No More Cold Calling

APRIL 15, 2021

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. B2B salespeople all look the same to our buyers. Wait, wasn’t lead-gen technology supposed to solve that problem? Have We Met?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

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.” Big mistake. Bring on the Experts.

Lead Generation 266

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 266

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

JULY 7, 2015

After all, networking is one of the most important marketing best practices for a sales professional. Whether a business is ultrahigh tech or low tech, personal relationships have always been what seal the deal in B2B sales. I had to get out, connect with new people, and renew relationships with others.

Referrals 120

Referrals Networking Cold Calling Marketing 120

No More Cold Calling

JUNE 22, 2017

Do sales organizations really need a B2B sales strategy? 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.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

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

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. Did the leads come from your website, SDRs , your marketing team, a webinar you conducted, trade shows, or referrals from trusted colleagues? Remember Alec Baldwin in Glengarry Glen Ross ?

Account 220

Account Closing Sales Qualified Lead Referrals 220

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? Marketers need to enable the use of customer advocate activity for sellers within CRM systems. P2P selling is not a new process, but it is a new term. What does it mean?

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

No More Cold Calling

MAY 3, 2018

They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. 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. That’s not selling.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

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. reaching out to individuals with offers and follow-ups) is different than social marketing (i.e.,

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

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

OCTOBER 1, 2021

Salespeople continually struggle with reaching B2B decision makers. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. Some salespeople fool themselves into believing what I call the “warm call fantasy.”

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

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. Want to empower your team with the most effective lead generation strategy for B2B sales? Price isn’t an issue with referral business. Sadly, that behavior continues in sales negotiations today.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

No More Cold Calling

JANUARY 24, 2019

In fact, that’s why many buyers shy away from gated marketing content.). You call a lead that marketing has “qualified.” That trust is transferred from the referrer to the sales rep and sets the tone for the conversation, which is a big deal, considering only 18 percent of reps are trusted during the B2B sales process.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

No More Cold Calling

FEBRUARY 15, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. Prospects will always take meetings with B2B sales reps who’ve been referred by colleagues they know and trust. There’s only one approach that will shift these numbers—a referral system.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

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. Here’s how to warm up your cold calls for better sales results: Focus on inbound marketing for lead generation. InsideView , Sales & Marketing 2.0

Social Media 267

Social Media Cold Calling InsideView Customer 267

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

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

MARCH 29, 2018

Yet, it’s so easy to sit back and wait for leads from marketing or SDRs—or even worse, to spend hours sending connection requests on LinkedIn, thinking these are actually sales leads. B2B selling is all about relationships. That’s no way to live, and it’s certainly no way to approach B2B lead generation.

Lead Generation 199

Lead Generation Referrals Sales Qualified Lead Lead Rank 199

No More Cold Calling

MARCH 2, 2017

By staying relevant, analyzing markets, clarifying our ideal clients , interpreting data, determining how to align sales and marketing, and preparing for any economic possibility. Here are three ways to guarantee sales leads for your B2B sales team. Then everyone targeted these markets, and suddenly they weren’t special anymore.

Account 120

Account Referrals Banking Guarantee 120

No More Cold Calling

OCTOBER 20, 2016

Your marketing strategy is doomed without practice. 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.

Referrals 120

Referrals Cold Calling B2B Follow-up 120

No More Cold Calling

JUNE 7, 2018

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs still aren’t making quota. And how can a B2B referral program drive up those numbers? Everyone complained that they didn’t have enough leads, or at least not enough qualified leads.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

No More Cold Calling

JULY 18, 2013

B2B sales reps report that referrals generate at least twice as many closed deals than marketing-generated leads, according to Sales Benchmark Index. Many salespeople complain that marketing isn’t providing enough leads and definitely not qualified leads. That’s why other salespeople are great Referral Sources.

Referrals 212

Referrals Webinar Metrics Cold Calling Sales Qualified Lead 212

No More Cold Calling

SEPTEMBER 8, 2016

In B2B sales, it’s important to make a good first impression. If you want to be seen as a trusted resource—a top-notch B2B sales pro with expertise to share, not just a product to push—you can’t use social media to blast strangers with sales pitches. None of us in B2B sales has much patience. You are your brand.

Social Media 120

Social Media Ideal Customer Profile Telecommunications Hiring 120

No More Cold Calling

DECEMBER 30, 2018

When I interviewed Wes, senior vice president of sales for a well-known marketing automation company, I expected to hear all about the advantages of using his technology. The two of them trust each other and value the relationship, so Wes didn’t need to shop the market. Boy, was I wrong! It’s not what you know,” he told me.

Referrals 176

Referrals Hotels Cold Calling Scale 176

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? Besides, developing and implementing any strategy—whether for sales, service, marketing, or products—can take weeks or months. But I’ve just been dying to put it out there.

Referrals 149

Referrals Cold Calling Account Travel 149

No More Cold Calling

AUGUST 9, 2012

Marketing and Advertising: Another one of the top represented industries, Marketing and Advertising salespeople benefit from the social aspect of LinkedIn news. Kurt Shaver is CEO of The Sales Foundry, a company specializing in helping B2B companies implement Social Selling strategies. What industries can you add to the list?”.

Social Selling 261

Social Selling Ideal Customer Profile Industry LinkedIn 261

No More Cold Calling

JUNE 20, 2013

In fact, 90 percent of corporations require quantifiable proof of bottom-line benefits on most projects, according to an IDC survey of B2B buyers. Your buyers have to justify every dollar they spend, which means you have to prove that your solution is worth their investment. And they expect you to do the ROI legwork.

ROI 191

ROI Loyalty Referrals Cold Calling 191

No More Cold Calling

FEBRUARY 4, 2016

But in the B2B world, incenting people to provide referrals isn’t the no-brainer sales strategy that it is for consumer-facing companies. Should Marketing Offer Incentives for Referrals? Many companies implement advocate referral programs through marketing channels. Just don’t make compensation the reason they refer you.

Referrals 120

Referrals Incentives Incentive Discount 120

No More Cold Calling

MAY 24, 2011

You run a solo operation or own a small company in the B2B space. 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.

Cold Calling 212

Cold Calling Outsourcing Services Hiring Top of Funnel 212

No More Cold Calling

JULY 1, 2018

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs still aren’t making quota. And how can a B2B referral program drive up those numbers? Everyone complained that they didn’t have enough leads, or at least not enough qualified leads.

Cold Calling 180

Cold Calling Referrals Sales Qualified Lead Lead Rank 180

No More Cold Calling

MARCH 5, 2015

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. 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.

Networking 120

Networking Social Media Referrals Cold Calling 120

No More Cold Calling

JANUARY 28, 2018

Here are two options for you to learn, grow, and win Gold in 2018: The B2B Sales Summit is a unique online opportunity to hear 28+ sales leaders share their perspectives on timely sales topics. Your inbound sales lead generation strategies stay—blogs, webinars, podcasts, nurture marketing, website, eBooks, whitepapers, surveys, you name it.

Referrals 166

Referrals Cold Calling Lead Generation Sales Qualified Lead 166

No More Cold Calling

MARCH 30, 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. Read “ Women in Sales: 5 Ways to Get Your Voice Heard.”). How Can Tech Companies Attract More Women in Sales?

Referrals 120

Referrals Lead Rank Lead Scoring Cold Calling 120

No More Cold Calling

APRIL 23, 2015

Sales and marketing expert Anthony Iannarino shares his “letter to digital natives” When a 27-year-old told me, “There’s nothing like meeting face to face,” I was stunned. Market Yourself : No one before you had greater access to the global marketplace at such a low cost. We’ve all heard that Millennials are tethered to their devices.

Face-to-face 120

Face-to-face Cold Calling Tools Energy 120

No More Cold Calling

FEBRUARY 20, 2014

In this guest post, Brian Hansford, director of client services for Heinz Marketing, explains why he won’t buy from vendors who make him look up their phone numbers. Yet, in our email-obsessed world, many professionals don’t even provide clients with their most important piece of contact information—a phone number.

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218