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 29, 2013

Today’s skeptical buyers don’t want to hear about the value of your product. Buyers today have good reason to be skeptical of you and your product. It’s crucial to “look the part” and meet the expectations of potential buyers—in person and online. They want to see how it can transform their businesses. Of course not.

Small Business 254

Small Business Small Business Social Media Referrals 254

No More Cold Calling

SEPTEMBER 28, 2017

These functions are extremely helpful to sales teams, but they are not exactly the knight in shining armor that many in the industry are claiming. Why isn’t AI the silver bullet some sales leaders are expecting? Bronten lists two reasons: Problem #1: Garbage in, garbage out (Translation: You still have to know your customers.).

Account 245

Account Lead Rank Lead Scoring Referrals 245

No More Cold Calling

JULY 27, 2023

Image attribution: icon1 ) CEOs and sales leaders across industries tell me that their people routinely email and send text messages to clients, and then complain that they can’t reach their contacts. After all, they’ve followed up several times via email. An email won’t make that happen, but a trusted referral and a personal connection will.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

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.

Lead Generation 266

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 266

No More Cold Calling

FEBRUARY 27, 2014

Think about it as if you were the buyer. Continue to share your knowledge and stay current on industry news, as well as what other experts have to say. Buyers will gravitate to you. Would you prefer to work with someone who only knows the ins and outs of what he’s selling? You need to get to know people and develop trust.

Social Media 304

Social Media Small Business Small Business Cold Calling 304

No More Cold Calling

FEBRUARY 16, 2017

At least 67 percent of the buying process is complete before buyers ever contact your company. There are many widely quoted but ill-advised statistics floating around that suggest business 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.

Account 191

Account Strategy Cold Calling Referrals 191

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 ).

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

JUNE 9, 2019

So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. No, it has not changed the way we talk to prospects, how buyers relate to us, and why they choose us over our competition. And that all starts with a personal conversation.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

OCTOBER 30, 2013

According to some “experts,” buyers know everything they need to know about our companies, products, and solutions before they ever speak to a salesperson. They suggest that buyers don’t really need us anymore—that the proliferation of information and the automation of sales have made salespeople irrelevant.

Small Business 232

Small Business Small Business Enterprise Enterprise 232

No More Cold Calling

JUNE 24, 2021

And don’t limit yourself to buyers. What is your ideal buyer’s industry, company size, role, personality? Should I ask my clients for referrals? You bet you should. They’re your highest value revenue source. They love you, and they’ve gotten tremendous results. You must help your referral source think of someone.

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Meeting 256

No More Cold Calling

OCTOBER 13, 2016

B2B buyer engagement is at an unprecedented low. . While the benefits of inbound marketing are critical, we are also seeing periods of low buyer engagement. Buyers want an educated salesperson for big spends or new products. . needs us more than ever. Revenue won’t grow alongside those low levels of engagement.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

No More Cold Calling

JANUARY 10, 2013

It’s been said that buyers already know everything they need to know about your company and your products and solutions before they ever speak to a salesperson. This suggests that buyers don’t really need us anymore—that sales has become so automated, and that salespeople are irrelevant. Selling is a person-to-person business.

Travel 247

Travel Hotels Fashion Buyer 247

No More Cold Calling

NOVEMBER 4, 2014

Between 57 and 87 percent of the buying process is complete before a buyer ever contacts a company—at least that’s the case if you believe the widely quoted but ill-advised statistics floating around sales circles. What they do need is our expertise, industry experience, and insights about what does and doesn’t work.

Cold Calling 265

Cold Calling Small Business Small Business Vendor 265

No More Cold Calling

MARCH 22, 2018

Specifically in an industry like sales where huge sums of money are spent trying to get the sales team to adhere to process, find efficiency wherever possible, document activity, and produce predictable and repeatable results. Buyers and decision makers are people. By Carla Lempera. It is all about the human connection.

Sales Enablement 135

Sales Enablement Decision Maker Cold Calling Guarantee 135

No More Cold Calling

MAY 25, 2017

This month’s guest blogger, Tim Hughes—author of Social Selling: Techniques to Influence Buyers and Changemakers —discusses social selling offenses and how to rectify them. And considering account-based sales is all about relationships, perhaps a different approach is in order. By Tim Hughes. Social Strategy—Got One?

Account 288

Account Social Media Social Selling Twitter 288

No More Cold Calling

DECEMBER 7, 2017

CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. Buyers feel the pressure and know they can anticipate an end-of-quarter and end-of-year push. Plus, we become flagrant discounters.

Account 189

Account Referrals Sales Qualified Lead Quota 189

No More Cold Calling

JUNE 6, 2019

So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. No, it has not changed the way we talk to prospects, how buyers relate to us, and why they choose us over our competition. And that all starts with a personal conversation.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

No More Cold Calling

AUGUST 7, 2014

He has worked with more than 100 companies—across a wide variety of industries—giving salespeople professional selling skills to help eliminate buyer frustration. Learn more at BrooksGroup.com or follow Will on Twitter @TheBrooksGroup. Associations Enterprise Sales Management Salespeople Small Business'

Hiring 274

Hiring Small Business Small Business Enterprise 274

No More Cold Calling

NOVEMBER 21, 2013

Plus, check out the latest from No More Cold Calling: We’re Smarter Than Our Buyers. We know our industries, our products, and (most importantly) our clients. We know our industries, our products, and (most importantly) our clients. Read “ We’re Smarter Than Our Buyers.”). One Hour Without Technology.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

No More Cold Calling

JULY 9, 2015

Can your buyers afford NOT to work with you? The Cost of Caving Buyers can smell fear and anxiety a mile away, and most will take advantage. Lose your reputation: People in the same industries talk to each other, and word spreads quickly. Stand Your Ground It’s our buyers’ job to get the best deal possible.

Ideal Customer Profile 120

Ideal Customer Profile Cold Calling Referrals Margin 120

No More Cold Calling

MARCH 2, 2017

Buyers want to do business with B2B sales pros who make them look good. Position your account-based sellers as experts on specific topics or industries, or even on niche markets that your competition hasn’t recognized yet. The age of the generalist is gone. This approach is counter-intuitive.

Account 120

Account Referrals Banking Guarantee 120

No More Cold Calling

MAY 4, 2017

Success still hinges on understanding what buyers need, collaborating on solutions, delivering results, and then asking for referrals. Enlist help from marketing to create thought leadership content that salespeople can pass along to their clients—not salesy content, but industry insights and helpful tips that customers will want to read.

Referrals 197

Referrals Account Sales Qualified Lead Social Media 197

No More Cold Calling

SEPTEMBER 8, 2016

Buyers will find another salesperson from your company or go to your competitor. cloud software industry, discusses the importance of your online brand in this month’s guest post. Ian is sales director at Axios Systems and sits on the boards of Eurocloud UK, Cloud Industry Forum, and FAST. You are your brand. billion, and 3.2

Social Media 120

Social Media Ideal Customer Profile Telecommunications Hiring 120

No More Cold Calling

SEPTEMBER 29, 2016

We can be derailed in the middle of the curve (oops … new buyers, acquisition, change in leadership, new company direction) or at the end of the curve. Buyers will find another salesperson from your company or go to your competitor. When crafting your B2B sales strategies, think of the sales process as a curve.

Referrals 120

Referrals Cold Calling Webinar Metrics Discount 120

No More Cold Calling

JUNE 16, 2015

We must demonstrate expertise in our prospects’ industries, and understand their unique business models and challenges. Buyers want to work with the best of the best— salespeople who know their stuff , ask the right questions, and deliver tailor-made solutions that get them the ROI they deserve. Where’s Your Sales Blind Spot?

Scale 120

Scale Referrals Cold Calling ROI 120

No More Cold Calling

NOVEMBER 5, 2015

What seals the deal today is the same thing that sealed the deal back in the days of the three-martini lunch—having a personal connection to prospects, understanding what buyers want, and delivering results. Instead, it should share industry insights or helpful tips that engage customers. Ensure they know how to use social networks.

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

No More Cold Calling

MARCH 24, 2016

His company was a fairly new player in his industry, and they were competing against “the big guys.” Their buyers tell them the truth. Greg had barely taken his seat when he told me his greatest challenge was getting his sales reps to generate enough qualified sales leads. As a result: The sales process shortens.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Top of Funnel 120

No More Cold Calling

APRIL 17, 2014

Connelly says it doesn’t matter what industry you’re in, or what company you look at. The best business deals happen when we talk to our buyers, ask them the right questions, and help them create the best solutions for their business challenges. Those people “should be doing something else,” Connelly says. Try it sometime.

Face-to-face 278

Face-to-face Social Media Oracle Hiring 278

No More Cold Calling

JULY 16, 2015

Most buyers research us before they ever contact us. You have valuable industry insights, experience, and information that would be relevant to your clients. Mark Hunter and Andy Paul shared similar data at Dreamforce 2013 , suggesting that 40 to 80 percent of sales leads are never followed up on. Unbelievable! Write a blog.

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

No More Cold Calling

MAY 1, 2016

Mark left a Fortune 500 Silicon Valley company to become VP of Global Sales for a start-up in the same industry. Instead, buyers went straight to the well-known “big guys”—the safe choice. His team’s biggest problem, Mark told me, was building a consistent stream of qualified leads.

Referrals 120

Referrals Cold Calling Sales Qualified Lead Lead Generation 120

No More Cold Calling

MARCH 3, 2016

Her goal is to ensure that her buyer has a superior buying, selling, implementation, and consulting experience. “If Then there’s Sue, who wasn’t the most technical person in the world but has managed to excel in a male-dominated industry. The bulldog in question is Amy, director of sales strategy at a large B2B software company.

Referrals 120

Referrals Scale Cold Calling Call-back 120

No More Cold Calling

JUNE 1, 2017

Some “experts” say buyers don’t need salespeople, because they have access to information online. But they do need our expertise, industry experience, and insights about what does and doesn’t work. Our prospects still need us, but their needs have changed. They don’t need us to give them demos, because they can get all that online.

Account 234

Account Sales Qualified Lead Lead Rank Referrals 234

No More Cold Calling

JUNE 23, 2019

percent of business buyers prefer to work with referred vendors, and 73 percent prefer to work with referred salespeople, according to IDC and LinkedIn. As you’re painting a picture of your ideal client, consider the following: Industry: Which industries are you targeting? That makes sense, considering 76.2

Referrals 297

Referrals Scale How To Lead Rank 297

No More Cold Calling

JUNE 23, 2019

percent of business buyers prefer to work with referred vendors, and 73 percent prefer to work with referred salespeople, according to IDC and LinkedIn. As you’re painting a picture of your ideal client, consider the following: Industry: Which industries are you targeting? That makes sense, considering 76.2

Referrals 228

Referrals Scale How To Lead Rank 228

No More Cold Calling

OCTOBER 1, 2017

We take the time to build lasting relationships with our customers, and we engage buyers in insightful conversations to uncover undisclosed problems. The obstacles are even greater for women in tech sales, who work in not only a male-dominated profession but also a male-dominated industry.

Referrals 136

Referrals Cold Calling Account Engineering 136

No More Cold Calling

FEBRUARY 13, 2014

Buyers do business with you, not with your company and not with technology. A recognized leader in the industry, she won the coveted Stevie Award for “Lifetime Achievement in Sales Excellence” in 2006 and in 2007. She was also identified by Training Industry, Inc., as one of the “Top 20 Most Influential Training Professionals.”

Hiring 174

Hiring Fashion Small Business Small Business 174