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. DON’T Jump on the Bandwagon.

Data 248

Data Social Media Small Business Small Business 248

No More Cold Calling

JULY 15, 2014

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

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

JULY 16, 2014

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

Journal 247

Journal Social Media Cold Calling Study 247

No More Cold Calling

AUGUST 11, 2016

And social media and the internet will eliminate the time-consuming, face-to-face aspect of sales. Marketing automation, CRM, social media , and other technology tools enable sales reps to sell more efficiently and cost effectively. The most effective sales techniques don’t require a device. You’ve heard it.

Face-to-face 120

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

No More Cold Calling

MARCH 17, 2016

What makes the most influential sellers so successful on social media? Any sales professional who says it’s easy to keep up communication on social networks is either lying or doing it incorrectly. Done right, social selling is a time-consuming task that requires thought and focused effort. The answer was unexpected.

Social Selling 120

Social Selling Lead Rank Lead Scoring Social Media 120

No More Cold Calling

MAY 19, 2015

From Social Media to Actually Social Now I learn there’s a scientific term for affinity networks: “incidental similarities.” ” Jonathan Becher, chief digital officer of SAP, talks about the research behind this phenomenon—and what it means for salespeople—in his post, “The Science of Social Selling.” .”

Social Media 120

Social Media Prospecting Sports SAP 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.

Face-to-face 120

Face-to-face Prospecting Decision Maker Conference 120

No More Cold Calling

JULY 16, 2014

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

Journal 180

Journal Social Media Small Business Small Business 180

No More Cold Calling

OCTOBER 13, 2016

Now, with a quick Google search and a little time on our websites and social media, they can learn all about us. In 1916, The New York Times published an article that posed the question, “Are salesmen needless?” While the benefits of inbound marketing are critical, we are also seeing periods of low buyer engagement.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

No More Cold Calling

JANUARY 27, 2015

Companies send mass marketing messages without any idea who the recipients are or what they want. It’s why social media adoption has skyrocketed. 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.

Sage 120

Sage Oracle Social Media How To 120

No More Cold Calling

MARCH 5, 2015

You shared tips and ideas, told clients when they were going down the wrong path, suggested articles and books, and (gasp) even gave them access to some intellectual property. We call it “social engagement,” and it’s critical to increasing B2B sales effectiveness. Social engagement is a hot topic in sales and marketing circles.

Networking 120

Networking Social Media Referrals Cold Calling 120

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. They’ve used social media to ask our current customers to spill the beans about their experiences working with us.

Competition 218

Competition Referrals Gatekeeper Social Media 218

No More Cold Calling

MAY 28, 2015

Social media can help us make new connections—across the country or even around the globe—but then it’s up to us to take those conversations offline. Social media has expanded my international network time and time again. A Brit saw a post on Twitter and wrote to ask if he could use my article for his presentation.

Referrals 120

Referrals Social Media Lead Rank Skype 120

No More Cold Calling

MAY 24, 2011

But I need to pay attention when I repeatedly hear the same request for help with referral marketing. Clarify your go-to-market strategy. Clarify your go-to-market strategy. Review and make recommendations on all print and web marketing materials. Recommend, design, and implement a social media strategy.

Cold Calling 212

Cold Calling Outsourcing Services Hiring Top of Funnel 212

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

JANUARY 29, 2020

It starts with inbound leads—responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. Then there’s outbound lead generation—identifying trigger events, determining relevant content to send in an email, creating messaging, preparing short videos, and networking on social media.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

No More Cold Calling

DECEMBER 27, 2015

Andy also asked me about referral introductions on social media. For more on the power of referral programs, check out this month’s blog posts from No More Cold Calling: How to Stop Sales Reps from Actually Derailing Your Referral Marketing. Read “ How to Stop Sales Reps from Actually Derailing Your Referral Marketing.”).

Referrals 120

Referrals Cold Calling Face-to-face Decision Maker 120

No More Cold Calling

SEPTEMBER 27, 2011

No other sales or marketing strategy comes close to the results you get through referrals. Practically no marketing cost so far this year. Jeff Poore, Marketing Works. No More Cold Calling OnDemand™. Referral Selling Training Programs. No More Cold Calling. Pick Up the PACE Handbook. Joanne’s Book. Special Packages.

Cold Calling 202

Cold Calling Webinar Metrics Referrals Gatekeeper 202

No More Cold Calling

OCTOBER 4, 2018

I’ve had it with the accusations that referrals don’t scale, that referrals are a favor, that referrals can be digital, that all you need to do is ask for referrals, and the other crap that so-called experts tout on social media. It reminds me of when social media became popular. Most of those people are long gone.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

No More Cold Calling

JUNE 23, 2019

In fact, 87 percent of frontline sales reps and 82 percent of sales leaders agree that referrals are their best leads , according to an Influitive/Heinz Marketing survey. Whether it’s via email, social media, text, direct mail, or even a knock on the door, prospects are ice cold unless they expect the salesperson’s call.

Referrals 297

Referrals Scale How To Lead Rank 297

No More Cold Calling

JULY 1, 2014

Over the years, I have made it very clear that I don’t believe marketing has any business qualifying leads for salespeople. I’ve written several articles and blog posts on the topic, and included the following in my book, Pick Up the Damn Phone!: That’s the job of marketing.” Marketing teams today provide invaluable support.

Sales Qualified Lead 261

Sales Qualified Lead Referrals Marketing Qualified Lead Cold Calling 261

No More Cold Calling

JUNE 23, 2019

In fact, 87 percent of frontline sales reps and 82 percent of sales leaders agree that referrals are their best leads , according to an Influitive/Heinz Marketing survey. Whether it’s via email, social media, text, direct mail, or even a knock on the door, prospects are ice cold unless they expect the salesperson’s call.

Referrals 228

Referrals Scale How To Lead Rank 228

No More Cold Calling

AUGUST 17, 2017

Then I found an article with the video , plus the transcription. Want buyers to engage with your content marketing and sales presentations? It’s no longer just email, just webinars, just social media, or just cold calls. Each of our brains works differently, which informs our learning styles. It’s called neuroplasticity.

Account 291

Account Video Cold Calling Webinar Metrics 291

No More Cold Calling

JUNE 24, 2014

When you’re looking for a new accountant, marketing firm, lawyer, technology solution, bank, or even hair stylist, I bet you don’t just pick one at random. Or you believe your time is better spent on other sales activities, such as social media and sending emails. Read the rest of the article.).

Referrals 275

Referrals Social Media Banking Cold Calling 275

No More Cold Calling

JUNE 9, 2016

Social scientists have long studied how people make connections, and why in-person interaction is necessary. Laura Vanderkam’s article, “ The Science of When You Need In-Person Communication , ” sums up research about why face-to-face communication trumps the digital variety. Read the rest of Vanderkam’s article.).

Strategy 120

Strategy Face-to-face Wireless Cold Calling 120