPTEMBER 25, 2019

Check out this well-researched NPR article by José Luis Peñarredonda, “ What happens when we work non-stop.” Read the rest of the article. I’m glad I was only going a short distance. I sensed his reaction time was off when he made two U-turns in the middle of city streets. Think you’re different?

Cold Calling 244

Cold Calling Promotion Research Revenue 244

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JANUARY 17, 2019

Bob Apollo shares his take on the 57 percent stat in his recent article, “ When your customers DO want to speak to a sales person.” Read the rest of the article on Inflexion-Point.com. And therein lies the problem. If we believed everything we heard or read, we’d never master anything, and success would be elusive.

Competition 318

Competition Referrals Cold Calling Study 318

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OCTOBER 26, 2021

For the rest of Melinda’s insights about starting a small business, read her article, 12 Things You Should Know Before Starting Your Own Small Business. The narrower your focus, the more you’ll be viewed as the expert. Companies hire experts. Stay in your lane. I started my company 25 years ago , and yet I still learned from her perspective.

Small Business 348

Small Business Small Business Cost per Acquisition Hiring 348

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FEBRUARY 21, 2019

Art Kohn’s article, “ Brain Science: Overcoming the Forgetting Curve ,”pointed me to a book called Make It Stick by Peter C. Read the rest of Art’s article at learningsolutionsmag.com. I’ve heard for years that people forget 70 percent of what they learn in a professional training class within 24 hours of the event. So, what does work?

Cold Calling 308

Cold Calling Training Research Study 308

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MAY 10, 2018

At least that’s what we’ve read in article after article. Guillen summarizes their findings in a recent HBR article. Read the rest of Guillen’s article, “ Is the Confidence Gap Between Men and Women a Myth? ”). That’s why more of us haven’t broken through the glass ceiling yet. She writes: .

Influencer 207

Influencer Cold Calling Study Call-back 207

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SEPTEMBER 11, 2019

That’s why you need to read every word in Mary Abbajay’s article “ What to Do When You Have a Bad Boss ” in the Harvard Business Review. Read the article here. Yep, that’s what one study showed. And there are other startling ramifications. For once, I’m at a loss for words, but I bet you’re not.

Energy 189

Energy Referrals Cold Calling Study 189

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SEPTEMBER 27, 2018

Read his article and learn why “ethics is not just something you say. Read the rest of this article, including the interview with Weinstein, on TheSalesHunter.com.). That’s why I’m sharing Mark Hunter’s conversation with Bruce Weinstein , The Ethics Guy. It is something you live.”. Ethics in Sales. Do the Two Words Even Go Together?

Face-to-face 313

Face-to-face Cold Calling Social Media Travel 313

No More Cold Calling

JULY 27, 2023

Note: This article was originally published in Top Sales Magazine. Download the February 2023 issue to read this article and more. Whether you’re trying to close a deal or get a referral, pick up the damn phone and have a real conversation! Or better yet, catch a plane, train, or automobile and meet in person.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

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OCTOBER 25, 2018

Matt Plummer and Jo Wilson outline other negative impacts in their recent HBR article. Read the rest of the article on HBR.org. Recent research shows that working longer hours decreases productivity and negatively impacts the quality of our work. Here’s a snippet: The Lie That Perfectionists Tell Themselves.

Referrals 284

Referrals Cold Calling Exercises Call-back 284

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JANUARY 3, 2019

It’s a long article, but worth a close read. Read the rest of the article on HBR.org. Most importantly, she has found a direct correlation between curiosity and job performance. She describes the challenges to advocating for curiosity and five distinct ways to bolster curiosity in companies.

Google 299

Google Face-to-face Cold Calling Survey 299

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AUGUST 8, 2019

Greg Satell sums it up brilliantly in his article, “ These Are the Skills That Your Kids Will Need for the Future (Hint: It’s Not Coding).” Read the rest of the article.). Instead, we should be asking what they’re going to do to change the world, and then helping them learn the “people skills” they’ll need to do it.

Face-to-face 237

Face-to-face Referrals Cold Calling Negotiation 237

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OCTOBER 24, 2019

Susan’s article shares advice from Jon Gordon , author of Soup: A Recipe to Nourish Your Team and Culture. Read the rest of Susan’s article for more on effective communication for leaders.). When your employees know their purpose, your vision, and the corporate path, they’re engaged and committed.

Travel 207

Travel Cold Calling Call-back Motivation 207

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DECEMBER 13, 2018

Learn what you can do with phone offenders and how to create new norms, in this well-researched HBR article by Joseph Grenny and Kelly Andrews. Read the rest of the article on HBR.org. Of course, putting your phone down is only half the battle. The next step is getting everyone around you to do the same. No, it’s not just you.

Face-to-face 294

Face-to-face Survey Cold Calling Research 294

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JULY 11, 2019

In a recent article—” Warren Buffett’s ‘20 Slot’ Rule: How to Simplify Your Life and Maximize Your Results ”—James Clear introduces Buffett’s punchcard advice for financial investments, and then explains how the theory applies to time investments. You have to focus on a few essential tasks and ignore the distractions.

Cold Calling 247

Cold Calling Referrals Proposal Energy 247

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NOVEMBER 8, 2018

For more on why language matters, check out this article from Tamara Schenk at CSO Insights : Getting More Women in Sales: Do We Have a Language Barrier? Read the rest of the article at CSO Insights.). Go out and find them, and while you’re at it, beware of aggressive language that could make women applicants feel uneasy or unwelcome.

Hiring 280

Hiring Referrals Social Media Cold Calling 280

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JANUARY 9, 2020

For more on how to refocus sales manager priorities and boost quota attainment, read the rest of her article. Vazzana explains: “The harsh reality is that if you can’t solve the front-line sales management problem, your opportunity cost will be huge—approximately $3.5 million per manager. If that doesn’t cause you heartburn, nothing will.”.

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

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JUNE 27, 2019

My takeaways from Anne’s article: There’s a difference between how you communicate with your 150 and the others in your network. Anne Gherini, in her post, “ What Dunbar’s Numbers Mean for Professional Networking ,” outlines four steps to maintain professional networks: Narrow your network ruthlessly. Unlock new networks. Play the long game.

LinkedIn 307

LinkedIn Social Media Networking Cold Calling 307

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JULY 29, 2021

NOTE: This article originally appeared in Top Sales Magazine. (Featured image attribution: Mikael Blomkvist ). Register for my Referral Selling Insights and gain access to the 14-question Referral I.Q. It’s quick and anonymous, and most people find the results eye-opening. The post Sales Reps Not Closing Sales?

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

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JULY 15, 2014

Kate Murphy’s New York Times article—“Psst. Read the rest of the article.). Read the rest of the article.). I didn’t know why it annoyed me so much until I found research supporting the emotional and social relevance of eye contact. Here’s Looking at You, Kid. Murphy is absolutely right.

Journal 287

Journal Social Media Cold Calling Enterprise 287

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JANUARY 14, 2014

In Beth Kuhel’s excellent article, “ Dinner Table Talk Can Jump-Start Your Kid’s Career! ,” she explains: You can positively influence your kids by consistently initiating and encouraging stimulating discussions at the dinner table. So put away the toys. There’s plenty of time for electronics, but not at the dinner table.

Hiring 261

Hiring Face-to-face Small Business Small Business 261

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NOVEMBER 14, 2019

Read the rest of Mareo’s article to find out why we need to make it easy for customers to buy from us—and exactly how to do that. Seems counter-intuitive, doesn’t it? The post Why Customer Loyalty Isn’t Always About More Choices appeared first on No More Cold Calling.

Loyalty 249

Loyalty Customer Cold Calling Fashion 249

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AUGUST 10, 2017

Ian Levine, chief sales officer at RO Innovation, answers that question in his fantastic article, “ The Next Game Changer for B2B Sales? Read the rest of Levine’s article to learn more about these strategies and why they’re so important. Why P2P Works for B2B. P2P selling is not a new process, but it is a new term. What does it mean?

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

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SEPTEMBER 13, 2018

Suzanne de Janasz and Beth Cabrera answer those questions in their recent HBR article, “ How Women Can Get What They Want in a Negotiation.” Read the rest of the article on HBR.org.). But why do women in sales have a different attitude about negotiating on their own behalf, and how can they get better at it?

Negotiation 219

Negotiation Strategy Salary Referrals 219

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FEBRUARY 7, 2019

Read the rest of Oshin’s article. And just like Einstein, you’ll achieve much more and unleash your potential. Ready to unleash your creative potential and boost your sales productivity? Then figure out how and when you can carve out some restorative alone time.

Cold Calling 280

Cold Calling Face-to-face Research Relationals 280

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NOVEMBER 26, 2013

In the New York Times article, “ Step Away From the Phone ,” author Caroline Tell writes: As smartphones continue to burrow their way into our lives, and wearable devices like Google Glass threaten to erode our personal space even further, overtaxed users are carving out their own device-free zones with ad hoc tricks and life hacks.

Banking 308

Banking Google Conversion Sales 308

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APRIL 25, 2019

Read the rest of the article on FastCompany.com. “We make better decisions when we integrate intuition with critical thinking.”. Intuition is often thought of a gut feeling, but Snyder says there are three distinct dimensions. The post Surprise! All Intuition Isn’t the Same appeared first on No More Cold Calling.

Cold Calling 321

Cold Calling ACT Resources Data 321

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NOVEMBER 19, 2013

That’s what I love about Tom Searcy’s simple but brilliant article, “ The Sales Metrics You Should Be Focusing On.” In this short, research-based article, Searcy summarizes findings by Jason Jordan, co-author of Cracking the Sales Management Code and partner of Vantage Point Performance. .” Read the rest of the article.

Small Business 220

Small Business Small Business Enterprise Enterprise 220

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JUNE 10, 2014

That’s why I resonated with Kevin Kruse’s Forbes.com article, “ Why Successful People Never Bring Smartphones Into Meetings.” Click here to read the full article. Most people are too timid to call it like they see it. So when you lead the charge, others will thank you. Say Yes to Smart-Phone-Free Zones.

Cold Calling 293

Cold Calling Small Business Small Business Enterprise 293

No More Cold Calling

JULY 16, 2014

Kate Murphy’s New York Times article—“Psst. Read the rest of the article.). Read the rest of the article.). I didn’t know why it annoyed me so much until I found research supporting the emotional and social relevance of eye contact. Here’s Looking at You, Kid. Murphy is absolutely right.

Journal 247

Journal Social Media Cold Calling Study 247

No More Cold Calling

MARCH 23, 2017

Just consider the eye-opening data in Carolyn Betts’ Mashable article, “Why are women still underrepresented in tech sales?” Read the rest of her article for more on these strategies.). And, of course, we’re just as capable as salesmen of figuring out how the technology works. Women in Sales: The Challenges That Remain.

Hiring 242

Hiring Lead Rank Lead Scoring Company 242

No More Cold Calling

MARCH 29, 2019

Read the rest of the article on Spiro.ai. So I thought about the women in sales that I know, and what makes them so successful. Here are the seven things the female sales leaders around me all have in common that are helping them crush their goals. The post What Saleswomen Do Really, Really Well appeared first on No More Cold Calling.

Referrals 312

Referrals Cold Calling Networking Call-back 312

No More Cold Calling

NOVEMBER 11, 2014

Click To Tweet - Powered By CoSchedule Walter Isaacson, CEO at Aspen Institute and Steve Jobs’ biographer, examines the relationship between man and machine in his masterful article: “ The One Thing Computers Will Never Be Able to Do.” Read the rest of the article.) We discern patterns and appreciate their beauty.

Cold Calling 277

Cold Calling Small Business Small Business Enterprise 277

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NOVEMBER 13, 2013

In his article, “ Selling—We’re Going Back to AIDA and You Should Be Scared ,” Dave Kurlan writes: When we ignore [what really motivates people to buy], we turn back the clocks by about 50 years, and return to the purely transactional sale. Marketing can only take us so far. It’s our job to make the sale.

Inbound 253

Inbound Lead Rank Lead Scoring Small Business 253

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NOVEMBER 4, 2014

Busting a Bad Myth Bob Appollo gives us the facts behind this fiction in his brilliant article, “ The B2B buying decision process: challenging the 57% myth.” Read the rest of the article.) He explains where these numbers come from, why they’re taken out of context, and how they can harm your business development.

Cold Calling 265

Cold Calling Small Business Small Business Vendor 265

No More Cold Calling

DECEMBER 14, 2017

Bohns, summarizes their findings in a recent Harvard Business Review article. Read the rest of the article.) . According to new research from Cornell University and Western University, a face-to-face request is 34 times more successful than an email ask. One of the researchers, Vanessa K. She writes: . There you have it.

Account 228

Account Face-to-face Decision Maker Social Media 228

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FEBRUARY 4, 2014

That’s why I love “ Three Big Myths That Keep You From Being Customer-Centric ,” a CMS Wire article by marketing guru Christine Crandell. Read the rest of the article and find out how to simplify and strengthen your sales approach.

Customer 208

Customer Demographics Small Business Small Business 208