No More Cold Calling

OCTOBER 1, 2021

What tech tools will help me generate hot leads and land new clients? Yes, you are the very best tool in your sales toolkit. One way to ensure you can respond quickly when prospects and clients need you is to stop taking on customers who aren’t worth your time. How do I sell effectively on social media? The answer is you.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

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. Investing in Sales Tools and Resources. Following a Consistent Solution Selling Methodology.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

No More Cold Calling

JUNE 13, 2013

This rubbish comes from people looking for headlines or who really don’t understand the concept of client relationships and how sales tools can help identify issues and monetize value. Economic-impact tools help sales professionals gather qualifying data. Which economic-impact tools have you used, and what results did you get?

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

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

MARCH 1, 2020

What’s the most powerful sales tool at your disposal? 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.”). Just make sure you follow up. Think it’s your smartphone?

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

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

OCTOBER 1, 2020

I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Yes, your most predictable and measurable prospecting tool is your very own sales team, asking for referrals. They simply hadn’t built their networks or their confidence.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

JUNE 20, 2013

Now more than ever, your customers expect major bang for their buck. They want to know up front whether investments will pay for themselves in terms of increased revenue, profits, employee loyalty, or customer loyalty. How to Begin the ROI Conversation. Welcome to the new world of sales. Read “ How to Begin the ROI Conversation.”).

ROI 191

ROI Loyalty Referrals Cold Calling 191

No More Cold Calling

JUNE 6, 2013

Now more than ever, your customers expect major bang for their buck. They want to know up front whether their investments will pay for themselves in terms of increased revenue, profits, employee loyalty, or customer loyalty. They don’t wait for their customers to ask about ROI. Welcome to the new world of sales.

ROI 258

ROI Conversion Loyalty How To 258

No More Cold Calling

DECEMBER 5, 2013

Then your sales force needs the right tools for success. We have seen this play out with customers who deploy Smart Sales Playbooks. Give Them the Right Tools. The tools, methodologies, and systems are available today to increase that velocity, and unless you consider how to apply them in your business, you will lag behind.”.

Enterprise 232

Enterprise Enterprise Hiring Groups 232

No More Cold Calling

JANUARY 16, 2020

All of us perform our best when we are accountable and have the tools to succeed. What advice do you think your customers would give to you? New hires need the technical know-how for their jobs, as well as the skills and tools to become part of the referral team. Sales Managers: Where Are You Now? We don’t respond to being told.

Referrals 328

Referrals Sales Management Hiring Scale 328

No More Cold Calling

JULY 29, 2018

You sell a deal, handoff to the customer success or account management team, and move on to the next prospect. It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Why Productivity Tools Make You Less Productive … and Less Creative. Is selling really tougher today?

Referrals 168

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 168

No More Cold Calling

AUGUST 9, 2018

What has changed is the abundance of technology tools, and with that change comes a huge risk. They’ve forgotten that their most powerful prospecting tool is referral sales. If you have more than 10 sales reps, we’ll create a custom URL for your team, and work with you to analyze the results. Yep, that long.

Lead Generation 197

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 197

No More Cold Calling

APRIL 1, 2014

What Are Your Customers Saying About You? Customer Service Still Matters. Cell phones are great tools, but unless there’s an emergency, phone conversations should never take priority over the people standing in front of us—especially if they’re our customers. “Why is our mail carrier always on her cell phone?” .”

Cold Calling 209

Cold Calling Small Business Small Business Enterprise 209

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

JUNE 9, 2019

Successful sales professionals understand that technology is a must-have business tool. These practices only alienate potential customers and eat up company time and resources in the process. But very few understand how to incorporate technology into their prospecting strategy. They don’t fill your pipeline with qualified B2B leads.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

AUGUST 7, 2014

Perhaps you didn’t equip them with the skills and tools to do their job. So if you’ve provided all the tools and training they need to succeed long-term, and they’re still more trouble than they’re worth, it’s time to make some tough decisions. Get rid of deadwood as fast as you can. Well, maybe not so fast.

Hiring 274

Hiring Small Business Small Business Enterprise 274

No More Cold Calling

JULY 11, 2013

Your customers will love you for it. He is also the author of Selling Fearlessly: A Master Salesman’s Secrets For the One-Call-Close Salesperson , which offers wisdom, insights, and a remarkably fresh look from a master storyteller who spent more than 40 years in the field selling to the same tough customers you do.

Call-back 286

Call-back Small Business Small Business Enterprise 286

No More Cold Calling

APRIL 10, 2014

Customers don’t buy your technology. Your scoring tool takes note of this, prompting other actions. It gets even worse: Automated tools enable us to develop ‘pseudo connections’ and influence without even being aware of what’s going on. You may be connected through technology, but you’re missing the human connection. Not really.

Webinar Metrics 209

Webinar Metrics Small Business Small Business Buying Cycle 209

No More Cold Calling

MAY 8, 2014

Here’s what Megan has to say on the matter: “Thanks to the Internet, the modern small business has plenty of tools in its arsenal. With people and businesses all connected by social networks, there are plenty of options and opportunities for companies looking to acquire customers. Hint: It’s not cold calling.

Cold Calling 290

Cold Calling Small Business Small Business Referrals 290

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

AUGUST 11, 2015

What tech tools will help me generate hot leads and land new clients? Yes, you are the very best tool in your sales toolkit. As he writes: Technology is an amazingly powerful tool to enable us to more efficiently, effectively and persuasively speak with people. Without strong relationships, your sales career is DOA.

Referrals 120

Referrals Cold Calling Twitter Google 120

No More Cold Calling

NOVEMBER 15, 2013

With new, sophisticated Web applications, social media, the cloud, and the skyrocketing adoption of mobility, marketers and advertisers alike have been scrambling to figure out how rapidly-evolving technologies impact the way we engage customers. How are you connecting with and engaging your customers? Comment Here.

Social Media 209

Social Media Marketing Small Business Small Business 209

No More Cold Calling

APRIL 4, 2013

With customers—13%. Associations Enterprise Small Business referral sales referral selling sales sales experts sales strategy sales tips sales tools selling' Instead, they spend 55 percent of their time on counterproductive activities: Firefighting and reacting to urgent issues—23%. Reporting to management—12%.

Sales Management 265

Sales Management Referrals Small Business Small Business 265

No More Cold Calling

AUGUST 25, 2015

. “Turn 70 percent of your prospects into customers.” I dug a little deeper and learned the statistic referred to the Net Promoter Score (NPS)—a tool many companies use to survey clients about their willingness to recommend these businesses to others. Because we are not top of mind for our customers.

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

No More Cold Calling

MARCH 29, 2018

Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? There actually was a time before the internet, before social media, before apps, and before sales technology tools.

Lead Generation 199

Lead Generation Referrals Sales Qualified Lead Lead Rank 199

No More Cold Calling

AUGUST 24, 2017

They don’t have the skills or tools for success in a Sales 3.0 Because of this belief, CEOs invest more money in beer Fridays and office supplies than training their salespeople, sales managers, or any other department that interfaces with the customer. . How skillful is your customer service team at creating fans and advocates?

Hiring 214

Hiring Account SalesForce Quota 214

No More Cold Calling

JANUARY 29, 2015

So how do you serve customers, close deals, and prospect at the same time? How to Win the Sale Before Winning the Order Customers no longer enter the sales funnel at the top. The problem is, we are not productive with the tools we already have. We try out a new tool for a while and then move on to the next. Read more.)

Referrals 120

Referrals Hiring Cold Calling Top of Funnel 120

No More Cold Calling

MARCH 25, 2014

And customers resent having to “train” a new salesperson once again. It includes a diagnostic tool to help you identify the time-management challenges of your top performers, and strategies for addressing the problem. Others need to take over until a new hire is found and brought up to speed.

Hiring 214

Hiring Salary Cold Calling Small Business 214

No More Cold Calling

JANUARY 3, 2013

Salespeople are always looking for ways to get in front of opportunities before their competitor can and using tools like LinkedIn , Twitter , and InsideView gives them the leverage that they need to make that happen. I see social selling as the ability to integrate social technology into the front end of your sales process.

Social Media 271

Social Media Social Selling Media InsideView 271

No More Cold Calling

NOVEMBER 5, 2013

Your customers buy from you because they like and trust you and your organization—or because someone they like and trust has referred you. There are hundreds of great applications that help us work more efficiently—including CRM, marketing automation, social-selling tools, and more. But closing deals is still our job.

Sales Technology 249

Sales Technology Small Business Small Business Enterprise 249

No More Cold Calling

NOVEMBER 14, 2013

Your competitors have access to the same data, social-selling tools, and marketing applications that you do. Our customers complete about 67 percent of the buying process before they ever speak to a salesperson, according to SiriusDecisions. They’ve probably read the same sales blogs and articles, and they know how to use LinkedIn.

Competition 218

Competition Referrals Gatekeeper Social Media 218

No More Cold Calling

NOVEMBER 5, 2015

While there’s much to be said for efficiency, there are no shortcuts when it comes to relationships with customers. So they put in the time to nurture those relationships and stay in the know about what’s happening with their customers—both personally and professionally. They make themselves valuable, trusted business resources.

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

No More Cold Calling

JUNE 6, 2019

Successful sales professionals understand that technology is a must-have business tool. These practices only alienate potential customers and eat up company time and resources in the process. But very few understand how to incorporate technology into their prospecting strategy. They don’t fill your pipeline with qualified B2B leads.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

No More Cold Calling

JANUARY 25, 2011

You must actively use all of the tools at your disposal. tools to find out who people are, who they know, and how you’re connected. Current Customers Are Key. Getting business from current customers is usually the easiest since they already use your product. Referral selling works. Use Social Media and Sales 2.0

Cold Calling 247

Cold Calling InsideView Referrals Social Media 247

No More Cold Calling

OCTOBER 2, 2014

Technology offers salespeople some terrific tools, but when it comes to closing deals , nothing replaces a personal conversation. Customers decide whether to buy from your company based on the relationships they have with your sales team, so being able to make those “manual” connections is more important than ever.

Small Business 286

Small Business Small Business Cold Calling Enterprise 286

No More Cold Calling

JULY 19, 2012

It won’t fix our business-development, sales, or customer relationship management challenges. Technology is a great tool, but selling is a person-to-person business. Never has and never will. Technology won’t deliver world peace or develop a cure for the common cold.

Buyer 267

Buyer Social Media Media Vendor 267