No More Cold Calling

AUGUST 9, 2012

So, what industries are best suited to benefit from LinkedIn prospecting? Here are three different industries that can benefit from LinkedIn prospecting for three different reasons: 1. These are just a few examples of industries that benefit from prospecting with LinkedIn. That makes sense.

Social Selling 261

Social Selling Ideal Customer Profile Industry LinkedIn 261

No More Cold Calling

DECEMBER 21, 2023

They know what you have to offer and what types of prospects can benefit from it. After all, who knows the value of your products and services more than the people who are already paying for them? They’re perfectly positioned to introduce you to qualified prospects and sing your praises while they do it.

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

No More Cold Calling

MARCH 7, 2013

Referrals are far more powerful when they’re given out of an authentic desire to connect people who can benefit from knowing each other—rather than to get a kickback. Programs providing economic benefits tend not to be very sustainable.”. You refer someone you know and trust to take care of your client or colleague just as you would.

Referrals 245

Referrals Incentives Incentive Banking 245

No More Cold Calling

FEBRUARY 22, 2018

Think of the overwhelming benefits of a sales referral over a cold call. Referral selling expert Joanne Black wants you to stop cold calling—and I’m pretty sure your customers would be with her. Here’s her guide to referral sales. . You are instantly in front of the person who matters, rather than battling your way through their people.

Referrals 176

Referrals Cold Calling Customer SalesForce 176

No More Cold Calling

MARCH 25, 2021

The best conclusion to any discussion on women sales leaders is what Barb Giamanco wrote in her eBook: “When I made the decision to convert the Women in Sales Podcasts into an eBook, the goal was to share expert advice and guidance that benefits anyone in sales, sales management, and those who aspire to advance in their sales career.

Hiring 379

Hiring eBook Cold Calling Scale 379

No More Cold Calling

MAY 23, 2013

All too many salespeople still talk in terms of benefits and demonstrate bells and whistles. Features and benefits. You may have the coolest product on the market, but if you can’t justify ROI for your solution, sophisticated buyers won’t care one bit about your innovative functionality and exciting new features. Return on Investment.

ROI 214

ROI Referrals Small Business Small Business 214

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. Far too many salespeople still talk about benefits in terms of bells and whistles. And they expect you to do the ROI legwork.

ROI 191

ROI Loyalty Referrals Cold Calling 191

No More Cold Calling

SEPTEMBER 15, 2011

It used to be that we hired salespeople , indoctrinated them with product knowledge, and showed them how to fill out timesheets, medical forms, and benefit forms. The actual cost of hiring and training a new employee is one and a half times their future yearly salary, plus benefits. Welcome to the world of confusion and distraction.

Hiring 248

Hiring Territories Salary Social Media 248

No More Cold Calling

JUNE 24, 2021

That’s because they ask like this: “If you know anyone who could benefit from my services, please let them know about me.” This is one of the most common referral selling questions I get from people who don’t know how to ask for referrals. They’ve asked before, and it hasn’t worked, so they’ve given up. Of course not.

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Meeting 256

No More Cold Calling

MAY 31, 2012

This is nice, but the real value comes when you then ask the customer who if they have some names of other people who would benefit too. Now if you want to really take it to the next level and you’re in a B2B environment, offer to them names of other people they might benefit from meeting. Stay in Touch. ” Mark Hunter.

Customer 258

Customer Referrals ROI Twitter 258

No More Cold Calling

OCTOBER 31, 2013

After talking to them, Jim learned they were telling those they referred that he understood the retirement plan, stock options, and benefits program at the company. First, have a strong website that clearly defines the benefits of working with your firm. They both worked at a local firm, Abbott Labs. Use pictures of you and your staff.

Referrals 234

Referrals Scale Insurance Insurance 234

No More Cold Calling

MARCH 25, 2014

times that person’s salary plus benefits. Retaining top talent has been a priority for years. We all know the huge expense when salespeople leave. The cost of losing a talented employee can be 1 to 1.5 Others need to take over until a new hire is found and brought up to speed.

Hiring 214

Hiring Salary Cold Calling Small Business 214

No More Cold Calling

DECEMBER 2, 2014

Urteaga goes on to explain the pitfalls of neglecting top performers and the benefits of coaching them. Is this correct? This will push your top people out the door. Read the rest of the article.)

Cold Calling 289

Cold Calling Incentives Incentive Face-to-face 289

No More Cold Calling

AUGUST 26, 2014

He wrote to Pat, a current client, about a potential business venture that could benefit both of them. Perhaps that’s why so many emails go unanswered. Why Not Pick Up the Damn Phone? Sending an email was the wrong move for Alex. Alex suggested several options in great detail in his message, which was straightforward enough.

Cold Calling 296

Cold Calling Call-back Small Business Small Business 296

No More Cold Calling

AUGUST 14, 2014

The purpose was to highlight the tangible benefits they received, many of which they’d paid for but weren’t accessing. Jim’s salespeople were meeting with key influencers within companies that were already their best clients—including CEOs, managers, and HR staff members who actually used the product.

Referrals 285

Referrals Cold Calling Conference Small Business 285

No More Cold Calling

JUNE 5, 2014

As Gremion explains: There are many benefits to having your employees look inward for solutions, rather than immediately seeking them elsewhere: It helps them learn. After all, they usually know the right answers already. This strategy doesn’t just save you time and increase sales rep productivity.

Hiring 213

Hiring Cold Calling Small Business Small Business 213

No More Cold Calling

JULY 15, 2014

Look Over Here”—summarizes both the key benefits of eye contact, and the serious consequences of not looking at other people: Studies show that newborns, even with their blurry infant vision, instinctively lock eyes with their caregivers. Here’s Looking at You, Kid. Kate Murphy’s New York Times article—“Psst.

Journal 287

Journal Social Media Cold Calling Enterprise 287

No More Cold Calling

FEBRUARY 4, 2014

Articles, studies and best practices abound, each heralding the financial benefits of aligning your organization outward to how customers go about their daily lives … If the customer is the lynchpin of survival, why aren’t more companies doing something about it?

Customer 208

Customer Demographics Small Business Small Business 208

No More Cold Calling

AUGUST 23, 2018

Just consider the following benefits of social selling: Social sales leaders attract 45 percent more opportunities than their peers, outsell them 78 percent of the time, and are 51 percent more likely to make quota. Not at all. Actually talking to people strengthens connections in a way that just doesn’t happen when we’re staring at screens.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

FEBRUARY 8, 2011

But the worst of all is when these “so-called” experts tell you to say: “If you know anyone who would benefit from my services, please let them know.” Most likely your client will say thank you, or let you know that you gave them a good idea, or delivered useful information. Get Specific.

Referrals 248

Referrals Insurance Insurance Policies 248

No More Cold Calling

JULY 14, 2011

Benefits don’t need to be huge, just meaningful to the audience. This is a simple, transactional sale, but I took away a couple of important lessons: An intercom special-offer announcement wasn’t enough of an invitation for passengers to take action. Simple choices make the difference (would you like red or green?).

Benefit 248

Benefit Positioning Sales Prospecting 248

No More Cold Calling

JANUARY 14, 2021

State your name, explain why you’re calling, and then relay some brilliantly simple benefit statements about why the prospect would want to schedule a meeting with you as soon as possible. Dump the Script. We’ve all had to make calls from a script at some point in our sales career.

Gatekeeper 265

Gatekeeper Referrals Cold Calling Telemarketing 265

No More Cold Calling

JULY 16, 2014

Look Over Here”—summarizes both the key benefits of eye contact, and the serious consequences of not looking at other people: Studies show that newborns, even with their blurry infant vision, instinctively lock eyes with their caregivers. Here’s Looking at You, Kid. Kate Murphy’s New York Times article—“Psst.

Journal 247

Journal Social Media Cold Calling Study 247

No More Cold Calling

MARCH 22, 2011

But showing up at events, meetings, fundraisers, meetups, tweetups, charity golf tournaments, and parties need not be difficult if you are prepared, have a plan, and understand the benefits. One of the biggest benefits is a “live” connection with someone who could be a potential client, referral resource, or friend.

Referrals 209

Referrals Pipeline Face-to-face Networking 209

No More Cold Calling

JUNE 6, 2013

You have to prove it—not by talking about benefits or features, but by justifying ROI. They want to know up front whether their investments will pay for themselves in terms of increased revenue, profits, employee loyalty, or customer loyalty. And they won’t just take your word for it. They don’t wait for their customers to ask about ROI.

ROI 258

ROI Conversion Loyalty How To 258

No More Cold Calling

DECEMBER 3, 2013

The thing is, I don’t care one bit about what your product does unless you can tell me how it will benefit my business. Even when I point to a quote on your wall about how your product helped one company increase (whatever) by more than 50 percent, and I ask how you did that, you reply with your corporate speak—your pitch.

Small Business 293

Small Business Small Business ACT Cold Calling 293

No More Cold Calling

OCTOBER 13, 2016

While the benefits of inbound marketing are critical, we are also seeing periods of low buyer engagement. These sales pitches are heavily focused on features and benefits. How many decades of dire predictions will it take before we accept that salespeople are almost certain to be critical drivers of business?

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

No More Cold Calling

AUGUST 18, 2011

Hence, the question on one top social community site: “What are the top 3-5 ways that inside sales reps can turn cold calling into smart calling, and what are the benefits of doing so?” The social media impact prompts some sales pros to wonder if cold calling is dead, and whether it’s being replaced by so-called “smart” calling.

Cold Calling 220

Cold Calling Social Media Referrals Decision Maker 220

No More Cold Calling

NOVEMBER 25, 2014

Not too long ago, new sales recruits were given a desk, a phone, a phonebook, an overview of benefits, and instructions for how to complete time sheets. 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.

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

No More Cold Calling

JANUARY 26, 2017

Even as technology makes it easier than ever for remote teams to connect, many leaders are finding that bringing their globally dispersed teams together in person yields surprising and noteworthy benefits. McNulty discusses this trend—and the neuroscience behind it—in his article, “ Your People’s Brains Need Face Time.”

Face-to-face 120

Face-to-face Prospecting Decision Maker Conference 120

No More Cold Calling

OCTOBER 23, 2013

You might just discover a new world of opportunities to deepen relationships that benefit both your personal life and your career. Very little online is so important it can’t wait. Prioritize the people around you over whatever you’re reading on your phone.

Small Business 196

Small Business Small Business Enterprise Enterprise 196

No More Cold Calling

JUNE 22, 2018

How to Benefit From This Online Sales Training. The course is a series of 15 short videos (three to four minutes each). You’ll get worksheets, quizzes, and access to role-playing scenarios where actors ask for referrals—the right way and the wrong way.

Referrals 97

Referrals Closing Cold Calling Lead Generation 97

No More Cold Calling

NOVEMBER 7, 2013

questions asked, communicated prescribed benefits, etc.). In other words, great sales managers have a different definition of competency than most. They measure competencies by CUSTOMER outcomes and NOT by looking at what the rep attempted to do (e.g., Be a Smart, Strategic Coach. Download the white paper.

Coaching 237

Coaching Sales Coaching Margin Small Business 237

No More Cold Calling

JULY 16, 2014

Look Over Here”—summarizes both the key benefits of eye contact, and the serious consequences of not looking at other people: Studies show that newborns, even with their blurry infant vision, instinctively lock eyes with their caregivers. Here’s Looking at You, Kid. Kate Murphy’s New York Times article—“Psst.

Journal 180

Journal Social Media Small Business Small Business 180

No More Cold Calling

JULY 21, 2015

If you spend all your time working, or even checking in about work problems, you dilute every one of those benefits. She writes: There’s plenty of evidence to show that taking regular vacations is not only good for your relationships, it improves brain function and might actually lengthen your life. I’m going to prove it to you.

Small Business 120

Small Business Small Business Cold Calling Social Media 120

No More Cold Calling

OCTOBER 28, 2014

Mark Hunter told the audience, “Screw the benefits; it’s the outcomes. We don’t need to know everything, just to follow this process: Chunking, Sequencing, Connecting, Dumping, Practicing, Prioritizing. If you haven’t read her book, Agile Selling , get it now. Outcomes always have a time element.

Nonprofit 289

Nonprofit Hiring Conference Small Business 289

No More Cold Calling

AUGUST 29, 2013

If you can talk all day about your product and its benefits, that’s good. Furthermore, if you can get other experts and businesses to circulate your content, you’ll truly stand out as a thought leader. Let Them Do the Talking. If others will do it for you, that’s much, much better.

Small Business 254

Small Business Small Business Social Media Referrals 254