No More Cold Calling

SEPTEMBER 15, 2016

When crafting your B2B sales strategies, think of the sales process as a curve. The Referral Gap in B2B Sales Strategies. Without referral programs in your B2B sales strategies: 1. Improve Your B2B Sales Strategies: Close the Referral Gap. The post Beware This Really Big Gap in Your B2B Sales Strategies!

Webinar Metrics 120

Webinar Metrics B2B Strategy Referrals 120

No More Cold Calling

SEPTEMBER 27, 2012

How can that apply to B2B sales? . ‘It’s like watching an Ancestry.com commercial’ You’ve seen the commercial , a site that starts connecting the dots between you and your family and then builds a map of your entire family tree.

InsideView 159

InsideView B2B Top of Funnel Webinar Metrics 159

No More Cold Calling

APRIL 26, 2021

We’ve had to make do with virtual sales meetings, and that has affected many B2B sales pros’ ability to access new customers and to make real-world connections. B2B sales reps have asked me that question repeatedly over the past year. But not referral sellers. The Problem with Virtual Sales Meetings.

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Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

JULY 13, 2021

Salespeople continually struggle with reaching B2B decision makers. Without the introduction, you’re just another cold caller, and cold callers don’t usually get to talk to B2B decision makers. What’s Standing Between Sellers and B2B Decision Makers. I blame outdated lead-gen strategies, metrics, and leadership.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

JUNE 25, 2020

The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. Are you looking for your B2B sales leads in all the wrong places? Not an encouraging scenario.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

No More Cold Calling

DECEMBER 6, 2019

In the digital world of today, where roughly two-thirds of the B2B buyers make their decision via online content, the rules of sales prospecting have changed. 50 percent of B2B buyers use LinkedIn as a source for making purchase decisions. 76 percent of B2B buyers prefer to work with recommendations from their professional network.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

No More Cold Calling

MARCH 30, 2023

(Read “ Celebrating the Women on the Quarters 2023 ”) How to Win New Clients from Lost Deals I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. Because I generate all my B2B sales leads through referrals, my relationships begin with trust and credibility already earned.

Referrals 156

Referrals Cold Calling Social Media Call-back 156

No More Cold Calling

APRIL 15, 2021

And as of July 2020, 69 percent of B2B reps didn’t have enough leads in their pipeline to meet their annual quotas, according to a survey by ValueSelling Associates. B2B salespeople all look the same to our buyers. percent of salespeople made quota in 2019, according to CSO Insights. Have We Met?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

OCTOBER 1, 2020

3 Referral Selling Skills All B2B Sales Reps Should Practice. Read “ 3 Referral Selling Skills All B2B Sales Reps Should Practice ”). Yes, your most predictable and measurable prospecting tool is your very own sales team, asking for referrals. Read “ Are Referrals Your Priority … or an Afterthought? ”). Then make time for practice.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

JUNE 15, 2017

I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. Account-based sales teams meet and interact with many B2B sales leads during the sales process. Because I generate all my B2B sales leads through referrals, my relationships begin with trust and credibility already earned. Once or twice.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

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.” Many companies only bring out their technicians to do demos. Big mistake.

Lead Generation 266

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 266

No More Cold Calling

JUNE 29, 2019

To Get B2B Leads, Pick Up the Damn Phone. They don’t fill your pipeline with qualified B2B leads. Read “ To Get B2B Leads, Pick Up the Damn Phone.”). While all salespeople love to receive referrals, most are uncomfortable asking for them, and many sales leaders don’t believe referrals can scale.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

No More Cold Calling

AUGUST 3, 2017

Trying to teach reps how to close without addressing the broken links in your lead generation system will not yield sustainable B2B sales leads. Instead, give them an account based sales development process that ensures all your B2B sales leads are qualified. It’s like trying to treat an injured back with pain medication.

Account 220

Account Closing Sales Qualified Lead Referrals 220

No More Cold Calling

MAY 3, 2018

The RAIN Group Center for Sales Research studied 488 B2B buyers who represented $4.2 What B2B Buyers Are Really Buying. In B2B sales, customers buy more than just our products and services. Want to empower your team with the most effective lead generation techniques for B2B sales? They don’t.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

No More Cold Calling

AUGUST 16, 2018

B2B sales leaders using digital effectively enjoy five times the growth of their peers who are not at the cutting edge of digital adoption. But a recent McKinsey survey of B2B customers highlighted a more nuanced reality. The researchers write: There’s no doubt that digital is rocket fuel for sales organizations.

Fashion 219

Fashion Buying Cycle Social Media Survey 219

No More Cold Calling

MARCH 23, 2017

Ask any B2B sales leader about their lead generation challenges, and you’ll get specific answers about why their teams can’t get access to buyers, how sales processes have gotten too long, or why they’re losing to the competition. Yet, saleswomen are still lagging behind salesmen in B2B tech companies.

Hiring 242

Hiring Lead Rank Lead Scoring Company 242

No More Cold Calling

JUNE 22, 2017

Do sales organizations really need a B2B sales strategy? Based on my experience with thousands of solution selling training program participants, here are a few signs that your B2B sales strategy needs a review and re-work: Lagging Growth: You are not growing as fast as your competitors or your industry.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

No More Cold Calling

MARCH 15, 2018

B2B selling is all about relationships. That’s no way to live, and it’s certainly no way to approach B2B lead generation. The goal of B2B lead generation is build and maintain many strong relationships. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

No More Cold Calling

AUGUST 10, 2017

Why P2P Works for B2B. Ian Levine, chief sales officer at RO Innovation, answers that question in his fantastic article, “ The Next Game Changer for B2B Sales? P2P selling is not a new process, but it is a new term. What does it mean? P2P Selling.”

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

No More Cold Calling

SEPTEMBER 18, 2014

You bet, and it’s critical to increasing B2B sales effectiveness. The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. It’s what salespeople do—or should be doing—all the time. Does this sound like a lot of giving?

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

No More Cold Calling

JANUARY 17, 2019

There’s been a great deal of comment—often from people and organisations who frankly should know better—about how today’s B2B customer doesn’t want to engage with a sales person until late in their consideration. Here’s a snippet: When your customers DO want to speak to a salesperson. By Bob Apollo.

Competition 318

Competition Referrals Cold Calling Study 318

No More Cold Calling

JULY 20, 2018

Not if you’re in B2B sales. Refer a friend” rewards work fine in the B2C space, but in B2B, it’s slimy. That’s all you have to do. (I I think we’ve covered that one.) You don’t get referrals if you don’t ask for them. You have to offer referral rewards. I’m not saying never reward referrals.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

No More Cold Calling

OCTOBER 30, 2016

One million B2B sales jobs in the US will be lost to self-service eCommerce by 2020, according to Forrester’s report, “ The Death of the B2B Salesman.” These referral posts from October will help you get there: Think Robots Will Replace B2B Sales Reps? It’s the same problem over and over again for B2B sales. In 2015, 43.6

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

No More Cold Calling

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.” 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

AUGUST 19, 2014

He writes: A few years back I moderated a webinar for a San Francisco B2B media company called Tippit, now Ziff-Davis B2B Focus. That’s why I resonated with Tom Scearce’s LinkedIn article, “ Social Media—Don’t Be THAT Guy.” The presenter was Tippit’s CEO Scott Albro. many times since. “In

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

No More Cold Calling

AUGUST 23, 2018

92 percent of B2B buyers use social media to engage with industry thought leaders. Three years ago, in a report titled “Death Of A (B2B) Salesman,” Forrester predicted that 1 million B2B sales reps would lose their jobs between 2012 and 2020. Source: LinkedIn ). Source: Bambu ). Source: Bambu). subject matter experts).

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

NOVEMBER 29, 2016

Learn more about referral selling in this month’s blog posts from No More Cold Calling: 3 Referral Selling Skills All B2B Sales Reps Should Practice. B2B sales reps don’t get good overnight either. Read “ 3 Referral Selling Skills All B2B Sales Reps Should Practice.”). And that makes them your hidden gems for B2B marketing.

Referrals 120

Referrals Cold Calling Lead Generation Social Media 120

No More Cold Calling

DECEMBER 28, 2018

There’s a saying in B2B sales that people buy with emotion and justify with fact. We’re not obsolete … yet. It’s more than a saying; it’s a fact. Trust is a predominant factor in any buying decision. Two things being equal—and they never are—people buy from those they know, like, and trust.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

No More Cold Calling

MAY 25, 2017

Look at the average B2B Twitter feed—it’s 1950s broadcast in a modern social media wrapper! We all love brands—both B2C and B2B—and we all have customers and advocates that would love to interact with us and be part of our community. When I first started using email, the word “spam” hadn’t been invented, thankfully.

Account 288

Account Social Media Social Selling Twitter 288

No More Cold Calling

NOVEMBER 8, 2018

Even in B2B companies, many salespeople are like that, and it’s gotten worse today. The problem is that while women are a good fit for sales jobs, the culture in many sales organizations doesn’t seem like a good fit for them. Think used-car salesman.) This aggressive behavior is amplified on social media.

Hiring 280

Hiring Referrals Social Media Cold Calling 280

No More Cold Calling

OCTOBER 1, 2021

Salespeople continually struggle with reaching B2B decision makers. (Read “ Why the Best Sales Techniques Won’t Win You Clients (Here’s What Will) ”). How to Reach Decision Makers Every Time. The biggest challenge for sales teams is seller access, according to Gartner.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

No More Cold Calling

MARCH 29, 2018

B2B selling is all about relationships. That’s no way to live, and it’s certainly no way to approach B2B lead generation. And technology will eliminate the time-consuming, face-to-face aspect of communication. Not in your personal life, and certainly not in your lead generation process. I Wasn’t High When I Said Women in Sales Rock.

Lead Generation 199

Lead Generation Referrals Sales Qualified Lead Lead Rank 199

No More Cold Calling

APRIL 26, 2018

Want to empower your team with the most effective lead generation strategy for B2B sales? Yes, they’ll confirm your deliverables and ensure they’re getting the best price, but the deal is yours at the fair price you quoted. Your referral business is sealed. The post Are You Caving on Price in Your Sales Negotiations?

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

No More Cold Calling

JULY 27, 2023

To convert B2B prospects into customers, we must have conversations, ask smart questions, share valuable insights, and make meaningful connections. It can help us research prospects, identify mutual connections (i.e., referral sources), and nurture our networks with relevant content. But it doesn’t close deals.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

No More Cold Calling

OCTOBER 20, 2016

It’s the same problem over and over again for B2B sales. The rest of us (real people) don’t need 10,000 hours of practice to be at the top of our B2B sales game. It’s the same for your B2B sales reps. B2B sales reps in the top 10 percent operate differently. Of course I could. We want it now.

Referrals 120

Referrals Cold Calling B2B Follow-up 120

No More Cold Calling

JUNE 29, 2017

I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. Do sales organizations really need a B2B sales strategy? But I’ve just been dying to put it out there. Read “ Do Account-Based Sales Reps Really Need SDRs ?”). How Account-Based Sales Reps Can Win New Clients from Lost Deals.

Referrals 149

Referrals Cold Calling Account Travel 149

No More Cold Calling

JUNE 28, 2012

Referrals are the secret to B2B sales: Get the meeting at the level that counts. The secret to B2B sales is calling the right person, at the right time, with the right message. Face to Face in a Sales 2.0 World”—that’s how I met Todd McCormick at the Fall 2011 Sales 2.0 conference.

Social Media 267

Social Media Cold Calling InsideView Customer 267