No More Cold Calling

DECEMBER 2, 2014

All sales reps need coaching and guidance, but rainmakers deserve extra attention. The sales manager announces the top performers of the year. Applause resounds throughout the building as these sales champions are paraded like Superbowl winning gods across the sales floor. Read the rest of the article.)

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No More Cold Calling

JUNE 10, 2014

That’s why I resonated with Kevin Kruse’s Forbes.com article, “ Why Successful People Never Bring Smartphones Into Meetings.” He writes: Do you check your phone for text messages or emails during business meetings? Click here to read the full article. Associations Enterprise Sales Management Small Business'

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No More Cold Calling

APRIL 22, 2014

That’s why I resonated with Daniel Burrus’ article, “ We’re All Too Busy … Missing Amazing Opportunities.”. As he puts it: If you don’t do something about your busy-ness and take time to anticipate and see the opportunities all around you, you’ll never break free. You’ll simply be busier tomorrow.

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Cold Calling Small Business Small Business Enterprise 219

No More Cold Calling

FEBRUARY 25, 2014

How do you successfully transition from sales rep to sales leader? I was an award-winning sales rep who was promoted to sales manager. Read the rest of the article for more on how to transition smoothly. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

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No More Cold Calling

NOVEMBER 4, 2014

Between 57 and 87 percent of the buying process is complete before a buyer ever contacts a company—at least that’s the case if you believe the widely quoted but ill-advised statistics floating around sales circles. Read the rest of the article.) Associations Sales Management Salespeople Small Business'

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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.

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Cold Calling Small Business Small Business Enterprise 277

The Sales Hunter

DECEMBER 19, 2011

Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Dave Kahle has trained tens of thousands of B2B salespeople, sales managers and business owners to be more effective in the 21st Century economy. phone sales tips. sales goals.

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Small Business Small Business Hiring Ideal Customer Profile 166

No More Cold Calling

OCTOBER 21, 2014

Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' Your Network Is Your Net Worth There’s a saying among salespeople that customers buy with emotion and justify with fact.

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Networking Cold Calling Small Business Small Business 294

No More Cold Calling

MARCH 18, 2014

The Wall Street Journal article, “ Just Look Me in the Eye Already ,” explores the decreased eye contact in our tech-driven society, and explains why this puts professionals at a disadvantage: [Eye contact can be a tool for influencing others. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

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Customer Journal Sports Cold Calling 244

No More Cold Calling

FEBRUARY 11, 2016

But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s similar to the conversations most sales reps have with prospects. Sales management: Listen up. It’s your sales team’s expertise in defining and communicating prospects’ problems.

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Sales Management Scale Cold Calling Referrals 120

No More Cold Calling

SEPTEMBER 30, 2014

Our ancestors used body language before they could speak, and according to Andy Rudin’s LinkedIn post—“ Will the Caveman Principle Save Face-to-Face Selling? Read the rest of the article.). We’ve simply forgotten what we know to be true: Face-to-face cannot be replaced —not in life, and certainly not in sales.

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Wireless Face-to-face Fashion Small Business 274

No More Cold Calling

SEPTEMBER 11, 2014

A Chinese woman connects with me on LinkedIn and then visits the States to begin a business conversation. Another Brit sees a post on Twitter and writes to ask if he can use my article for his presentation. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

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Social Media Skype Referrals Media 264

No More Cold Calling

JUNE 5, 2014

That’s why I resonated with Nicolas Gremion’s article, “ Who’s the boss? He outlines a plan for sales leaders to help reps solve their own problems. It saves management time. Employees may think of solutions management could not. Click here to read the rest of the article. Help Them Help Themselves. Comment Here.

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Hiring Cold Calling Small Business Small Business 213

No More Cold Calling

MAY 20, 2014

Bryan Kramer explains the significance is his Social Media Today article—“ There Is No More B2B or B2C: There Is Only H2H (Human to Human).”. Read the rest of the article. Bottom line: Relationships still power sales. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Comment Here.

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B2C B2B Enterprise Enterprise 237

No More Cold Calling

APRIL 15, 2014

I resonated with Mohsin Hamid’s New York Times article, “ How Do E-Books Change the Reading Experience? Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' What’s your take on books vs. ebooks?

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Cold Calling eBook Small Business Small Business 209

No More Cold Calling

AUGUST 26, 2014

Read the rest of the article.). Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' Now what may have been a simple query snow balls into diverse opinions. Very well put!

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Cold Calling Call-back Small Business Small Business 296

No More Cold Calling

SEPTEMBER 9, 2014

Read the rest of the article.). Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' We actually had to learn our material, because no one wanted to suffer the dishonor of reading from index cards.

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Decision Maker Small Business Small Business Cold Calling 292

No More Cold Calling

APRIL 3, 2014

The same is true in sales management. The very strategies you use for attracting clients are the key to increasing sales effectiveness for your team. Click here to read the rest of the article. Want to start increasing sales rep productivity? Associations Enterprise Sales Management Salespeople Small Business'

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Hiring Fashion Cold Calling Small Business 212

No More Cold Calling

MAY 13, 2014

Read the rest of the article. Bottom line: We’re all busy , but when it comes to conversations, take your time. While your competitors are wasting time tweeting, you’ll be talking to people who matter, increasing sales referrals , and sealing deals. Associations Enterprise Sales Management Salespeople Small Business'

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Twitter Referrals Cold Calling Small Business 250

No More Cold Calling

MARCH 4, 2014

Of course, you should have completed all of these important tasks earlier in your sales process, but it’s never too late to save a deal. Send interesting articles or offer to connect your prospect with someone he needs to know. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

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Call-back Small Business Small Business Cold Calling 274

No More Cold Calling

MAY 1, 2014

Problem is, even the most experienced sales reps face challenges in today’s ever-evolving, fast-paced business world. Anthony Iannarino nails the problem—and solution—in his article, “ Better Than You Believe (A Note to the Sales Leader.” Read the rest of the article. Your reps need your help. Comment Here.

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Hiring Cold Calling Face-to-face Policies 209

No More Cold Calling

APRIL 8, 2014

The Silicon Valley Business Journal headline—“Apple files ‘transparent texting’ patent to make walking while texting safer”—would have been laughable, had it not been so appalling. The article reads: Apple Inc. Click here to read the rest of the article.). Associations Enterprise Sales Management Salespeople Small Business'

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Face-to-face Journal Sports Small Business 205

No More Cold Calling

NOVEMBER 18, 2014

Read the rest of the article.) The Lesson for Sales Sometimes you’ll win deals, and sometimes you’ll lose them —even when you’ve invested everything you have into closing them. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Watch them and learn.

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Construction Small Business Small Business Cold Calling 264

No More Cold Calling

APRIL 17, 2014

But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates. Read the rest of this article.

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Face-to-face Social Media Oracle Hiring 278

No More Cold Calling

AUGUST 12, 2014

Read the rest of the article. They need to know you havent forgotten about them and that youre working hard to help them meet their business needs. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business'

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No More Cold Calling

JANUARY 13, 2015

Get Proactive Sales leadership expert Kevin Davis puts this issue into perspective in his blog post, “ 5 Things Proactive Sales Managers Do Differently.” He shares the story of a Fortune 500 company that hired him to evaluate their sales management practices. They all get dumped in the sales manager’s lap.

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Coaching Hiring Small Business Small Business 120

No More Cold Calling

JULY 16, 2014

Kate Murphy’s New York Times article—“Psst. Read the rest of the article.) If we’re too busy staring at screens to look at the people in front of us, that’s a problem—especially for salespeople, whose careers depend on the ability to build and maintain relationships with clients and Referral Sources. Comment Here.

Journal 180

Journal Social Media Small Business Small Business 180

No More Cold Calling

DECEMBER 16, 2014

Read the rest of the article.) Lyons goes to on share a list of qualities that separate the “elite” from the “hopeless,” as well as some tips for evaluating who has the stuff to make it long-term in sales. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

Hiring 240

Hiring Guidelines Engineering Face-to-face 240

No More Cold Calling

NOVEMBER 14, 2013

They’ve probably read the same sales blogs and articles, and they know how to use LinkedIn. The secret to real sales success: Relationships. Associations Enterprise Sales Management Small Business' The Early Bird Gets the Worm. Or get the digital version for your Kindle or Nook. Comment Here.

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Competition Referrals Gatekeeper Social Media 218

No More Cold Calling

JULY 21, 2015

As a small business owner, increasing sales and staying connected to my clients are top priorities. My team can keep the business running smoothly in my absence. They publish my social media posts, edit my writing, manage my database, and send regular communications to my audience. You are not your job.

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Small Business Small Business Cold Calling Social Media 120

No More Cold Calling

DECEMBER 18, 2014

Emails, articles, news flashes, blasts, webinars, podcasts…they make my blood boil. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. The same goes for sending emails or LinkedIn messages to people who don’t know you or expect to hear from you. Of course you would.

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Act!

APRIL 25, 2024

The first one starts with a run-of-the-mill promotional sales pitch. The second email opens with a reference to your recent LinkedIn post, connects it to your pain points , and offers a helpful solution. That’s what adding personalization to your sales outreach efforts can do. No points for guessing which one resonates better.

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Social Media How To Case Study ACT 52

No More Cold Calling

JANUARY 20, 2015

Streamline Your Sales Process Koka Sexton offers fresh insights for increasing sales productivity in his LinkedIn Sales Solutions article, “ Social Selling Tips: The No Sweat Solution for Higher Sales Productivity.” Associations Enterprise Sales Management Salespeople Small Business'

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Referrals Energy Social Selling Proposal 120

No More Cold Calling

APRIL 7, 2015

We click buttons to invite people to connect with us on LinkedIn. In her brilliant article, “ Today Everything Is Relationship-Driven ,” she shares eight best-practices for building, maintaining, and expanding our professional networks—online and off. Read the rest of Roizen’s article for the other seven tips.

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Social Media Referrals Networking Case Study 120

No More Cold Calling

DECEMBER 23, 2014

Everyone is just too busy, it would seem. I recently came across a great article entitled ‘Saving the Lost Art of Conversation’ by Megan Garber of The Atlantic. A longer version of this article was originally posted on LinkedIn Publisher under the title, “ Are We Losing the Art of Conversation?

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No More Cold Calling

JANUARY 6, 2015

So I’m starting this New Year with a great sense of gratitude and purpose because of the sales professionals I reach, and who reach out to me. Here is what you told me: My wife just read your Salesforce article about PITA clients and shared it with me this evening. I liked your article on “ Do Your Leads Suck?

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Referrals Cold Calling Twitter Small Business 120

No More Cold Calling

MARCH 12, 2015

Just as importantly, many sales leaders don’t know how to make the case for change, so they measure their reps on legacy activities—even when they know change is essential to deliver significant results. Read the rest of the article.) Read the rest of the article.) Otherwise you have wasted resources and capital.

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