No More Cold Calling

SEPTEMBER 28, 2023

You’d have a conversation, get to know the person, and then decide if you want to continue the conversation. When you conduct conversations like a person and not a spam bot, you make connections that lead to sales—and referrals. The second you respond, you get a sales pitch. But is it as effective?

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

No More Cold Calling

APRIL 30, 2020

Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations. If there ever was a time for real, authentic sales conversations, it’s now. Not just business conversations, but conversations with inquiry, empathy, and understanding. Do your salespeople?

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

OCTOBER 1, 2021

You know how to have conversations and build relationships—the most important ingredients for sales success. Where’s the conversation?) Social media is the place to begin a conversation and begin a relationship. How do I sell effectively on social media? It’s not what will help you win clients; it’s who. The answer is you.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

No More Cold Calling

JANUARY 5, 2021

If there ever was a time for real, authentic conversations, it’s now. Not just business conversations, but conversations with inquiry, empathy, and understanding. Conversations without pitching—just full-on caring about the other person. Last year, we were reminded of the value of getting personal—at work and at home.

Referrals 194

Referrals Cold Calling Call-back Social Media 194

No More Cold Calling

APRIL 13, 2023

Maximizing Referrals: Strategies for Turning Your Network Into a Powerful Revenue Generator This was the title of our webinar , and I know I’m biased, but it’s a must-watch conversation if you’re ready to adopt referral selling. We discussed why every company should be using referrals in their sales strategy. (In

Referrals 156

Referrals Webinar Metrics Maximizer Networking 156

No More Cold Calling

OCTOBER 27, 2020

She also created the Unstoppable Sales Community , which helps small businesses activate the three major growth gears: Payday Conversations, Alliances, and Referrals. . She works with small business owners who face the challenges of limited cash flow, declining sales, and minimal support. Wow, I’m ready to be unstoppable. How about you? .

Referrals 317

Referrals Hiring Webinar Metrics How To 317

No More Cold Calling

NOVEMBER 2, 2018

Start a conversation online and then take the conversation offline. Use social media to identify potential referral sources, but then have a conversation to get the referral. At least not without a conversation. LinkedIn is a place to begin a conversation. Social media lead generation can work. Closing Thoughts .

Referrals 253

Referrals LinkedIn Social Media Ideal Customer Profile 253

No More Cold Calling

APRIL 15, 2021

They want you to ask smart questions about their business, engage them in conversation, and determine specifically how your product will mitigate their challenges. Then it’s up to them to reinforce that trust by having intelligent conversations, uncovering needs, and sharing insights and best practices. Here’s the beauty of a referral.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

JANUARY 4, 2018

And yes … Pick Up the Damn Phone and have a personal conversation. I’ve really been enjoying your conversations on YouTube. I saw your conversations with people on LinkedIn, talking about the importance of using it to start a conversation rather than pitching a product, and I thought it to be a very profound statement.

Referrals 287

Referrals Social Media Cold Calling Sales Qualified Lead 287

No More Cold Calling

MAY 25, 2023

They want you to ask smart questions about their business, engage them in conversation, and articulate specifically how your product will mitigate their challenges. Then it’s up to them to reinforce that trust by having intelligent conversations, uncovering needs, and sharing insights and best practices. You have a choice.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

No More Cold Calling

NOVEMBER 20, 2019

LinkedIn is the place to begin a conversation and begin a relationship. Selling with LinkedIn for Individuals is a good fit if you (or your team) want to: Start more sales conversations. But DO NOT use their code. Use 50OFFJB instead. Why take this course? No pitching. No selling. Get more inbound leads where prospects seek you out.

LinkedIn 209

LinkedIn Referrals Cold Calling Inbound 209

No More Cold Calling

MAY 3, 2018

Gartner puts it this way: Research shows that conversations that offer customers a new way to think about or improve their business … tend to be more effective at driving both retention and growth. These conversations enable account managers to provide customers with new perspectives on how they might operate their business (i.e.,

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

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. Instead, look for what’s in common, and have a conversation about that. Then earn the right for a future conversation by adding value to them.”. Social selling is a misleading term. You must also nurture them.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

APRIL 22, 2020

Conversations are authentic and personal, and I hope this sentiment stays. These days, we’re all reaching out to clients and colleagues, asking how they’re doing, and finding out how we can help them. Many times, they ask us the same back. How can I help you?) People are concerned about each other’s welfare.

Referrals 358

Referrals Cold Calling Call-back Research 358

No More Cold Calling

SEPTEMBER 1, 2016

And another 60 percent report a conversion rate of more than 70 percent. There’s been a huge jump in referral conversion rates. The conversation focuses on the buyer’s issues, what’s working, and what worked in the past that’s not working now. Here’s how to actually win with referral sales strategies.

Referrals 274

Referrals Webinar Metrics Cold Calling Competition 274

No More Cold Calling

MAY 4, 2017

That requires an actual conversation. Even when you do know referral sources well, a conversation is still in order—for two reasons: Until you talk to potential referral sources, you don’t know the nature of their relationships with your prospects. Social sites are for beginning conversations and beginning relationships.

Referrals 197

Referrals Account Sales Qualified Lead Social Media 197

No More Cold Calling

JUNE 9, 2019

People email colleagues who are right down the hall, text family members even when they’re in the samehousehold, and stare at their phones during networking events because they’re afraid to start conversations with strangers. And that all starts with a personal conversation. Tradeshow Traps. This loud-mouthed guy was poised and ready.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

MARCH 15, 2018

Digital technology certainly helps facilitate conversations, but when it comes to relationship-building, technology can also be a hindrance, a distraction, and a crutch. Social selling can help you begin conversations, but turning those connections into relationships means socializing the old-fashioned way—offline. People do. .

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

No More Cold Calling

MAY 13, 2014

Real conversations don’t happen in 140 characters or less. But while there’s much to be said for efficiency, we should not be taking shortcuts when it comes to conversations. Are Your Conversation Skills Getting Rusty? The art of conversation is your competitive advantage. Everyone loves a good shortcut. Comment Here.

Twitter 250

Twitter Referrals Cold Calling Small Business 250

No More Cold Calling

MARCH 25, 2021

For example, when she wanted to address the lack of women sales leaders, she created her podcast, “Conversations with Women in Sales,” for which she interviewed a variety of women leaders and sales professionals across a spectrum of ages and cultures. It was just like her to identify a huge gap and take action to fill it.

Hiring 379

Hiring eBook Cold Calling Scale 379

No More Cold Calling

AUGUST 8, 2019

That means we must be able to have conversations with people. But what about their conversation skills? So, how do we prepare our kids for their future careers when we don’t know what jobs will look like, what skills they will need, or what sort of challenges they’ll face that we haven’t even considered?

Face-to-face 237

Face-to-face Referrals Cold Calling Negotiation 237

No More Cold Calling

DECEMBER 7, 2023

(Image attribution: Perawit Boonchu ) My Referral Business Case My business is consulting with companies to get ideal referrals and drive revenue. So, my prospects often do find budget, because they understand revenue will increase, and they’ll get unmatched ROI.

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

No More Cold Calling

JANUARY 23, 2020

For that, salespeople need to know how to have business conversations, how to build relationships, and how to take responsibility for delivering what they promised. It’s never a good idea to have lone rangers on your team, is it? Sales technology might help you identify prospects, but it won’t solve your sales execution challenges.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

No More Cold Calling

MAY 28, 2020

Conversations have become less frequent, email spam has skyrocketed, and social media is the new breeding ground for sales pitches. I wrote that book because I was horrified when reps started telling me they didn’t need to talk to prospects and clients anymore. Since then, the problem has only gotten worse.

Social Media 391

Social Media Referrals Cold Calling Social Selling 391

No More Cold Calling

MAY 29, 2014

You have a great conversation with your buyer (or team member) and walk away thinking you’re both clear about what will happen next. End your conversation with a clear agreement on expectations for the following: What? I nearly ended a telephone conversation this week with a ‘loose’ follow-up. Then either: Nothing happens.

Sage 296

Sage Small Business Small Business Follow-up 296

No More Cold Calling

DECEMBER 23, 2014

I was thrust into the world of face-to-face conversation and having to talk to people I did not know. The Lost Art of Conversation As business and technology have evolved, we spend less time talking to each other in person and rely on technology to engage others. Social media was not part of our lives, nor were cell phones.

Face-to-face 276

Face-to-face Social Media Facebook Film 276

No More Cold Calling

AUGUST 19, 2014

But underneath all of that are people building relationships with other people, doing favors, earning trust, conversing, relating, connecting, etc. Begin a Conversation. LinkedIn and other social media channels are fantastic tools for beginning conversations and new relationships. Read the rest of the article.).

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

No More Cold Calling

JULY 10, 2014

Read this before starting a conversation on LinkedIn. So I was eager to learn more about George when he reached out to me—asking for my perspective on social media , what referral selling really means, and the links between social media conversations, referral introductions, and closed deals. Focus on Conversations.

LinkedIn 267

LinkedIn Social Media Referrals How To 267

No More Cold Calling

SEPTEMBER 20, 2018

With a 50 percent conversion rate, you have 10 new clients. Most salespeople say the conversion rate with referrals is more than 70 percent. . • The other 20 people provide introductions to your ideal client, because that’s who your team asked to meet. By the way, 50 percent is conservative.

Referrals 258

Referrals Scale Cold Calling Social Media 258

No More Cold Calling

FEBRUARY 16, 2017

Of course, the challenge is getting the chance to have that conversation. The pace of business has picked up, and decision-makers are less willing to meet with salespeople unless they know going in that it will be a valuable conversation. Because that person has referred me, my prospect knows it will be a valuable conversation.

Account 191

Account Strategy Cold Calling Referrals 191

No More Cold Calling

SEPTEMBER 11, 2014

A Chinese woman connects with me on LinkedIn and then visits the States to begin a business conversation. These are all true stories of social media connections that turned into international business conversations—no passport required. ” Social media is the place to begin a conversation, to begin a relationship.

Social Media 264

Social Media Skype Referrals Media 264

No More Cold Calling

FEBRUARY 6, 2014

Does your sales team know how to have a business conversation? They know how to engage in conversation, be polite yet firm, smile, and let the bad stuff roll off their backs. Yet, when sales leaders tell these struggling reps to pick up the phone and have real conversations with prospects, they don’t do it.

Closing 251

Closing Hiring Referrals Small Business 251

No More Cold Calling

JUNE 4, 2020

For example, to address the lack of women in sales leadership, she created her podcast, “Conversations with Women in Sales,” for which she interviewed a variety of women leaders and sales professionals across a spectrum of ages and cultures. Barb was a go-getter and a trailblazer for saleswomen.

Travel 309

Travel eBook Call-back Cold Calling 309

No More Cold Calling

JUNE 6, 2019

People email colleagues who are right down the hall, text family members even when they’re in the same household, and stare at their phones during networking events because they’re afraid to start conversations with strangers. And that all starts with a personal conversation. Tradeshow Traps. From Personal Connections to B2B Leads.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

No More Cold Calling

DECEMBER 6, 2022

Join the conversation on LinkedIn. I admit that I’ve been using some of these sales buzzwords. I’m going to stop right now. How about you? Which sales buzzwords are you sick of hearing? What others would you like to contribute? Image attribution: Liza Summer ). The post Are You Still Using These Tired Old Sales Buzzwords?

Fashion 207

Fashion Pivotal Cold Calling Quota 207

No More Cold Calling

SEPTEMBER 12, 2013

When I read her new book, Conversations That Sell , I was reminded of sales techniques I had forgotten. Here’s Nancy’s perspective on how control and collaboration are complementary, not contradictory, ways to structure your sales conversations: “Many buyers have learned (or been trained) that they are in control. Take Control.

Buyer 219

Buyer Small Business Small Business Enterprise 219

No More Cold Calling

MAY 19, 2016

A new IT employee overheard my conversation and said he might be able to help. Find opportunities to start new conversations and strengthen your relationships offline. They establish common interests, build trust, engage in offline conversations, and offer to help their prospects, clients, and colleagues. Oh sure, I thought.

ACT 260

ACT Referrals Social Media Cold Calling 260