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. After laying all this groundwork and ensuring users were happy, the sales reps would have one-on-one meetings with the CEOs of each company. This was when they were supposed to ask for referrals.

Referrals 285

Referrals Cold Calling Conference Small Business 285

No More Cold Calling

DECEMBER 10, 2020

Leaders need to look at the multi-generational workforce as a benefit rather than a challenge,” Raby says. From a tactical standpoint, once you have the mindset that it’s a benefit, you pave the way for a healthy discourse, for a diversity in opinions and for a richness in dialogue.”. I totally agree.

Face-to-face 421

Face-to-face Motivation Hiring Guidelines 421

No More Cold Calling

NOVEMBER 13, 2014

Guest blogger Tris Brown shares some surprising data about how much time sales leaders should spend actually leading. 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. Invest the time and you will reap the benefits many-fold.”

Report 274

Report Face-to-face Lead Rank Lead Scoring 274

No More Cold Calling

FEBRUARY 8, 2011

Many tell sales people to wait to ask for a referral until they have closed a sale—or even until they have implemented their solution. Ask for a referral anytime during your sales process when you deliver value. Build your sales business through a targeted referral-selling strategy. How will you know? It works.

Referrals 248

Referrals Insurance Insurance Policies 248

No More Cold Calling

OCTOBER 13, 2016

Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Fears also rose over technology stealing sales jobs following the advent of both the phone and internet.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

No More Cold Calling

JULY 14, 2011

Smart sales pros are always “on.” Mile-High Sales Club? 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. Benefits don’t need to be huge, just meaningful to the audience. How do you sell?

Benefit 248

Benefit Positioning Sales Prospecting 248

No More Cold Calling

AUGUST 9, 2012

He has carried a bag, been a sales executive, and actually provides tips we can use. I’m always learning—even when I’m writing about How to Attract Sales Prospects in a Tech-Focused World. So, what industries are best suited to benefit from LinkedIn prospecting? Then I met Kurt Shaver: He’s different.

Social Selling 261

Social Selling Ideal Customer Profile Industry LinkedIn 261

No More Cold Calling

JANUARY 26, 2017

It’s true in prospecting, and it’s true in team-building—especially today as sales teams are increasingly dispersed. How In-Person Meetings Strengthens Sales Teams. Building relationships and trust is certainly important for sales teams. Get Face to Face—With Colleagues and Clients. How People, Not Technology, Seal the Deal.

Face-to-face 120

Face-to-face Prospecting Decision Maker Conference 120

No More Cold Calling

FEBRUARY 22, 2018

That’s what happened last year when I spoke about asking for referrals at the Sales Masterminds Australasia event in Sydney, Australia. One of the attendees was Brigid Archibald, commercial sales director at Salesforce. She brilliantly connects referral selling with the customer-centric sales reality. By Brigid Archibald.

Referrals 176

Referrals Cold Calling Customer SalesForce 176

No More Cold Calling

JULY 21, 2015

As a small business owner, increasing sales and staying connected to my clients are top priorities. But I’m the one responsible for increasing sales. If you spend all your time working, or even checking in about work problems, you dilute every one of those benefits. Unplugging was hard at first, but I did it.

Small Business 120

Small Business Small Business Cold Calling Social Media 120

No More Cold Calling

JUNE 24, 2021

After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. When an experienced sales guy told me he wasn’t comfortable asking for referrals, I had to think seriously about the answer. Turns out most everyone has the same discomfort about sales referrals.

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Meeting 256

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

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. Check out the latest from No More Cold Calling to discover how to properly use ROI in your sales process: Without ROI, Your Sale is DOA. Read “ Without ROI, Your Sale is DOA.”).

ROI 191

ROI Loyalty Referrals Cold Calling 191

No More Cold Calling

AUGUST 18, 2015

Max was her top sales rep—the one with the best customer relationships, the most closed business, and the largest pipeline. She did her best to smooth the way through internal politics, and she supported him on executive sales calls if he asked. Maybe she didn’t know how to coach such a stellar sales rep.

Hiring 120

Hiring Scale Cold Calling Compensation 120

No More Cold Calling

JANUARY 14, 2021

Register for Back in The Black Sales TV—first episode on January 19. The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Why am I doing a monthly Sales TV Show? 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

DECEMBER 2, 2014

All sales reps need coaching and guidance, but rainmakers deserve extra attention. The sales manager announces the top performers of the year. Applause resounds throughout the building as these sales champions are paraded like Superbowl winning gods across the sales floor. Drum roll, please. Want Proof? Is this correct?

Cold Calling 289

Cold Calling Incentives Incentive Face-to-face 289

No More Cold Calling

MARCH 25, 2014

If your sales reps are overwhelmed, they might decide the job’s not worth the stress. The job of sales reps is to sell—to maintain strong sales pipelines and spend their time talking to clients. Sales leaders who fail to address this issue run the risk of losing top performers. times that person’s salary plus benefits.

Hiring 214

Hiring Salary Cold Calling Small Business 214

No More Cold Calling

SEPTEMBER 15, 2011

Give them real tools and training and start realizing your sales numbers! 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. Sounds like a set-up for sales failure, right? Old-World Sales In a New World.

Hiring 248

Hiring Territories Salary Social Media 248

No More Cold Calling

AUGUST 23, 2018

Social media is a place to begin conversations, which leads to building relationships, which can yield real-world sales. Once that has been achieved, subsequent, more targeted sales interactions can also be made using social connections.”. Phil Gerbyshak, a social sales trainer and keynote speaker, has a similar take.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

JULY 15, 2014

Eye contact can make or break your sales effectiveness. 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. Comment Here.

Journal 287

Journal Social Media Cold Calling Enterprise 287

No More Cold Calling

SEPTEMBER 15, 2015

Guest blogger Carol Frohlinger explains how to corral your colleagues and make the sale together. My sense is that most salespeople, especially women in sales, would jump at the opportunity to learn how to win at team negotiations. Most salespeople would pass Negotiating 101, but negotiating in teams? I think I’d flunk.

Negotiation 120

Negotiation Lead Rank Lead Scoring Leads 120

No More Cold Calling

MAY 31, 2012

Mark Hunter, the Sales Hunter, shares his perspective on giving your customers a reason to refer you. 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. My take: Your current clients are your #1 untapped source of referrals. Stay in Touch.

Customer 258

Customer Referrals ROI Twitter 258

No More Cold Calling

JUNE 5, 2014

” How many times have we all heard that throughout our sales careers? He outlines a plan for sales leaders to help reps solve their own problems. This strategy doesn’t just save you time and increase sales rep productivity. Associations Enterprise Sales Management Salespeople Small Business' It could be your team.”

Hiring 213

Hiring Cold Calling Small Business Small Business 213

No More Cold Calling

JUNE 6, 2013

If you can’t prove your product gets results, you won’t get the sale. Welcome to the new world of sales. You have to prove it—not by talking about benefits or features, but by justifying ROI. They translate expected business results into ROI at the beginning of their sales cycles. . The Typical Scenario. Keep Talking ROI.

ROI 258

ROI Conversion How To Loyalty 258

No More Cold Calling

FEBRUARY 4, 2014

Simplify Your Sales Conversation. 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? We must have real conversations.

Customer 208

Customer Demographics Small Business Small Business 208

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. Associations Enterprise Sales Management Small Business'

Referrals 234

Referrals Scale Insurance Insurance 234

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. Associations Enterprise Sales Management Salespeople Small Business' 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. Yet Pat hadn’t written him back.

Cold Calling 296

Cold Calling Call-back Small Business Small Business 296

No More Cold Calling

NOVEMBER 25, 2014

Referral selling is by far the most effective sales strategy out there. Sale s has always been social. Or you can make the connections you already have stronger—a strategy that’s much more likely to grow your referral network and fill your sales pipeline with hot leads. Learn more.) Then they were told to get to it.

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

No More Cold Calling

JULY 16, 2014

Eye contact can make or break your sales effectiveness. 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.

Journal 247

Journal Social Media Cold Calling Study 247

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. For more on how to leverage the personal connection for sales success, get your copy of my new book, Pick Up the Damn Phone!: Associations Enterprise Sales Management Small Business' Try to Scan My Badge.

Small Business 293

Small Business Small Business ACT Cold Calling 293

No More Cold Calling

NOVEMBER 7, 2013

Avoid these sales management pitfalls. Sales execs recognize that coaching contributes to performance. Most sales leaders are so busy that the only coaching they have time for is asking reps who they plan to call during any given week. In other words, great sales managers have a different definition of competency than most.

Coaching 237

Coaching Sales Coaching Margin Small Business 237

No More Cold Calling

OCTOBER 28, 2014

He asked if we’re all connected to our customers and explained how doing so helps sales professionals engage and build one-on-one relationships with buyers. My Greatest Learning Nuggets Dreamforce is not a sales conference. However, this year there was a sales track. Marc also spoke about the imperative to connect.

Nonprofit 289

Nonprofit Hiring Conference Small Business 289

No More Cold Calling

AUGUST 18, 2011

More and more, sales professionals use social media as an indispensable sales and prospecting tool. 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. Working from referrals, sales reps: Get the meeting at the level that counts.

Cold Calling 220

Cold Calling Social Media Referrals Decision Maker 220

No More Cold Calling

JUNE 22, 2018

Check out my NEW online sales training course on LinkedIn Learning. Time to make my introductory referral program accessible to as many sales organizations as possible. Then a colleague suggested LinkedIn Learning, a new platform for online sales training. How to Benefit From This Online Sales Training.

Referrals 97

Referrals Closing Cold Calling Lead Generation 97

No More Cold Calling

DECEMBER 18, 2014

These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. Dump the Script We’ve all had to make calls from a script at some point in our sales career. Consider the opposite sales approach. But until you qualify them, names are not sales leads. A waste of your time.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

No More Cold Calling

MARCH 22, 2011

The secret to building your sales prospect base? 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. To turn contacts into referral sales? Guest Blog by Susan RoAne. Make the Connection.

Referrals 209

Referrals Pipeline Face-to-face Networking 209

No More Cold Calling

JULY 16, 2014

Eye contact can make or break your sales effectiveness. 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.

Journal 180

Journal Social Media Small Business Small Business 180