No More Cold Calling

NOVEMBER 14, 2019

Companies invest significant money on marketing—email campaigns, SEO, and strategies for getting found and building customer loyalty. 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. Then they blow it by being hard to reach.

Loyalty 249

Loyalty Customer Cold Calling Fashion 249

No More Cold Calling

NOVEMBER 13, 2013

Inbound marketing will not fill your pipeline. Inbound marketing might seem like the magic formula for easy sales, but it’s not. Marketing can only take us so far. That’s where the inbound marketing folks are taking it and it’s not a good thing. How much do you rely on inbound marketing to score leads?

Inbound 253

Inbound Lead Rank Lead Scoring Small Business 253

No More Cold Calling

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? Marketers need to enable the use of customer advocate activity for sellers within CRM systems. Levine offers four strategies: Connect the dots between CRM, sales, and marketing. P2P Selling.”

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

No More Cold Calling

NOVEMBER 10, 2016

Don’t hide your B2B marketing talent. And that makes them your hidden gem for B2B marketing. B2B marketing pro Trevor Young shares more of Edelman’s research in his post: “ Three BIG reasons your business should make rockstars of your internal experts.” Read the rest of Young’s article for more.). Big mistake.

Lead Generation 266

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 266

No More Cold Calling

FEBRUARY 4, 2014

The key to delivering the ROI that keeps people coming back for more is actually talking to our customers—not through email or text, and not through marketing automation. That’s why I love “ Three Big Myths That Keep You From Being Customer-Centric ,” a CMS Wire article by marketing guru Christine Crandell.

Customer 208

Customer Demographics Small Business Small Business 208

No More Cold Calling

JULY 15, 2014

Kate Murphy’s New York Times article—“Psst. Read the rest of the article.). In a creepy corollary, the researchers found that the eyes of characters on boxes of cereal marketed to kids were directed downward, and can meet the upward gaze of children in grocery store aisles. Read the rest of the article.).

Journal 287

Journal Social Media Cold Calling Enterprise 287

No More Cold Calling

MAY 20, 2014

One way companies derail trusting relationships with customers is with overcomplicated sales and marketing processes and terminology. Buyers don’t really care whether we’re B2C or B2B, nor do they understand or care about all the complex jargon we use to describe our markets and products. Read the rest of the article.

B2C 237

B2C B2B Enterprise Enterprise 237

No More Cold Calling

AUGUST 2, 2018

That’s why I resonated with this post: “ New Research Unveils 5 Trends Shaping the Future of Sales ” by Lynne Zaledonis, VP at SalesCloud, Product Marketing at Salesforce. Read the rest of the article. And in some ways, it has…. That’s a real downer for sales reps.)

Data 297

Data Quota Trends Face-to-face 297

No More Cold Calling

NOVEMBER 11, 2014

That’s why all the sales and marketing automation tools in the world will never replace the power of a knowledgeable, experienced salesperson with a great referral network. Read the rest of the article.) We discern patterns and appreciate their beauty. We weave information into narratives.

Cold Calling 277

Cold Calling Small Business Small Business Enterprise 277

No More Cold Calling

DECEMBER 23, 2014

Phillip Twyford, director of sales and marketing for Tico Mail Works, had the exact same realization, which he outlines in this week’s guest post. I first started in marketing in 1987. I recently came across a great article entitled ‘Saving the Lost Art of Conversation’ by Megan Garber of The Atlantic.

Face-to-face 276

Face-to-face Social Media Facebook Film 276

No More Cold Calling

FEBRUARY 18, 2014

After all, we’ve made our requisite number of phone calls and sent a slew of emails that marketing provided to us. Read the rest of the article for tips to ensure you’re making the most of your work day. But at the end of the day, we’re left empty-handed. Sales is not about what we do. It’s the results we get that matter.

Cold Calling 232

Cold Calling Small Business Small Business Enterprise 232

No More Cold Calling

DECEMBER 14, 2017

Bohns, summarizes their findings in a recent Harvard Business Review article. Read the rest of the article.) . Social media, marketing automation, and sales technology have cast doubt on traditional sales techniques and made all our connections digital. One of the researchers, Vanessa K. She writes: . There you have it.

Account 228

Account Face-to-face Decision Maker Social Media 228

No More Cold Calling

JULY 16, 2014

Kate Murphy’s New York Times article—“Psst. Read the rest of the article.). In a creepy corollary, the researchers found that the eyes of characters on boxes of cereal marketed to kids were directed downward, and can meet the upward gaze of children in grocery store aisles. Read the rest of the article.).

Journal 247

Journal Social Media Cold Calling Study 247

No More Cold Calling

JUNE 28, 2018

In his brilliant blog post, “ 4 Tips for Commodity Selling in a Competitive Market ,” he makes the case for “back in the day” selling and shares tips for how to prospect like we did decades ago. Here’s a snippet: 4 Tips for Commodity Selling in a Competitive Market. Read the rest of the article. By Matt Heinz.

Prospecting 197

Prospecting Harvest How To Call-back 197

No More Cold Calling

MAY 25, 2017

The foundations to marketing started in the 1920s and developed to a point in the 1950s. From looking at many companies’ social media presence, marketing strategies have not changed much since then. Broadcast” marketing is a simple concept: You throw lots of “mud” at the wall, and some of it will stick. By Tim Hughes.

Account 288

Account Social Media Social Selling Twitter 288

No More Cold Calling

APRIL 26, 2018

More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. Read the rest of Sandy’s article.). Price isn’t an issue with referral business. Sadly, that behavior continues in sales negotiations today. Prequalify with Referrals.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

No More Cold Calling

FEBRUARY 28, 2019

One guy even said he was thinking of cold calling (shudder) and doing more marketing. 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. Why didn’t he think to ask for referrals?

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

No More Cold Calling

JUNE 22, 2017

Besides, developing and implementing any strategy—whether for sales, service, marketing, or products—can take weeks or months. Decreased Effectiveness: Your paths to market are not working as effectively as they once did. Note: The original version of this article appeared on LSA Global’s blog. About the Author.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

No More Cold Calling

JUNE 1, 2018

They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. At least that’s what we’ve read in article after article. That’s not selling. That’s order-taking. Top sellers aren’t reactive. They’re proactive, disciplined, insightful, and great at building relationships.

Referrals 153

Referrals SAP Social Media Cold Calling 153

No More Cold Calling

JULY 16, 2014

Kate Murphy’s New York Times article—“Psst. Read the rest of the article.) In a creepy corollary, the researchers found that the eyes of characters on boxes of cereal marketed to kids were directed downward, and can meet the upward gaze of children in grocery store aisles. Read the rest of the article.)

Journal 180

Journal Social Media Small Business Small Business 180

No More Cold Calling

OCTOBER 1, 2019

Sure, marketing will toss you some names after the holidays, but those aren’t leads you can count on. I’ve never had a good customer experience at that market, but this was over the top. 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.

Referrals 209

Referrals Pipeline Sales Qualified Lead Cold Calling 209

No More Cold Calling

MARCH 31, 2015

Then marketing complains that sales won’t accept their leads, while sales moans that marketing leads aren’t qualified (which is true, because cold leads generally suck). Sales and marketing teams are fragmented and siloed. Sound familiar? This is the pandemonium many of us face on a daily basis. The result?

Company 120

Company Customer Referrals Sales Qualified Lead 120

No More Cold Calling

JANUARY 26, 2017

McNulty discusses this trend—and the neuroscience behind it—in his article, “ Your People’s Brains Need Face Time.” Read the rest of McNulty’s article for more.). Marketing automation, CRM, social media, and other tech tools empower us to sell more efficiently and cost-effectively. Get Face to Face—With Colleagues and Clients.

Face-to-face 120

Face-to-face Prospecting Decision Maker Conference 120

No More Cold Calling

MARCH 14, 2013

Marketing guru Graham McGregor shares his biggest sales blunder—not staying in touch with his referral network. A cool marketing guy and prolific writer, he regularly sends me short e-books. Or I might send a personal note with a short article I enjoyed to someone I thought would find it interesting or useful.

Referrals 288

Referrals Advertising Advertising Networking 288

No More Cold Calling

DECEMBER 10, 2020

I was appalled when listening to a podcast on marketing, and the interviewee said: “Explain it so your grandmother would understand.”. And as one of those people working past the traditional retirement age, I can tell you it’s offensive no matter how old you are or how thin your skin. Not Your Grandmother’s Grandmother.

Face-to-face 421

Face-to-face Motivation Hiring Guidelines 421

No More Cold Calling

OCTOBER 13, 2016

In 1916, The New York Times published an article that posed the question, “Are salesmen needless?” The article included a marketing expert’s explanation for why societal changes would render the door-to-door salesman obsolete: “Advertising is producing better results than the old method of personal solicitation.”.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

No More Cold Calling

AUGUST 11, 2016

Marketing automation, CRM, social media , and other technology tools enable sales reps to sell more efficiently and cost effectively. My colleague, Jason Jordan, makes this case in his fantastic article, “ Salespeople vs. the Internet: Who Is Winning? ” You’ve heard it. Television will kill radio. Video killed the radio star.

Face-to-face 120

Face-to-face Social Media Cold Calling Call-back 120

No More Cold Calling

DECEMBER 10, 2013

It’s easier to go along with what everyone else is doing—to write blogs, comment on social media, write catchy email subject lines, rely on inbound marketing to fill your pipeline, and believe that 67 percent of the buying process is complete before prospects ever talk to a salesperson. This is just as true, if not more so, today.

Data 248

Data Social Media Small Business Small Business 248

No More Cold Calling

JANUARY 2, 2014

The media is flooded with articles about resolutions right now. Our inboxes are crowded with email marketing messages chock-full of New Year’s resolution products and programs. (I The New Year’s resolution checklists are the same every year—mostly about eating healthier, losing weight, and managing our finances better.

Referrals 240

Referrals Small Business Small Business Enterprise 240

No More Cold Calling

DECEMBER 16, 2014

Marketing people get marketing degrees. Read the rest of the article.) “How many professions are there where there’s almost no formal education at all?” Dennis Connelly, vice president of business development at Kurlan & Associates] says. Engineers study engineering. CFOs study accounting.”

Hiring 240

Hiring Guidelines Engineering Face-to-face 240

No More Cold Calling

JANUARY 6, 2015

Here is what you told me: My wife just read your Salesforce article about PITA clients and shared it with me this evening. Your article and knowledge confirmed our thoughts about this “potential client.” I liked your article on “ Do Your Leads Suck? The money is not worth it! The book is an electronic mentor!

Referrals 120

Referrals Cold Calling Twitter Small Business 120

No More Cold Calling

SEPTEMBER 22, 2015

Fortune writer Geoff Colvin sums this up nicely in his article, “ The trait that makes women great leaders.” Read the rest of Colvin’s article to learn how each of the 15 women leaders exemplify influential leadership. Watch my webcast with Jamie Domenici , vice president of marketing and analytics for Salesforce.

Lead Rank 120

Lead Rank Lead Scoring Influencer Cold Calling 120

No More Cold Calling

AUGUST 24, 2017

They invest dollars in upgrading ERP Systems, marketing, equipment, and software each year, but for some reason, they don’t see value in upgrading the education provided to their sales and service teams. Note: This article originally appeared on SalesLeadershipDevelopment.com and has been reprinted with permission from Colleen Stanley.).

Hiring 214

Hiring Account SalesForce Quota 214

No More Cold Calling

NOVEMBER 14, 2013

Your competitors have access to the same data, social-selling tools, and marketing applications that you do. They’ve probably read the same sales blogs and articles, and they know how to use LinkedIn. So how do you ensure that buyers choose you? Here’s a hint. It’s not technology. The secret to real sales success: Relationships.

Competition 218

Competition Referrals Gatekeeper Social Media 218

No More Cold Calling

JANUARY 27, 2015

Companies send mass marketing messages without any idea who the recipients are or what they want. No one wants to be treated like a number or blasted with generalized marketing messages. Most ask me to buy lists of Salesforce, Oracle, or Sage users. It’s not only stupid; it’s a waste of sales time.

Sage 120

Sage Oracle Social Media How To 120

No More Cold Calling

AUGUST 11, 2015

Read the rest of Art’s article for more.) There are hundreds of sales techniques and technology tools that help us work more efficiently—including CRM, marketing automation, and social selling. It’s earned through hours of study, practice, review, and ongoing commitment to improvement. But closing deals is still our job.

Referrals 120

Referrals Cold Calling Twitter Google 120

No More Cold Calling

AUGUST 27, 2010

Don’t leave your livelihood to marketing. Referral Selling Articles for Enterprise Organizations. Below, you’ll find a collection of referral-selling articles specifically targeted to and about enterprise organizations. You and your sales team are accountable for what you bring about. Get referrals!

Referrals 120

Referrals Enterprise Enterprise Decision Maker 120