No More Cold Calling

FEBRUARY 28, 2019

You have email, social media, and smartphones at your fingertips. How long does it take to make one more call, send one more email, or contact someone you know on social media to schedule a phone call or a get-together? If you’re heads-down on your projects and don’t prospect, you’ll have no pipeline when you surface.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

No More Cold Calling

MAY 25, 2017

In this month’s guest post, Tim Hughes discusses social media offenses and how account-based selling teams can avoid them. Account-based sales reps know better than to treat people that way in real life, so why treat people that way on social media? Here’s his take: Social Selling Is About Relationships, Not Broadcasting.

Account 288

Account Social Media Social Selling Twitter 288

No More Cold Calling

DECEMBER 14, 2017

They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. Today, many account based sales teams depend on email, texts, and social media for generating sales leads. Bohns, summarizes their findings in a recent Harvard Business Review article. She writes: .

Account 228

Account Face-to-face Decision Maker Social Media 228

No More Cold Calling

SEPTEMBER 27, 2018

People abuse technology (especially social media ) to amplify the most revolting sales traits—pitching products, using cold calling scripts, telling you they read your post when they didn’t, and demanding meetings when you don’t know them. Read his article and learn why “ethics is not just something you say. Ethics in Sales.

Face-to-face 313

Face-to-face Cold Calling Social Media Travel 313

No More Cold Calling

MAY 24, 2018

There’s technology to generate leads online, artificial intelligence, predictive analytics, social media and document automation, and search engine optimization. Read the rest of her article for more. Social media is often the biggest tech distraction of all for salespeople.

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

No More Cold Calling

SEPTEMBER 11, 2014

Social selling exposes your business to a world of opportunity. A Brit writes to me on social media and wants to discuss referral selling. Another Brit sees a post on Twitter and writes to ask if he can use my article for his presentation. The Joy of Social Media. We’re interested in each other.

Social Media 264

Social Media Skype Referrals Media 264

No More Cold Calling

NOVEMBER 8, 2018

This aggressive behavior is amplified on social media. 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.). Think used-car salesman.) It’s all about them.

Hiring 280

Hiring Referrals Social Media Cold Calling 280

No More Cold Calling

NOVEMBER 15, 2013

With new, sophisticated Web applications, social media, the cloud, and the skyrocketing adoption of mobility, marketers and advertisers alike have been scrambling to figure out how rapidly-evolving technologies impact the way we engage customers. The future of marketing is happening now.

Social Media 209

Social Media Marketing Small Business Small Business 209

No More Cold Calling

JUNE 1, 2018

They know what customers want to see, and how and when they want to see it, and they know their own social media goals. Listen in on the conversation between me, Bonnie, Lori Richardson of Score More Sales, and Michael LaBate, head of program development and operations for SAP’s global social selling program.

Referrals 153

Referrals SAP Social Media Cold Calling 153

No More Cold Calling

JULY 20, 2018

The web is replete with articles and webcasts that tell people to just go ask for referrals, like it’s common sense or something. Never ask in any digital format—that includes via email and on social media. You won’t find answers to any of these questions on social media. Dead silence. A big problem.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

No More Cold Calling

JANUARY 11, 2018

When they’re asking for referrals, they should never ask on social media or in any other digital format. Read the rest of Mark’s article to find out. The Sales Hunter answers that question. I’m not a robot. You’re not a robot. Neither are account based sales teams. Take Technology Off the Pedestal—Salespeople Belong There.

Account 204

Account Competition Cost per Acquisition Referrals 204

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.

Data 248

Data Social Media Small Business Small Business 248

No More Cold Calling

AUGUST 29, 2019

I need to listen to my own advice instead of getting distracted by my ever-burgeoning inbox, neverending social media conversations, and not-so-quick breaks to check Facebook. When we’re heads-down on client work (or have our heads in social media), we let business development slide. Get your priorities straight.

Referrals 166

Referrals Closing Lead Gen Social Media 166

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

AUGUST 16, 2018

So, they spend most of their time staring at screens—doing demos, sending emails, and interacting on social media. Read the rest of the article.). Believe that? Far too many sales reps do. They think that digital rules. None of that would be bad, if reps were hitting quota. The truth is that there are no tried-and-true methods.

Fashion 219

Fashion Buying Cycle Social Media Survey 219

No More Cold Calling

MARCH 29, 2012

Here are three LinkedIn sales tips to leverage your connections and your time on social media. Tell them why your think the connection is valuable, offer them an article or tool from your website, or offer to help with your expertise. Leverage Your Business Development. These are not negotiable. Here’s how to use LinkedIn: 1.

Social Media 267

Social Media Referrals LinkedIn Travel 267

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

JANUARY 29, 2016

We can waste hours immersed in social media, sending emails, and surfing the web. This is what VoloMetrix CEO Ryan Fuller wrote in a recent Harvard Business Review article. Read the rest of his article for more.). Does your team spend enough time with your customers? It’s always about time, isn’t it?

Social Media 120

Social Media Cold Calling Referrals Networking 120

No More Cold Calling

APRIL 17, 2014

Read the rest of this article. You’ve been misinformed about the actual power of social media to turn strangers into clients. Do you have friends and colleagues who are so completely invested in the Web and social media that they can’t imagine selling any other way? They’ll think you’re the Oracle of Delphi.

Face-to-face 278

Face-to-face Social Media Oracle Hiring 278

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

JULY 22, 2014

The answer, I believe, is that we’re in the midst of a bubble … “The More Bubble.” ( Read the rest of the article.). McKeown has a theory about that: This [“More Bubble”] is being enabled by an unholy alliance between three powerful trends: smart phones, social media, and extreme consumerism. Read the rest of the article.).

Small Business 312

Small Business Small Business Social Media Cold Calling 312

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. Read the rest of Jordan’s article for more on why sales reps still have job security.).

Face-to-face 120

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

No More Cold Calling

FEBRUARY 25, 2011

Engage in social media. If you’re not active in social media, you’re not in business. Social media is not a place to sell, but it is a place to communicate valuable information—not only from you—but also from other credible sources. Send articles. Pose questions. Answer questions. Write newsletters.

Follow-up 225

Follow-up Wireless Referrals Social Media 225

No More Cold Calling

DECEMBER 30, 2021

I was too distracted with other activities like social media, emails, writing articles, watching football, and yes, sometimes, Facebook. Starting next quarter, I will write one fewer article at quarter-end. I admit those were excuses. I’ve always said: “Do what’s closest to cash first every day.”

Referrals 194

Referrals Small Business Small Business Cold Calling 194

No More Cold Calling

APRIL 7, 2015

Now we communicate through email, social media, live chats, and video conferencing. 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.

Social Media 120

Social Media Referrals Networking Case Study 120

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. They only care whether they can trust us to sell them something they actually want or need. One Human Being to Another. People want to feel something.

B2C 237

B2C B2B Enterprise Enterprise 237

No More Cold Calling

DECEMBER 23, 2014

I love social media marketing so much that I recently earned a degree in digital marketing, and Facebook and Twitter have allowed me to stay in contact with great friends who are now spread out across the globe. Social media was not part of our lives, nor were cell phones. I first started in marketing in 1987.

Face-to-face 276

Face-to-face Social Media Facebook Film 276

No More Cold Calling

NOVEMBER 21, 2013

In his article, “ Point C: From Chaos to Kickass ,” Dan writes: In average companies, sales reps close about one out of five leads they qualify. But investing in more lead-sourcing technology is not the answer, nor is inbound marketing or social media. Enhancing lead generation is a top priority for any sales organization.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

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

DECEMBER 9, 2014

Read the rest of the article.) Read the rest of the article.) For more on what it takes for seasoned sales professionals to succeed in the digital age, check out my LinkedIn Publisher post, “ You Don’t Have to Be a Millennial to Top the Social Media Charts.” They implicitly embrace the idea of sharing.

Hiring 285

Hiring Fashion Small Business Small Business 285

No More Cold Calling

MARCH 8, 2019

As SalesHacker puts it, for many sales organizations, the recruitment materials and “social media presence is an advertisement for ‘bro culture.’”. Note: Parts of this article originally appeared in Top Sales magazine.). There was way too much testosterone in the room. Language can draw people in or set up a barrier.

Hiring 247

Hiring Referrals Networking Conference 247

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

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

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. Today, we don’t call this giving stuff away.

Networking 120

Networking Social Media Referrals Cold Calling 120

No More Cold Calling

JANUARY 14, 2021

Emails, articles, news flashes, blasts, webinars, podcasts…they make my blood boil. Even if you do manage to slip a message through on social media, the delete button will still keep you from your prospect. Wouldn’t you rather walk straight into the corner office and speak with the person who’s actually in charge?

Gatekeeper 265

Gatekeeper Referrals Cold Calling Telemarketing 265

No More Cold Calling

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

No More Cold Calling

JANUARY 27, 2015

It’s why social media adoption has skyrocketed. Launching an owned-media site or supporting a visually rich Pinterest channel does not make your brand instantly accessible and trustworthy. This is the age of personalization , not generalization.

Sage 120

Sage Oracle Social Media How To 120