No More Cold Calling

FEBRUARY 4, 2014

If you don’t know your customers, you’re not doing your job. As salespeople, it’s our job to ensure customers get the correct solutions for their business challenges—so that they keep buying from us and referring us to other great clients. We must have real conversations. Simplify Your Sales Conversation.

Customer 208

Customer Demographics Small Business Small Business 208

No More Cold Calling

MAY 31, 2012

Your customers will tell you why. Mark Hunter, the Sales Hunter, shares his perspective on giving your customers a reason to refer you. Read on, comment, and succeed through referrals: “Do your customers have a reason to refer you? You should do it every year with every one of your customers. Ask for Feedback.

Customer 258

Customer Referrals ROI Twitter 258

No More Cold Calling

JUNE 28, 2012

Most of your clients and potential customers use social media to gather information and make connections. Hang out online where your customers are likely to be. Network through social media. You should be as well. Use social networks to build your own credibility and build relationships that will convert to sales down the line.

Social Media 267

Social Media InsideView Cold Calling Customer 267

No More Cold Calling

MARCH 31, 2015

If customer relationships aren’t front and center in your organization, it might be time to expand the C-suite. In the race to win customers, it’s “all hands on deck.” An endless focus on attracting new customers, while existing customers are left to fend for themselves, instead of being tapped for their ideas, feedback, and referrals.

Company 120

Company Customer Referrals Sales Qualified Lead 120

No More Cold Calling

FEBRUARY 9, 2012

Think about it: if you can increase the percentage of leads that convert into customers, then you don’t need to generate as many leads to hit your company’s sales goals, right? The types of leads you feed to your sales team is a powerful yet overlooked lever that can help marketers deliver.

Sales Qualified Lead 149

Sales Qualified Lead Leads Marketing Qualified Lead Hubspot 149

No More Cold Calling

DECEMBER 29, 2020

“How do I ask for a referral from customers I haven’t spoken with in two years?” How can smart, experienced sales reps let their customer relationships wither? When we invest in customer relationships, we get more business from existing clients and earn the right to ask for referrals.

Referrals 432

Referrals Customer Social Media Revelation 432

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. As salespeople struggle to get access to customers during the buying journey, sales leaders have three important questions to answer: How do I get access? Gaining seller access was hard enough before COVID. Unless … Breaking News.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

SEPTEMBER 14, 2023

Buyer First is the result of years of research, real-world experiences, and a passion for helping entrepreneurs overcome the challenges of winning new customers. Here’s what you’ll get from it: Some hard truths : Did you know that 80 percent of entrepreneurs struggle with winning new customers?

Buyer 177

Buyer Strategy Cold Calling How To 177

No More Cold Calling

APRIL 26, 2021

We’ve had to make do with virtual sales meetings, and that has affected many B2B sales pros’ ability to access new customers and to make real-world connections. That’s good news for customer retention (and a good reason to make sure your current customers are feeling the love), but it makes customer acquisition tough.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

MAY 14, 2020

Todd suggests we can actually read our customers’ minds. When the market is on an upswing, our customers and prospects may be focused on a whole host of things. 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

MAY 9, 2024

Today’s customer wants to deal with credible people who’ll tell them the truth. But it was the right thing to do for everyone concerned. Being willing to NOT sell something is a matter of integrity. Don’t sacrifice short-term gains for long-term success. And that’s a fact.

Opportunity 156

Opportunity Cold Calling Quota Lead Rank 156

No More Cold Calling

APRIL 18, 2019

This lackluster customer experience was in stark contrast to my recent experience flying with Delta. Clients Will Pay for a Better Customer Experience. My favorite quote from the presentation: “We need to get to the future before our customers do and welcome them when they arrive.”. Have customers really changed?

Airlines 332

Airlines Customer Referrals SalesForce 332

No More Cold Calling

JULY 27, 2023

To convert B2B prospects into customers, we must have conversations, ask smart questions, share valuable insights, and make meaningful connections. Multimillion dollar decisions were made because we developed relationships with our customers. There’s a saying among salespeople that customers buy with emotion and justify with fact.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

No More Cold Calling

JANUARY 17, 2019

You’ve probably heard the often-quoted statistic that says 57 percent of the buying process is complete before a customer talks to a salesperson. Bob Apollo shares his take on the 57 percent stat in his recent article, “ When your customers DO want to speak to a sales person.” But no customer is “average”. By Bob Apollo.

Competition 318

Competition Referrals Cold Calling Study 318

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. ” In the meantime, here’s what you might have missed from No More Cold Calling this quarter: I Was Neglecting My Customer Relationships. Read “ I Was Neglecting My Customer Relationships ”).

Referrals 194

Referrals Small Business Small Business Cold Calling 194

No More Cold Calling

DECEMBER 7, 2023

That’s great news because your satisfied customers will happily refer you—if they’re asked. Commit to referrals : When you integrate referral selling into your sales process, your team will bring in more qualified leads, foster better long-term relationships with customers, decrease the cost of sales, and generate more revenue.

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

No More Cold Calling

AUGUST 2, 2018

They recognize that customer experience is key, but they’re burdened down with reports, cold leads, and spending time with clients who are losers, which makes it hard to nurture their best clients. Customer expectations are skyrocketing, and it’s changing what it means to be a successful businessperson in any role.

Data 297

Data Quota Trends Face-to-face 297

No More Cold Calling

NOVEMBER 23, 2021

Many of our customers didn’t even have their cameras on. Julie Hansen’s new book, Look Me in the Eye: Using Video to Build Relationships with Customers, Partners and Teams , is here for you to devour. Without it, your prospects figure you’re not interested, and they tune out. I Can’t See You. Need to up your virtual sales game?

Video 289

Video Cold Calling Exercises Conference 289

No More Cold Calling

SEPTEMBER 6, 2019

When you prospect by referral, you treat all customers like gold. I’ve never had a good customer experience at that market, but this was over the top. But consumers aren’t the only ones who expect a good customer experience. That’s why a referral culture leads to a stellar customer experience. I’d had it.

Referrals 189

Referrals Customer How To Airlines 189

No More Cold Calling

JANUARY 27, 2022

Diverse sales teams can make more meaningful connections with your increasingly diverse customer base. 6% higher customer satisfaction improvements. The research is clear: Diversity drives sales. 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 16, 2018

Scaling requires a reliable system and a plan to meet increasing customer demands without increasing costs. The question is: How in the heck can you increase your customers without hiring more sales reps or investing in more technology? Answer: You build a referral system that is documented and adopted by salespeople.

Scale 313

Scale Referrals Hiring Sales Qualified Lead 313

No More Cold Calling

MARCH 1, 2020

A Winning Sales Strategy Starts with Your Customer, Not with Digital. It’s your company’s strategy for attracting customers. Read “ A Winning Sales Strategy Starts with Your Customer, Not with Digital.”). (Read “ The Ultimate Sales App—No Smartphone Required.”). Sales strategy isn’t yours or mine.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

No More Cold Calling

MAY 3, 2018

In B2B sales, customers buy more than just our products and services. 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. Offer customers a vision of improvement for their business.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

No More Cold Calling

SEPTEMBER 25, 2014

The same principles hold true in B2B sales, but customers don’t instinctively get the message. We’ve all had customers who managed to snag a “great deal,” only to find the wheels coming off soon after the transaction was complete. If the customer sees that feature as a “must-have,” it will justify the higher price.

Cost per Acquisition 314

Cost per Acquisition Hiring Discount Insurance 314

No More Cold Calling

APRIL 15, 2021

Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. They buy what software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

NOVEMBER 30, 2019

Are you getting customer referrals? Why Customer Loyalty Isn’t Always About More Choices. That’s just plain rude, and it’s certainly not how to build customer loyalty. Companies invest significant money on marketing—email campaigns, SEO, and strategies for getting found and building customer loyalty. I was so frustrated.

Referrals 257

Referrals Loyalty Cold Calling Fashion 257

No More Cold Calling

JUNE 8, 2017

My customers had countless choices for suitcases. This approach made it easy for customers to buy. According to researchers from CEB, “Customers are increasingly overwhelmed and often more paralyzed than empowered.” This was decades ago, when I owned a luggage and gift store. It was my job to simplify the process.

Account 201

Account Travel Cold Calling Buyer 201

No More Cold Calling

SEPTEMBER 21, 2017

We’re allowed to be a bit more flexible and get to know the customer.” She’d been there … as a customer of incentive compensation and a lover of performance management. So, she brought to the job a deep sense of accountability and a maddening level of loyalty towards her customers. Ellen the Alpha.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

No More Cold Calling

OCTOBER 1, 2019

In the meantime, check out the latest blog posts from No More Calling: How to Remarkably Improve Customer Experience with a Referral Culture. I’ve never had a good customer experience at that market, but this was over the top. That’s why a referral culture leads to a stellar customer experience. I’d had it.

Referrals 209

Referrals Pipeline Sales Qualified Lead Cold Calling 209

No More Cold Calling

MAY 25, 2023

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, B2B salespeople are still struggling to win and retain customers. They buy what the software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

No More Cold Calling

JUNE 22, 2017

Have sales reps immerse themselves in the high potentials until they have multiple contacts at various levels and understand who the buyers are, as well as the customer criteria and process for making purchase decisions. Give your reps the sales tools they need to optimize their time with their customers.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

No More Cold Calling

AUGUST 16, 2018

But a recent McKinsey survey of B2B customers highlighted a more nuanced reality. What customers most desire is great digital interactions and the human touch. Companies need to create the human-digital blend that is most appropriate for their business and their customers. Read the rest of the article.).

Fashion 219

Fashion Buying Cycle Social Media Survey 219

No More Cold Calling

MAY 9, 2019

You’re overwhelmed with business development and all the things you need to do to attract and retain customers.

Small Business 329

Small Business Small Business Face-to-face Social Media 329

No More Cold Calling

JULY 3, 2014

I was particularly intrigued that he was a sales leader for a marketing firm, which gave him a unique understanding of both customer-centric professions. So when I read Todd’s post about how leaders lose out when they fail to listen—to their customers and their teams—I knew it was something worth sharing. One in three U.S.

Referrals 290

Referrals Airlines Small Business Small Business 290

No More Cold Calling

MAY 27, 2014

Are you living up to your customers’ expectations? But it has also made our customers much less patient. Customers who want top quality and want it fast must be prepared to pay a premium. Just be up front with your customers about what you can realistically deliver and why. Every buyer isn’t your customer.

Buyer 277

Buyer Social Media Small Business Small Business 277

No More Cold Calling

OCTOBER 21, 2014

There is significant research about why customers make buying decisions. But relationship-building is not a luxury for salespeople; it’s the only way we can be good at our jobs and keep customers happy so they continue sending us business. If our customers don’t like us or don’t feel comfortable with us, they won’t buy from us.

Networking 294

Networking Cold Calling Small Business Small Business 294

No More Cold Calling

AUGUST 10, 2017

By asking for referrals from friends, colleagues, and (best of all) current customers. the “happy customers”) and the key differentiator in the 2017 purchasing process. Marketers need to enable the use of customer advocate activity for sellers within CRM systems. So, how do you get that first call? This is P2P Selling.

Referrals 240

Referrals Decision Maker Cold Calling Networking 240