No More Cold Calling

APRIL 11, 2024

It’s OK to double your price for PITA clients Every buyer isn’t your client. If buyers continue to make unreasonable demands and keep changing requests and deadlines—even after you’ve given them exactly what they need—then you’re dealing with PITA clients.

Referrals 156

Referrals Cold Calling Exact Energy 156

No More Cold Calling

APRIL 15, 2021

B2B salespeople all look the same to our buyers. Problem is, buyers don’t actually buy software. The trick to standing out from your competitors is getting in front of your buyers before they even know they need you, helping them identify the pain points they didn’t know were hurting, gaining their trust, and building a relationship.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

DECEMBER 6, 2019

The sales world has changed, our buyers have changed, and their preferred modes of communication has changed. 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. STOP Cold Calling. Want to succeed in sales?

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

No More Cold Calling

JULY 29, 2021

The buyers had no idea why they were meeting, and the salesperson didn’t ask enough discovery questions to offer tailored solutions. This is not how you wow buyers, build relationships, and convert prospects into clients. Do sales reps demonstrate product features, or do they discuss the benefits for buyers?

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

APRIL 26, 2021

How do I really get to know my buyers if we can’t meet for coffee, a beer or a round of golf?”. Business buyers seem to feel the same way, so they’re not shopping around much for new vendors. With limited or no opportunity to meet in-person, buyers naturally turn to known, trusted suppliers who already understand their business needs.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

DECEMBER 27, 2022

NEWSFLASH: Buyer-Centric Sales Is NOT New. When I read about how sales has evolved to be buyer-centric and relationship-driven, I was ready to scream. Buyer-centric sales is NOT a new strategy. Instead, it seems to me that the average seller is moving further away from buyer-centric sales. Want to Get Referrals?

Referrals 156

Referrals Prospecting Lead Gen Cold Calling 156

No More Cold Calling

FEBRUARY 24, 2021

Are your buyers clamoring to talk to you? When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople. Who are buyers going to talk to when they’re short on funds and stressed about the future of their organizations? My phone rang off the hook the last half of 2020. What’s old is new again.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

MAY 14, 2020

He wrote: “We are now in a period where we can actually read the minds of your buyers. However, during a period of uncertainty and the resulting downturn, every customer, buyer, and human being is essentially thinking about the same three things.”.

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428

No More Cold Calling

FEBRUARY 1, 2024

Simply put: You want to be sure the person you’re referring won’t embarrass you and jeopardize your relationship with the buyer. Buyers take referrals when: They’re wrestling with a problem, and someone they trust has explained how your company might be able to solve it. The same is true for your referral sources.

Social Media 194

Social Media Referrals Media Lead Generation 194

No More Cold Calling

MARCH 30, 2023

According to some “experts,” buyers know everything they need to know about our companies, products, and solutions before they ever speak to a salesperson—and most buyers prefer not to talk to a salesperson at all. According to Gartner, 83 percent of B2B buyers would rather buy digitally.

Referrals 156

Referrals Cold Calling Social Media Call-back 156

No More Cold Calling

MAY 3, 2018

At least 57 percent of the buying process is complete before buyers ever contact your company. Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy. What B2B Buyers Are Really Buying.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

No More Cold Calling

APRIL 16, 2020

Buyers don’t trust salespeople, because many are arrogant and never stop pitching. In fact, just 18 percent of salespeople are classified by buyers as “trusted advisors” whom they respect, according to research by Steve W. It means helping someone when they need help, without expecting anything in return. In a word, it’s fidelity.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

No More Cold Calling

JANUARY 24, 2019

How about a buyer who enjoyed receiving cold calls? In fact, that’s why many buyers shy away from gated marketing content.). Cold calling is an outdated tactic that simply doesn’t work with modern buyers. Buyers know referred reps will share best practices, insights, and an outside perspective—not just pitch products.

Cold Calling 269

Cold Calling Sales Qualified Lead Referrals Lead Generation 269

No More Cold Calling

NOVEMBER 8, 2021

And referrals make business buyers 5X more likely to engage with salespeople, according to LinkedIn. We wait and we wait, and often the relationship with the initial buyer is so far removed, that we never ask. Never lose touch with your contacts at client companies. When should you ask for referrals?

Referrals 227

Referrals Customer Revelation Networking 227

No More Cold Calling

SEPTEMBER 28, 2023

Read “ How to Harness the Power of Business Referrals ”) [New Book Alert] Carole Mahoney’s Must-Read Strategies for How to Put Your Buyer First Business book testimonials are all the same. I’m not going to tell you any of that about Buyer First: Grow Your Business with Collaborative Selling , a new book by Carole Mahoney.

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

No More Cold Calling

JUNE 7, 2018

We all look the same to our buyers. Problem is, buyers don’t actually buy software. The trick is getting in front of your buyers before they even know they need you, helping them identify the pain points they didn’t know were hurting, gaining their trust, and building a relationship. None of us stands out. You have a choice.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

No More Cold Calling

APRIL 26, 2018

We’ve trained our buyers to expect discounts and that everything is negotiable. The better strategy is to quote a reasonable price in the first place, and you’ll gradually shift buyer behavior. Buyers recognize an inflated price a mile away. Sadly, that behavior continues in sales negotiations today.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

No More Cold Calling

MAY 24, 2018

Trends mean nothing unless you include your buyer in your research. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer. Decide what your buyer cares about and choose only the tools to enhance your productivity. It’s pretty simple, really.

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

No More Cold Calling

MARCH 31, 2021

When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople. Unless you get meetings with your target buyers that result in qualified leads, the rest is a waste of time. My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? A sudden decline in seller access.

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

No More Cold Calling

AUGUST 16, 2018

Buyers know everything about our companies, products, and solutions before they ever speak to a salesperson. McKinsey also created a template of what this human/digital communication preference looks like throughout the buying cycle, based on their surveys of business buyers. In fact, buyers might just need us now more than ever.

Fashion 219

Fashion Buying Cycle Social Media Survey 219

No More Cold Calling

OCTOBER 12, 2017

Their charter is to land and expand within their named accounts while fending off substantial competitors and navigating an increasingly complex buyer landscape—while simultaneously coordinating an internal team to devise a strategy and assign a myriad of tasks. (No big shocker there, right?) It’s complicated and time-consuming.

Account 278

Account Cold Calling Segment Buyer 278

No More Cold Calling

JUNE 8, 2017

This is a lot tougher today, because buyers are already suffering from information overload. Their Harvard Business Review article, “ The New Sales Imperative ,” summarizes a recent study of more than 600 B2B buyers. No buyer waits with baited breath to hear account-based sales reps recite a list of everything they offer.

Account 201

Account Travel Cold Calling Buyer 201

No More Cold Calling

MAY 29, 2014

Sage advice from a sales VP I used to work under: “Joanne, never leave a meeting without giving your buyer a task. Not only do I always ensure my buyers have a task, but we also confirm a timeframe and expectations for what they’ll receive from me. The information or action you expected from the buyer doesn’t happen.

Sage 296

Sage Small Business Small Business Follow-up 296

No More Cold Calling

JUNE 19, 2014

Read “ Buyer 2.0 Sage advice from a sales VP I used to work under: “Joanne, never leave a meeting without giving your buyer a task. Moving qualified buyers into your forecast and increasing your sales pipeline means addressing objections—without being defensive. Read “ Forget B2C or B2B—Focus on H2H Instead.”).

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

No More Cold Calling

JUNE 22, 2017

Account-based selling teams need their own specific strategy with sales activities mapped to each stage of the sales process, which then needs to be mapped to the buyers’ processes. And that’s a problem, because even when our buyers are steering the boat, they expect us to help them get where they need to go.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

No More Cold Calling

AUGUST 23, 2018

92 percent of B2B buyers use social media to engage with industry thought leaders. In fact, the social media version might be even more annoying because you’re wasting buyers’ personal time and basically spamming their personal accounts. That’s what business buyers want from salespeople. Source: LinkedIn ). Source: Bambu ).

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

JANUARY 31, 2019

You’ll be one of the 82 percent of reps who aren’t trusted by buyers. How about a buyer who enjoyed receiving cold calls? Believe that, and you’ll look like everyone else to your buyers. Don’t like that picture? Have you ever met a salesperson who enjoyed cold calling? Well, maybe one in 100.) You’ll get in way too late.

Cold Calling 222

Cold Calling Referrals Face-to-face Sales Qualified Lead 222

No More Cold Calling

FEBRUARY 16, 2017

At least 67 percent of the buying process is complete before buyers ever contact your company. Buyers don’t have time for that. Buyers no longer have time to sit around and tell us all their problems so that we can suggest solutions. So, let your competitors believe the myth about buyers not needing salespeople.

Account 191

Account Strategy Cold Calling Referrals 191

No More Cold Calling

JUNE 1, 2018

At least 57 percent of the buying process is complete before buyers ever contact your company. Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy.

Referrals 153

Referrals SAP Social Media Cold Calling 153

No More Cold Calling

APRIL 13, 2023

As Dr. Timme puts it: “When it comes to engaging executive buyers, what you know and what you show are just as important as what you say and how you say it. When you’re done watching, be sure to check the Finlistics website to learn about Insight-Based Selling and Client I.Q. Finding common ground is easier when you speak a common language.”

Referrals 156

Referrals Webinar Metrics Maximizer Networking 156

No More Cold Calling

JANUARY 27, 2022

They bring different experiences to the table, learn from one another, and help you understand how to target harder-than-ever-to-reach buyers. Diverse sales teams can make more meaningful connections with your increasingly diverse customer base. Thus, they win deals more often. 28% higher conversion rates. 12% higher sales attainment.

Research 257

Research Benefit Hiring Demographics 257

No More Cold Calling

NOVEMBER 2, 2018

My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer. Simply put: You want to be sure the person you’re referring won’t embarrass you and jeopardize your relationship with the buyer. How to connect beyond the click when asking for referrals.

Referrals 253

Referrals LinkedIn Social Media Ideal Customer Profile 253

No More Cold Calling

JULY 5, 2018

Getting meetings with decision-makers is an even greater struggle, because companies all look alike to buyers. So, how do you cut through the noise and actually talk to your buyers? They’re bombarded with cold calls, cold emails, and pitches on social media. Everyone’s message is the same: “I have the best product. Talk to me.”.

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

No More Cold Calling

NOVEMBER 14, 2019

Stop confusing your buyers. I was so frustrated. I was trying to contact a prospect and couldn’t find the company phone number on their website. Maybe it’s old-fashioned, but the phone works. I wasn’t cold calling , I was calling a referral—who, by the way, had no contact information on his email signature.

Loyalty 249

Loyalty Customer Cold Calling Fashion 249

No More Cold Calling

SEPTEMBER 19, 2013

Don’t Let Your Buyers Take Control. Many buyers think their role is to be the judge and jury in sales situations. She explains how to guide buyers through the sales process and make them advocates for their own solutions. Read “ Don’t Let Your Buyers Take Control.”). Read “ Don’t Let Your Buyers Take Control.”).

Pipeline 228

Pipeline Sales Qualified Lead Cold Calling Referrals 228

No More Cold Calling

AUGUST 10, 2017

Buyers take meetings with salespeople who’ve been introduced by people they know and trust. Buyers’ peers are the ultimate trusted advisers (a.k.a. No one answers the phone anymore, and buying committees have increased on average from 5.4 So, how do you get that first call? It’s called peer-to-peer (P2P) selling.

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

No More Cold Calling

NOVEMBER 14, 2013

So how do you ensure that buyers choose you? Waiting for buyers to finish up their homework and come to you is not smart salesmanship. The trick is getting in front of your buyers before they even know they need you, to help them identify the pain points they didn’t know were hurting, and to gain their trust by offering solutions.

Competition 218

Competition Referrals Gatekeeper Social Media 218