No More Cold Calling

JUNE 9, 2019

As a result, their unsolicited invitations go unanswered and their lead generation campaigns under deliver. Successful sales professionals understand that technology is a must-have business tool. But very few understand how to incorporate technology into their prospecting strategy.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

JULY 18, 2013

This study also found that referral programs generate 300 to 400 percent more ROI than all other campaigns combined. B2B sales reps report that referrals generate at least twice as many closed deals than marketing-generated leads, according to Sales Benchmark Index.

Referrals 212

Referrals Webinar Metrics Cold Calling Sales Qualified Lead 212

No More Cold Calling

MAY 25, 2017

The more we sent, the theory was, the better the outcome of the campaign. What’s Changed Since the 1950s? When I first started out in sales some 27 years ago, we sent out mail shot letters. Then email was invented, and we could scale up the number of mail shots sent out, and better still, we didn’t need to buy stamps. Emails are free.

Account 288

Account Social Media Social Selling Twitter 288

No More Cold Calling

JANUARY 5, 2017

They provide content for sellers, identify key players, and create nurture campaigns. There’s another lead generation trap for account-based sellers: Account-based marketing teams work with account-based sales teams to generate targeted leads based on their named accounts. Good, right?

Cold Calling 222

Cold Calling Account Decision Maker Referrals 222

No More Cold Calling

JUNE 6, 2019

As a result, their unsolicited invitations go unanswered and their lead generation campaigns under deliver. Successful sales professionals understand that technology is a must-have business tool. But very few understand how to incorporate technology into their prospecting strategy.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

No More Cold Calling

MAY 14, 2012

Do you remember the Southwest Airlines’ “Some Things Are Just Better In Person” campaign (2001)? (In fact, the more you engage in person, the greater the trust you develop—in both your personal and professional lives. Read, “ Trust: Get It Right the First Time ”.). Some Things Are Just Better In Person.

Conversion 289

Conversion Airlines Facebook Campaigns 289

No More Cold Calling

JULY 3, 2014

They also know how competitors are positioning themselves, where gaps exist in your team’s sales process and marketing campaigns, and what changes would most positively impact customers. In contrast, front line employees live in these nuances every day: They know customers intimately. This kind of insight could be yours, if only you asked.

Referrals 290

Referrals Airlines Small Business Small Business 290

No More Cold Calling

DECEMBER 18, 2014

You might also get so-called leads from your website, special offers, email campaigns, direct mail, trade shows, advertising, and conferences. We’re all familiar with “bought” lists. But take a closer look: Are these really qualified leads , or are they just names? But until you qualify them, names are not sales leads.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

No More Cold Calling

NOVEMBER 3, 2016

Develop a campaign to send relevant information on a regular basis. Which mail do you open first? Not the gas bill. People forget about us if they haven’t heard from us. It’s important for salespeople to follow up and keep in touch. I send a monthly newsletter, and each month I get a response from several people I haven’t heard from in years.

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

No More Cold Calling

JANUARY 25, 2011

This is why sales people have been hearing so much about the value in nurturing campaigns and social media marketing, but little of it seems to apply to anything a sales person can influence. This is why Sales 2.0

Cold Calling 247

Cold Calling InsideView Referrals Social Media 247

No More Cold Calling

JANUARY 22, 2015

I challenge tired prospecting techniques like cold calling, direct-mail campaigns, and advertising—and the expectation that these activities actually attract great clients. Out with the Old Since that time, I have continued to challenge traditional ways of thinking and working. I’ll put the same challenge to all women (and men) in sales.

Cold Calling 120

Cold Calling Direct Mail Hiring Small Business 120

No More Cold Calling

DECEMBER 3, 2015

Conduct targeted nurturing campaigns. The marketing team understands social media better than most salespeople and can pass along potential tweets or LinkedIn posts to help salespeople better engage their online networks.

Referrals 120

Referrals Marketing Social Media How To 120

No More Cold Calling

MAY 12, 2015

Most organizations have invested in digital marketing campaigns, lead scoring, and lead qualification. While buyers may think they know what they want, astute reps ask probing questions and make recommendations for buyers to consider.” Herein lies another problem. However, salespeople have not been trained to sell to digital buyers.

Lead Rank 120

Lead Rank Top of Funnel Face-to-face Lead Scoring 120

No More Cold Calling

JUNE 18, 2015

I challenge tired prospecting techniques like cold calling, direct mail campaigns, advertising, and trade shows—and the expectation that these activities alone will deliver great clients. She probably had no clue what an impression she made on me. Since that time, I continue to challenge traditional ways of working.

Referrals 120

Referrals Cold Calling How To Call-back 120

No More Cold Calling

JUNE 25, 2020

Henry Bruckstein, CEO of Campaign Stars, hosted several “Think with a Drink” virtual conversations. Henry Bruckstein, of Campaign Stars , says the best way to engage customers is to create a personalized experience much like what they’re used to from Netflix and Amazon. Yes, yes, and yes!

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

No More Cold Calling

JUNE 26, 2014

I also delete plenty of emails about inside sales campaigns and offers for lists of leads. I’m not interested in student loan assistance, Russian beauties, light therapy for depression, surveys, blood pressure solutions, cat food coupons, or getting a college degree.

Referrals 266

Referrals Cold Calling Small Business Small Business 266

No More Cold Calling

JULY 1, 2014

If marketing worked the way he suggests, companies would stop wasting money on ineffective campaigns, and our job as salespeople would be so much easier. It’s up to you to grab a copy of the book and find out for yourself. Trust me, you’ll be glad you did. I owe Dan an apology for ever doubting him. Connect with No More Cold Calling.

Sales Qualified Lead 261

Sales Qualified Lead Referrals Marketing Qualified Lead Cold Calling 261

No More Cold Calling

JULY 17, 2014

I also delete plenty of emails about inside sales campaigns and offers for lists of leads. I’m not interested in student loan assistance, Russian beauties, light therapy for depression, cat food coupons, or getting a college degree. I happen to know cold calling doesn’t work. Read “ Stop Spamming People.”).

LinkedIn 264

LinkedIn Networking Webinar Metrics Cold Calling 264

No More Cold Calling

JUNE 23, 2019

Develop a campaign to send relevant information on a regular basis. There’s no excuse for not following up—immediately—with clients, prospects, and referral sources. People forget about us if they haven’t heard from us, so it’s important to keep in touch with everyone in your referral network.

Referrals 297

Referrals Scale How To Lead Rank 297

No More Cold Calling

JUNE 23, 2019

Develop a campaign to send relevant information on a regular basis. There’s no excuse for not following up—immediately—with clients, prospects, and referral sources. People forget about us if they haven’t heard from us, so it’s important to keep in touch with everyone in your referral network.

Referrals 228

Referrals Scale How To Lead Rank 228

No More Cold Calling

MARCH 6, 2014

It’s a campaign that started in Israel, rooted in the age-old tradition of observing the Sabbath by avoiding work from sundown on Friday until sundown on Saturday. This year’s campaign has gone viral, crossing borders and cultures. This Friday, March 7, is the National Day of Unplugging.

Face-to-face 207

Face-to-face Cold Calling Facebook Campaigns 207

No More Cold Calling

JULY 31, 2014

We are currently digging into areas where we need to improve (for example, the 586 ineffective calls) before our next campaign. In addition to calling these leads, we also sent them emails reinforcing the message we delivered over the phone. These emails resulted in ZERO responses.

Marketing Qualified Lead 304

Marketing Qualified Lead Lead Rank Sales Qualified Lead Prospecting 304

No More Cold Calling

NOVEMBER 12, 2013

Do you remember the 2001 Southwest Airlines “Some Things Are Just Better in Person” campaign? Some Things Are Just Better in Person. The commercial series focused on interactions that can only be done in person, including: You Can’t Fax a Handshake. You Can’t Pat a Voicemail on the Back. You Can’t Tickle a Voicemail.

Airlines 281

Airlines Small Business Small Business Enterprise 281

No More Cold Calling

JANUARY 18, 2018

After that it’s the cold hard reality of cold calling, either with the assistance of an inbound marketing campaign, or plain old fashioned cold calling scripts. So, you then will have to turn to social media to see if you can get referrals from referrals. We have an existing customer that has the relationships with prospective customers.

Referrals 204

Referrals Account Cold Calling Scale 204

No More Cold Calling

APRIL 20, 2018

Marketing still runs nurturing campaigns, provides relevant research, writes blogs, initiates and promotes podcasts and webcasts, and forms a partnership with sales to advance and close deals (hopefully). Outbound is the operative word. Instead of spinning your wheels with a cold outreach, adopt referral selling.

Referrals 260

Referrals Lead Rank Cold Calling Social Media 260

No More Cold Calling

MARCH 5, 2020

They know what you do and can communicate the impact it made on their business, and that’s more powerful than any sales pitch or digital marketing campaign. You ensure initial qualification when you ask for referrals from your clients. Enroll your clients in your sales team and get them selling for you. And that’s the point.

Referrals 432

Referrals Sales Qualified Lead How To Lead Rank 432