Janek Performance Group

JANUARY 23, 2023

It was rollercoaster of a year last year for enterprise sales: It’s not how we start in January but how we finish in December that counts. This article explores how enterprise telecom sales reps can organize their next 90 days to make an impact and deliver on quota. Every enterprise began the year with ambitious goals.

Telecommunications 62

Telecommunications Enterprise Enterprise Decision Maker 62

No More Cold Calling

JULY 29, 2014

Save it for when your prospects genuinely like and trust you, because strangers on social media couldn’t care less. On Facebook alone, there are over 15 million businesses trying to push a message to social media users. Use it to research your prospects so you can have richer dialogues—online and off. Your mother was right.

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

BuzzBoard

JANUARY 23, 2024

The basics of prospecting games teach that small businesses and local enterprises have unique needs and constraints, making it essential for digital marketers and sellers to hone their skills in identifying the right prospects and hooking them in by delivering personalized solutions.

Paid Content 52

Paid Content Small Business Small Business Strategy 52

Sales Evangelist

JANUARY 25, 2021

Not all deals come to a close, so when a deal doesn’t close, how long should you wait before re-engaging the prospect? Re-engaging the prospects David is a big fan of value selling. Value selling is part of the training that enterprise sellers can go through. David Perry speaks in length about closing in today’s episode.

Prospecting 59

Prospecting Closing Google Call-back 59

No More Cold Calling

AUGUST 5, 2014

Software salespeople, in particular, love to give demos, thinking if someone agrees to a demo, the prospect is qualified and can go into the CRM as a lead. A prospect is not a lead until you speak with that person and ask your qualifying questions. How do you make life easier for your prospects and Referral Sources?

Referrals 286

Referrals Sales Qualified Lead Cold Calling Small Business 286

No More Cold Calling

OCTOBER 21, 2014

Or you can close the laptop and actually talk to colleagues, prospects, and clients. Get out there and actually get to know your prospects. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Relationships matter, and trust is the foundation. We all are.

Networking 294

Networking Cold Calling Small Business Small Business 294

Hubspot Sales

SEPTEMBER 8, 2023

With softphones, you can call a client, prospect, customer, or colleague from anywhere, as long as you have internet service, a microphone, and a speaker. Source Once you press the call button, VoIP services , like Facebook Messenger and WhatsApp’s calling features, convert your voice into a digital signal that travels across the Internet.

Enterprise 94

Enterprise Enterprise Software Software 94

No More Cold Calling

MARCH 4, 2014

What do you do when prospects aren’t ready to move forward? You connect with a hot prospect, have several conversations, forge a solid relationship, identify next steps, and even schedule a specific time to talk. Radio silence: You know, when a prospect doesn’t call you back or return your emails. Does this sound familiar?

Call-back 274

Call-back Small Business Small Business Cold Calling 274

No More Cold Calling

AUGUST 14, 2014

With referral selling, the hard part is over before you ever speak to prospects. asked Jim, my prospect. At this point, my prospect hadn’t met me or read my book, and hadn’t seen anything other than my website. You don’t have to sell yourself to referred prospects; someone else has already done that for you.

Referrals 285

Referrals Cold Calling Conference Small Business 285

No More Cold Calling

OCTOBER 14, 2014

You and I both know deals get done when you build a relationship with your prospect—when you have conversations, exchange ideas, and educate your buyer on the business impact of your solution. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Hear, hear!

Cold Calling 265

Cold Calling How To Referrals Small Business 265

Hubspot Sales

FEBRUARY 15, 2019

Wouldn't it be great if your sales team could connect with prospects in a similar way? And this information can be used to convert prospects to customers and inform business decisions across departments (i.e., Price : Starter, $16/month per seat; Team, $33/month per seat; Business, $50/month per seat; Enterprise, $149/month per seat.

Software 138

Software Software Tools Hubspot 138

No More Cold Calling

OCTOBER 2, 2014

When it comes to communicating with clients and prospects—building the kind of relationships that increase sales and revenue—there’s simply no gadget, gizmo, or automated process that can replace the power of a real human connection. When it comes to communicating with clients and prospects, there’s simply no gadget, gizmo, or.

Small Business 286

Small Business Small Business Cold Calling Enterprise 286

No More Cold Calling

MAY 19, 2015

One of my team members tells me there are at least a dozen people on Facebook who share both her first and last name. Unfortunately, social selling is usually misunderstood as navigating the sales process using only tools like Twitter, Linkedin, or Facebook. Want prospects to like you?

Social Media 120

Social Media Prospecting Sports SAP 120

No More Cold Calling

JULY 8, 2014

If you just take their advice, you’ll have prospects lining up to work with you. Social selling is a great way to expedite the first few important steps in prospecting—researching potential clients and identifying Referral Sources. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

Referrals 266

Referrals Social Selling Guarantee Twitter 266

Zoominfo

MAY 20, 2021

A surprising stat: Email is 40 times more effective at acquiring new customers than Facebook or Twitter. You can engage prospects throughout the customer life cycle. At this stage, email is used to welcome new prospects at the beginning of the purchase journey who have filled out a form on your website. Stage 1: New Subscribers.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

No More Cold Calling

OCTOBER 1, 2015

Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results. Convert prospects into clients at least 50 percent of the time (usually more than 70 percent). Meet with hot prospects while your competitors are still figuring out how to get in. Is that how you want to spend your selling time?

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

No More Cold Calling

MAY 7, 2015

I know that feeling first-hand, and so does anyone who prospects through referrals. Our job gets even better with referral introductions from people our prospects know and trust. Think about the last time you contacted a referred prospect. “I want to purposefully attract the kind of clients where we can deliver our best work.”

Prospecting 120

Prospecting Referrals Ideal Customer Profile Decision Maker 120

No More Cold Calling

AUGUST 19, 2014

Selling by referral is the most personal prospecting strategy that exists. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' I will only refer you if I know you and trust you to take care of my contact as I would.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

No More Cold Calling

MARCH 18, 2014

However, when you have your eyes glued to a device, keeping up with what’s going on “out there,” you miss out on the people in front of you—your loved ones, colleagues, customers, and prospects. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Look at Me or Lose Out. Comment Here.

Customer 244

Customer Journal Sports Cold Calling 244

No More Cold Calling

SEPTEMBER 9, 2014

Don’t waste your prospects’ time with demos or put them to sleep with PowerPoint slides. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' They want to hear what it—and you—can do for their businesses.

Decision Maker 292

Decision Maker Small Business Small Business Cold Calling 292

No More Cold Calling

MAY 13, 2014

Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Share a story about a time when a meaningful conversation with a prospect helped you seal the deal. Associations Enterprise Sales Management Salespeople Small Business' Connect with No More Cold Calling. Comment Here.

Twitter 250

Twitter Referrals Cold Calling Small Business 250

No More Cold Calling

DECEMBER 4, 2014

Because a person visited a tradeshow booth, she’s a prospect. A prospect is not a lead until you speak with that person and ask your qualifying questions: Inquiries are not qualified leads, and neither are those coveted lists of names some companies still insist on buying. Because someone downloaded a whitepaper , we should call him.

Sales Qualified Lead 275

Sales Qualified Lead Ideal Customer Profile Referrals Small Business 275

No More Cold Calling

OCTOBER 9, 2014

It’s our job as smart, strategic sales pros to deliver value—real value—and we can only do that if we’ve invested time in researching our prospects. Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Because Buyer 2.0

Cold Calling 280

Cold Calling Call-back Small Business Small Business 280

No More Cold Calling

MARCH 20, 2014

You connect with a hot prospect, have several conversations, forge a solid relationship, identify next steps, and even schedule a specific time to talk. It’s frustrating and disappointing when a prospective deal goes from hot to radio silence. So, what do you do when prospects aren’t ready to move forward? Click here to listen.

Training 248

Training Hiring Referrals Enterprise 248

No More Cold Calling

SEPTEMBER 23, 2014

Social media is a great tool for researching prospects and Referral Sources, and for positioning yourself as a thought leader. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' Click To Tweet - Powered By CoSchedule.

Social Media 281

Social Media Cold Calling Referrals Face-to-face 281

Fill the Funnel

SEPTEMBER 21, 2012

You can now realize the benefits of a strong set of customer data like that available for larger companies including these: Increase Call Performance - Turn cold prospects into meaningful conversations. She was also able to learn if these businesses were using online advertising via Facebook or Groupon. ” Miles Austin. .

Small Business 113

Small Business Small Business Jigsaw Prospecting 113

No More Cold Calling

MAY 27, 2014

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. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' Be Willing to Walk Away.

Buyer 277

Buyer Social Media Small Business Small Business 277

No More Cold Calling

SEPTEMBER 30, 2014

What can we learn from our ancestors about connecting with prospects and clients? Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. . Associations Enterprise Sales Management Salespeople Small Business' A 27-year-old told me, “There’s nothing like meeting face to face.”

Wireless 274

Wireless Face-to-face Fashion Small Business 274

No More Cold Calling

MAY 19, 2016

Steve, a salesman with an enterprise company, invited me to connect on LinkedIn. Perhaps one of them has a brother who works at your prospect company. Connect with everyone you know on social media—clients, prospects, co-workers, former employees, friends, and other social acquaintances. Who are their next-door neighbors?

ACT 260

ACT Referrals Social Media Cold Calling 260

No More Cold Calling

SEPTEMBER 11, 2014

An Aussie reaches out to confirm his understanding of American prospecting practices. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' Social selling exposes your business to a world of opportunity.

Social Media 264

Social Media Skype Referrals Media 264

No More Cold Calling

DECEMBER 18, 2014

Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When you receive referral introductions from people your prospects know and trust, they (and their gatekeepers) will happily take your call. There is no other sales prospecting strategy that can claim these results. Think again.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

No More Cold Calling

JUNE 15, 2017

My prospect: Had a relationship with an existing vendor for basic sales training (When I asked why the buyer didn’t contract with this company, I was told their system didn’t have advanced capabilities.). Even though I lost this deal, I won the trust of my prospects—and earned the right to ask for referrals. You learn something.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

No More Cold Calling

FEBRUARY 11, 2014

Why do so many salespeople refuse to learn new prospecting strategies or to change tactics that aren’t working? Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Salespeople Small Business' Change your strategy and knock out your competition. Are you ready?

Referrals 221

Referrals Cold Calling Small Business Small Business 221

Vendor Neutral

JULY 30, 2021

Improving remote engagement experiences with prospects and customers. Derrick Williams, Tenbound Derrick has been scaling high-performance Inside Sales & Sales Development teams for more than 10-years for hyper-growth startups and Enterprise companies such as Verizon and Dell. Our Panelists.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

No More Cold Calling

AUGUST 12, 2014

Anthony Iannarino’s brilliant post When Was the Last Time You … poses some eye-opening questions: When was the last time you met with a brand new prospect face-to-face? Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. I’m not the only one spreading this message.

Face-to-face 266

Face-to-face Cold Calling Small Business Small Business 266

No More Cold Calling

APRIL 17, 2014

If you invite a prospect to connect on LinkedIn, you can check off your list that you’ve developed a relationship, right? Free Ebook: “Facebook and Face Time Matter: The Role of Technology in Sales”. Share on Facebook. Associations Enterprise Sales Management Salespeople Small Business' Not so fast. Share on Twitter.

Face-to-face 278

Face-to-face Social Media Oracle Hiring 278

No More Cold Calling

APRIL 27, 2017

In many large enterprises, sales teams don’t have access to senior decision-makers, just to the midlevel buyers with whom they work. They know the value your company delivers and can offer referrals to prospects who want to talk to your team. Who Are Your Most Valuable Clients? Connect with No More Cold Calling.

Account 185

Account Lead Rank Lead Scoring Decision Maker 185