No More Cold Calling

FEBRUARY 1, 2024

That might come as a surprise if you’ve spent much time on my blog, where I typically discourage automating sales communication. (Image attribution: Thanakorn Lappattaranan ) I’ll Let You in on a Secret I automate my LinkedIn invitation responses. But I only automate responses to people who send automated requests.

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No More Cold Calling

OCTOBER 27, 2020

You can also read our interview in Sonia’s blog post, Driving Sales Through Referrals with Joanne Black.) . You’ve heard me say that many times, but it’s now come to life—with a provocative addition from my colleague Sonia Dumas, who says “ Marketing is Minimal, Impact is Maximum.” Sonia is dedicated to referral selling.

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Referrals Hiring Webinar Metrics How To 317

No More Cold Calling

AUGUST 30, 2018

To learn more about the power of referral selling, check out this month’s blog posts from No More Cold Calling: Social Selling: What You Should and Should NOT Do. That’s why I resonated with a recent blog post by Lynne Zaledonis, VP at SalesCloud, Product Marketing at Salesforce. How do you want to work? The answer should be obvious.

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Referrals Cold Calling Social Media Lead Generation 258

No More Cold Calling

DECEMBER 21, 2023

For more on referral selling, check out these blog posts from No More Cold Calling this quarter: Expand Your Sales Team By Asking Clients for Referrals One of the first things I ever wrote about was enrolling your clients as part of your sales team. What will you do differently in 2024?

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Referrals Social Media Cold Calling Sales Qualified Lead 156

No More Cold Calling

SEPTEMBER 28, 2023

For more on how to get referrals, check out the No More Cold Calling blog, including these posts from this quarter: Here’s Why You’re Not Getting Referrals Your team knows a lot of people, who in turn know a lot of people. When you conduct conversations like a person and not a spam bot, you make connections that lead to sales—and referrals.

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Referrals Cold Calling Lead Rank Lead Scoring 177

No More Cold Calling

DECEMBER 30, 2021

I dropped the ball this year, and I confessed to my mistake in my November blog post: “I Was Neglecting My Customer Relationships. ” This might take the place of one of the two blog posts you receive every month. That’s why it’s important to nurture those relationships year-round, year in and year out.

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Referrals Small Business Small Business Cold Calling 194

No More Cold Calling

NOVEMBER 23, 2021

Then check out her blog to find out what other virtual sales errors you might be making on video. I wasn’t reading off a script. I felt like I was talking directly to you. And right now, that’s a win! Don’t wait another minute. Get Julie’s book and start “smeaking.” Featured image attribution: George Milton ).

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Video Cold Calling Exercises Conference 289

No More Cold Calling

MARCH 21, 2014

“This is the most important blog post I’ve ever written. ” This was the introduction to a heart-wrenching blog post by Jill Konrath on the devastation, grief, loss, and shame caused by texting while driving. No sale is this important. It’s about what happened exactly one year ago today.

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Small Business Small Business Enterprise Enterprise 201

No More Cold Calling

JANUARY 5, 2021

Check out my favorite blog posts from 2020: Are Referrals Your Priority … or an Afterthought? We regret the time we don’t spend with the people we love. No More Cold Calling 2020: A Few of My Favorite Posts. You don’t have to wait until Back in the Black starts to learn more about referrals. September 10, 2020).

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Referrals Cold Calling Call-back Social Media 194

No More Cold Calling

MARCH 1, 2012

Tony Schwartz, president and CEO of The Energy Project, wrote a great blog in the Harvard Business Review’s HBR Blog Network: Four Destructive Myths Most Companies Still Live By. ” Read the rest of the Tony Schwartz’s blog post here. Are you a multitasking culprit? . The first myth is my favorite. Sales Streamlining.

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Face-to-face Conference Energy Networking 243

No More Cold Calling

OCTOBER 1, 2020

Learn more about the power of referrals in the Q3 blog posts and podcasts below. Referrals are how most people prefer to do business, whether they’re looking for a good restaurant or a new software vendor. Sales Leadership Is Missing It Big (and Here’s the Proof). Research shows cold calling scripts and tricks don’t work, but referrals do.

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Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

NOVEMBER 16, 2017

“I came across No More Cold Calling while looking for resources for our next blog and I knew I had to reach out immediately, kudos on a fantastic blog. This month, we’re looking to secure sponsorship placements with five prominent blogs and No More Cold Calling jumped straight to the top of our list.

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Up-Sell Account Cold Calling Referrals 179

No More Cold Calling

MARCH 31, 2021

Get over your sales slump with referral selling insights in my 2021 blog posts: The Phrase of the Year Is Seller Access. How about you? Same old, same old in 2021? Or are you taking a new, fresh, and measurable approach to prospecting? My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales?

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Referrals Cold Calling Sales Qualified Lead Call-back 371

No More Cold Calling

DECEMBER 9, 2014

The Next Generation of Rainmakers Jason Wesbecher, CEO of Docket, explores this issue in his blog post “Can Millennials Sell?” He writes: Truly great salespeople create their own content—tweets, blog posts, LinkedIn updates, Instagram photos—and they comment on and share the content of like-minded folks in their industry.

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Hiring Fashion Small Business Small Business 285

No More Cold Calling

MAY 25, 2017

Some of you will have already switched off from this blog, as no broadcast means loss of control. You can tweet Tim @timothy_hughes, read his blog— The Social Selling Network —and download or order his book “ Social Selling – Techniques to Influence Buyers and Changemakers ” from Amazon. I asked a question on Twitter.

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Account Social Media Social Selling Twitter 288

No More Cold Calling

OCTOBER 1, 2018

I don’t think so, because you’ve been reading my blog, so you know by now that social selling is all about being social. Plus, check out this month’s blog posts from No More Cold Calling: The Best Referral Programs Start with a “Referral Culture”. Stop cold calling on social media. Because we’re human!

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Referrals Cold Calling Negotiation Social Media 159

No More Cold Calling

JUNE 7, 2012

Read Eliza Browning’s Inc.com blog post on business etiquette: Business Etiquette: 5 Rules that Matter Now. Read On: Click here to read the Eliza Browning’s Inc.com full blog post, “ Business Etiquette: 5 Rules that Matter Now ”. Good manners and the personal connection never go out of style. The word may sound stodgy.

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Referrals Territories Follow-up Facebook 286

No More Cold Calling

AUGUST 15, 2013

That’s why I’m dedicating my first blog post each month to sales management—with insights and strategies to help leaders and their teams succeed in our exciting, rewarding profession. In this month’s guest blog, Acquirent COO Jeff Purtell shares his own sales success strategies. Read “ Showing Up is Standing Out.”). Did You Know??.

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Face-to-face Referrals Salary Cold Calling 234

No More Cold Calling

AUGUST 31, 2017

Take a look at this short video of my blog post, “Why Closing Is Never a Problem in Account Based Selling.”. You can read this and other August blog posts below: Why Closing Is Never a Problem in Account Based Selling. Learn why CEOs are on the hook for sales successes and failures in this month’s guest blog post by Colleen Stanley.

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Referrals Cold Calling Account Video 149

No More Cold Calling

APRIL 11, 2013

In this month’s guest blog, she shares her thoughts on the matter: “What’s all the hubbub about ‘social selling?’ Follow Nancy on Twitter @sellingtools or subscribe to her Sales Productivity blog. Nancy understands that social-selling tools can’t replace personal conversations. Nancy can be reached at 916-596-3035.

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Social Selling Scale B2C Webinar Metrics 298

No More Cold Calling

NOVEMBER 10, 2016

It could mean a company’s in-house technical experts undertake any number of public-facing communications activities, including blogging, podcasting, featuring on YouTube videos, writing whitepapers, tweeting, sharing content on LinkedIn, speaking at industry events, etc. Out there’ is a technical term folks.

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Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 266

No More Cold Calling

MARCH 1, 2020

Read more about the importance of following up (and other important referral sales topics) in this month’s No More Cold Calling blog posts: The Sales Fortune Is in the Follow-Up. Don’t tarnish your reputation, or the reputation of your referral sources. It’s not just a way to show gratitude.

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Follow-up Referrals Up-Sell Cold Calling 344

No More Cold Calling

JULY 1, 2018

Plus, check out my blog posts from this month: How to Build Trust and Generate Leads with a Referral Program. Still, in a recent blog post, he makes the case for old ways of working. Learn more about my new LinkedIn Learning course. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact.

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Cold Calling Referrals Sales Qualified Lead Lead Rank 180

No More Cold Calling

MARCH 13, 2014

You can find his blog at www.salesmanagernow.com/sales-blog. Rene Zamora, owner and founder of Sales Manager Now, is a pioneer in outsourced sales management for small businesses. He brings more than knowledge; he shares his sales management experience as he continues to work with small business sales teams today.

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Small Business Small Business Sales Outsourcing Face-to-face 240

No More Cold Calling

MARCH 25, 2021

Lori has always been a proactive promoter for women in sales—getting more women on the podium, showcasing their blogs and podcasts, and always looking for opportunities to let women know about the honorable profession of sales. Donate to help young women build a sales career).

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Hiring eBook Cold Calling Scale 379

No More Cold Calling

DECEMBER 20, 2018

I mentioned I’d like to write a blog about what he did and asked if that was OK. No one except my daughter, who was both impressed and inspired by what she saw. After dinner we got to meet Isaac. My sister needed to move to a quieter room, and Isaac showed up to help. He said the hotel would be pleased. What can we learn from Isaac?

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Hotels Licensing Social Media Cold Calling 282

No More Cold Calling

JUNE 28, 2012

I invited Todd to contribute his perspective in this guest blog: “When’s the last time you were sitting around, just wishing a sales rep you didn’t know would call, email, or drop by? What a cutting-edge technology and a quick, easy, and immediate way to connect. Can’t remember? Neither can I.

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Social Media Cold Calling InsideView Customer 267

No More Cold Calling

JULY 26, 2018

In a recent blog post, Dave Kurlan shared research from his company, Objective Management Group (OMG), about why salespeople can’t close. Unless you address the actual cause, not just the symptom, that nagging pain won’t go away. So, what’s causing the pain in your sales pipeline? Right Prospect, Wrong Person.

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Pipeline Decision Maker Closing Referrals 184

No More Cold Calling

JUNE 28, 2018

In his brilliant blog post, “ 4 Tips for Commodity Selling in a Competitive Market ,” he makes the case for “back in the day” selling and shares tips for how to prospect like we did decades ago. They know how to prospect, and they understand that people, not technology, are their competitive edge.

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Prospecting Harvest How To Call-back 197

No More Cold Calling

OCTOBER 29, 2017

Find out how in my blog posts from this month: Why Your Account Based Sales Team Will Never Be Good at Referrals. Such a hot topic seemed worthy of sharing on my blog. What if we land but can’t expand?”. Yes, there’s lots that’s scary about account based selling. But the good news is that referral selling mitigates these fears.

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Referrals Cold Calling Webinar Metrics Direct Mail 159

No More Cold Calling

OCTOBER 12, 2011

I’m writing this blog over a weekend. Preparing for a sales presentation, connecting with people on LinkedIn, writing my newsletter, writing more blog posts, finishing a client proposal, sending emails to clients (and hearing back from them), and still looking at my “to do list”… which still has more “to do’s.”. I’m a culprit.

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Proposal LinkedIn Course Resources 205

No More Cold Calling

JANUARY 28, 2018

In the meantime, check out this month’s blog posts from No More Cold Calling: 2 Reasons Your Account Based Sales Reps Leave. Your inbound sales lead generation strategies stay—blogs, webinars, podcasts, nurture marketing, website, eBooks, whitepapers, surveys, you name it. Check it out here. Outbound is the operative word.

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Referrals Cold Calling Lead Generation Sales Qualified Lead 166

No More Cold Calling

APRIL 17, 2014

In a recent blog post entitled “ 3 of 4 Sales Reps Have No Idea What They’re Doing ,” Dan Lyons interviews Dennis Connelly, vice president of business development for Kurlan, about the organization’s research. It’s not surprising, then, that many reps fail. Read “ Let My Technology Connect With Your Technology.”).

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Face-to-face Social Media Oracle Hiring 278

No More Cold Calling

JULY 16, 2015

Write a blog. Link your blog directly to LinkedIn so your contacts see when you post. Note: This blog post originally appeared on LinkedIn Publisher.) Keep them short, and post at least weekly. You have valuable industry insights, experience, and information that would be relevant to your clients. Solicit feedback.

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Referrals Lead Rank Lead Scoring Leads 120

No More Cold Calling

MAY 19, 2011

John Hagel III and John Seely Brown wrote a terrific blog for Harvard Business Review in which they shared Five Tips for Smarter Social Networking. Read the full HBR blog here. To realize social networking’s potential, we need to become more active orchestrators of our social networks, setting the tone and drawing out others.

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Networking Social Media Cold Calling Intent 159

No More Cold Calling

SEPTEMBER 13, 2012

This blog headline, “How to Get Your Prospects to Call You Back,” nearly sent me screaming out of my office. It’s not a sales secret: when you receive a referral, you’ll always connect. Why even ask this question? Getting prospects to call you back is deceptively simple.

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Call-back Prospecting Referrals How To 290

No More Cold Calling

FEBRUARY 25, 2011

Write a blog. Link your blog directly to LinkedIn, and your connections see your blog when you post it. 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. Join groups or start your own group on LinkedIn. Send articles.

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Follow-up Wireless Referrals Social Media 225