No More Cold Calling

JANUARY 20, 2015

He writes: Are you working up a sweat just trying to decide where to focus your social selling energy? Decision-making has been proven to deplete mental energy. Combat the energy-zapping effect of deciding which sales activities to spend your time on and pass your next social selling health-check with flying colors.

Referrals 120

Referrals Energy Social Selling Proposal 120

No More Cold Calling

JUNE 24, 2021

Don’t say goodbye to all those great relationships you spent time and energy building. When I ask my clients if they’ve asked every one of their clients for sales referrals, the answer is always no. Nurture and grow those relationships to turn them into repeat business and hot referral leads.

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Meeting 256

No More Cold Calling

JULY 2, 2015

Your resources (and energy) will be drained. Worst of all, PITA clients waste time, energy, and creativity that would be better spent serving your Ideal Clients —those you enjoy working with and who give you what you need to help them grow their businesses. Want to weed out the clients who are draining resources and energy?

Referrals 120

Referrals Ideal Customer Profile Engineering Energy 120

No More Cold Calling

MAY 17, 2012

Salespeople have great power and energy when we gather in person and share successes, ideas, and information. Do family or friends complain about the time and energy you spend online. Your success isn’t determined by the number of devices that connect you to the outside world. There’s nothing like getting the gang together.

Sales Technology 200

Sales Technology Conference Face-to-face Referrals 200

No More Cold Calling

JANUARY 2, 2014

That’s a lot of intellectual energy directed at resolutions most of us will dump or forget about by the end of January. Our inboxes are crowded with email marketing messages chock-full of New Year’s resolution products and programs. (I I Googled “New Year’s Resolutions” and got nearly 45 million results.).

Referrals 240

Referrals Small Business Small Business Enterprise 240

No More Cold Calling

MARCH 1, 2012

Tony Schwartz, president and CEO of The Energy Project, wrote a great blog in the Harvard Business Review’s HBR Blog Network: Four Destructive Myths Most Companies Still Live By. I check email when I’m on a call, should be writing, on my phone (not, of course, while I’m driving). Are you a multitasking culprit? .

Face-to-face 243

Face-to-face Conference Energy Networking 243

No More Cold Calling

JANUARY 14, 2021

Gatekeepers—receptionists, administrative assistants, and executive admins—are valuable to the executives whose time and energy they protect, but not to you, at least not until you’ve developed a relationship with them. A waste of your time. And who has time to waste? Respect the Gatekeeper. And certainly not when you cold call.

Gatekeeper 265

Gatekeeper Referrals Cold Calling Telemarketing 265

No More Cold Calling

JUNE 2, 2016

They drain your energy, test your patience, and waste your time. Your resources (and energy) will be drained. These are the “pain in the ass” (PITA) prospects in your sales pipeline. And if you’re not careful, they could easily become PITA clients. PITA customers are never happy. They demoralize your entire sales team.

Pipeline 120

Pipeline Ideal Customer Profile Referrals How To 120

No More Cold Calling

AUGUST 15, 2013

Sales leaders must harness the energy of their team members—who have unique personalities and don’t like to be micro-managed. You thrive on challenges and risk-taking. You are driven and independent. Sales is not a job for the faint of heart. Sales management is not a job for the faint of heart either.

Face-to-face 234

Face-to-face Referrals Salary Cold Calling 234

No More Cold Calling

SEPTEMBER 5, 2013

How much time and energy do you typically spend thinking about part one—getting in front of the right people? I’m not trying to be flippant, but let’s tell it like it is and stop complicating the sales process. Think about it. If you don’t get in front of the right people, nothing else really matters, does it?

Referrals 227

Referrals Hiring Small Business Small Business 227

No More Cold Calling

JANUARY 5, 2017

How much time and energy do your sales reps typically spend getting in front of the right people? The toughest part of sales is getting to the right people—prospects who want what you’re selling and have the power to make deals happen. Referred salespeople have the inside track.

Cold Calling 222

Cold Calling Account Decision Maker Referrals 222

No More Cold Calling

JANUARY 16, 2014

That’s a lot of intellectual energy directed at resolutions most of us will dump or forget about by the end of January. Message to Management: The No. 1 Resolution That Matters. The media is flooded with articles about resolutions right now. (I I Googled “New Year’s Resolutions” and got nearly 45 million results.)

Referrals 224

Referrals Cold Calling eBook Small Business 224

No More Cold Calling

DECEMBER 30, 2014

For more ideas to make 2015 your best sales year ever, check out what you might have missed from No More Cold Calling this month: 4 Ways to Get Past the Gatekeeper (No Tricks Required) Gatekeepers are valuable to the executives whose time and energy they protect, but not to you, at least not until you’ve developed a relationship with them.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

No More Cold Calling

NOVEMBER 23, 2017

Barb goes on to write: Why are time and energy continually spent on opportunities that are never going to go anywhere? So, if your account based sales development revolves around filling your pipeline with more and more prospects, you’re just filling it with more people who don’t want to buy. That’s nonsense. The answer is quite simple.

Lead Generation 125

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 125

No More Cold Calling

JANUARY 13, 2015

Then you’ll have the time and energy to help them learn new skills , grow professionally, and think “big picture” about increasing sales pipelines. Teach a Man to Fish So how do you step out of reactive mode and become a proactive sales manager?

Coaching 120

Coaching Hiring Small Business Small Business 120

No More Cold Calling

DECEMBER 18, 2014

Respect the Gatekeeper Gatekeepers—receptionists, administrative assistants, and executive admins—are valuable to the executives whose time and energy they protect, but not to you, at least not until you’ve developed a relationship with them. A waste of your time. And who has time to waste? And certainly not when you cold call.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

No More Cold Calling

SEPTEMBER 7, 2017

Don’t let the corporate world gobble up all your energy and dull your creativity. You might be the best thinker and innovator, but if you look grubby, you’ll never get face time with clients … or with people more senior than you. Make time for yourself and people you care about. To be successful in sales, you’ll need plenty of both.

Account 224

Account Lead Rank Hiring Cost per Acquisition 224

No More Cold Calling

FEBRUARY 25, 2011

Writing a thank you note shows that you actually care enoug h to take the time and energy and focus to thank someone for their time. Thank You Notes Are Not Passé. Writing thank you notes is not old fashioned, or fuddy-duddy, or Luddite. Our world is fast paced. It’s connected, electronic, wireless, character-limited, and immediate.

Follow-up 225

Follow-up Wireless Referrals Social Media 225

No More Cold Calling

JUNE 30, 2016

They drain your energy, test your patience, and waste your time. These are the “pain in the ass” (PITA) prospects in your sales pipeline. And if you’re not careful, they could easily become PITA clients. PITA customers are never happy. They demoralize your entire sales team.

Referrals 136

Referrals Decision Maker Sales Qualified Lead Hiring 136

No More Cold Calling

OCTOBER 20, 2016

Even though a referral program is essential to a company’s marketing strategy, sales leaders discount the time, energy, and investment (yes, investment) that it takes to execute a referral program and clock repeatable, measurable referral results. The Practice Payoff for a Referral Program.

Referrals 120

Referrals Cold Calling B2B Follow-up 120

No More Cold Calling

FEBRUARY 26, 2015

Yet, while smart sales leaders talk a good game about wanting diverse teams that bring different skills, experiences, and perspectives to the table, most aren’t putting their energy and money into recruiting and retaining well-rounded sales forces.

Referrals 120

Referrals Cold Calling Small Business Small Business 120

No More Cold Calling

JANUARY 22, 2015

Don’t let the corporate world gobble up all your energy and dull your creativity. Yours are just as valid as the next person’s. Trust your intuition. Above all, make time for yourself and the people you care about. To be successful in sales, you’ll need plenty of both.

Cold Calling 120

Cold Calling Direct Mail Hiring Small Business 120

No More Cold Calling

APRIL 23, 2015

They people fail to recognize that they are not making a difference, and that their energies directed in some other way could produce real change. Many of the people born before you believe these tools are a way to spread fear and hate. They believe social networks are places to share their political opinions. You have a chance to do good.

Face-to-face 120

Face-to-face Cold Calling Tools Energy 120

No More Cold Calling

SEPTEMBER 3, 2015

Don’t let the corporate world gobble up all your energy and dull your creativity. You might be the best thinker and innovator, but if you look grubby, you’ll never get face time with clients…or with people more senior than you. Make time for yourself and people you care about. To be successful in sales, you’ll need plenty of both.

Cost per Acquisition 120

Cost per Acquisition Hiring Face-to-face Up-Sell 120

No More Cold Calling

JUNE 18, 2015

How much time and energy do you typically spend getting in front of the right people? But that’s the easy part, at least for sales pros with real expertise. The hard part is getting in front of the right people—prospects who want what you’re selling and who have the power to make deals happen.

Referrals 120

Referrals Cold Calling How To Call-back 120

No More Cold Calling

MARCH 19, 2015

The nature of the task doesn’t matter as much as the simple fact they’re willing to invest time and energy into learning more about what you offer. You could ask them to provide you with materials to review, to conduct research, or to survey their internal teams. And always, always, leave with another meeting scheduled.

Vendor 120

Vendor Proposal Small Business Small Business 120

No More Cold Calling

JANUARY 25, 2010

And who helps you decide where to put your energy? It’s overwhelming: Websites, email, LinkedIn, Facebook, Twitter… and this doesn’t include the RSS feeds, listserves, and virtual group conversations. How do you make sense of it all? To what do you pay attention? I’m willing to bet it’s a live person—a trusted friend, colleague, or mentor.

Face-to-face 191

Face-to-face Social Media Distribution Lead Generation 191

No More Cold Calling

SEPTEMBER 6, 2018

Sales leaders discount the time, energy, and investment (yes, investment) that it takes to execute the best referral programs and to clock repeatable, measurable referral results. It’s simply not something they’ll learn and adopt on their own.

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

No More Cold Calling

MAY 12, 2016

Let’s take a look at another way to give energy to a flat sentence: EXAMPLE: Our software can help users find files fast. GENERAL: Important tips for software marketers. SPECIFIC: Three tips for software marketers that can increase revenues by 25% or more ! Wouldn’t it be better to liven things up a bit?

Lead Generation 120

Lead Generation Leads Marketing Qualified Lead Cold Calling 120

No More Cold Calling

JUNE 23, 2019

Writing a thank-you note shows that you actually care enough to take the time and energy to find a card, an envelope, and a stamp. You can make a call or send an email to express your gratitude, but my favorite method is still a handwritten note. It also makes your message stand out. People receive so few handwritten notes today.

Referrals 297

Referrals Scale How To Lead Rank 297

No More Cold Calling

JUNE 23, 2019

Writing a thank-you note shows that you actually care enough to take the time and energy to find a card, an envelope, and a stamp. You can make a call or send an email to express your gratitude, but my favorite method is still a handwritten note. It also makes your message stand out. People receive so few handwritten notes today.

Referrals 228

Referrals Scale How To Lead Rank 228

No More Cold Calling

OCTOBER 23, 2014

Interruption marketing is a poor use of time, energy, and resources. The heart of permission marketing is this: Leads should be acquired and nurtured with permission in mind (by opting in, for example) and not through interruption (e.g., cold calling, pop-up ads, spam emails).

Cold Calling 312

Cold Calling Marketing Small Business Small Business 312