No More Cold Calling

JULY 14, 2015

No one had time to prospect, because they couldn’t keep up with the business coming in every day. The problem was that sales management had their heads in the sand. Leadership and Management—You Can’t Have One without the Other There’s an important distinction between sales management and sales leadership.

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No More Cold Calling

MARCH 10, 2016

So while the Internet has enabled us to connect with more prospects than ever before, it’s also ruining our ability to do so effectively. Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. Come on, salespeople are smarter than that!

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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?

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No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. Unless you address the broken links in your prospecting system , your sales reps will continue to struggle. That’s just the symptom.

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No More Cold Calling

OCTOBER 2, 2014

Yes, technology lets us do many things better and faster, but for some tasks, the old-school ways still work best, especially in sales. When it comes to communicating with clients and prospects, there’s simply no gadget, gizmo, or. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

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Janek Performance Group

JANUARY 23, 2023

The new year is upon us, and this year looks to be anything but easy for telecom sales. 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 means, they want innovation but must be able to manage cost.

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Telecommunications Enterprise Enterprise Decision Maker 62

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' That''s my. Click To Tweet - Powered By CoSchedule.

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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.

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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. But it doesn’t mean the death of your sale. Does this sound familiar?

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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.

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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.

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No More Cold Calling

DECEMBER 4, 2014

Because a person visited a tradeshow booth, she’s a prospect. Assuming is dangerous because it makes us lazy about increasing sales pipelines. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Because someone downloaded a whitepaper , we should call him.

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Sales Qualified Lead Ideal Customer Profile Referrals Small Business 275

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. But it is not the place for a sales pitch. If you’re sending sales offerings to strangers on social media, you’re pretty much cold calling. Click To Tweet - Powered By CoSchedule.

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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' Comment Here.

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Buyer Social Media Small Business Small Business 277

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. In fact, 86 percent of business buyers engage in research independent of the sales cycle. Associations Enterprise Sales Management Salespeople Small Business'

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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.”

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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.

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No More Cold Calling

APRIL 17, 2014

But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates. The same is true in sales management.

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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. Personal connections couldn’t be more important in sales.

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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. Dump the Script We’ve all had to make calls from a script at some point in our sales career.

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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.

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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. What Does Your Sales Future Look Like?

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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.”

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No More Cold Calling

MARCH 17, 2015

If only you weren’t graded on the number of dials you made or restricted from spending too much time on the phone with a prospect. What salespeople—and sales managers— need to understand is that calls are either hot or cold. Hot : You’ve been introduced by someone your prospect knows and trusts.

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Zoominfo

SEPTEMBER 25, 2018

Whether you’re just getting started in your sales career or you’re a seasoned veteran, this podcast is designed to help take you to the next level. You’ll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Listen here.

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No More Cold Calling

DECEMBER 19, 2013

Now is the perfect time to follow up with your clients, prospects, and Referral Sources. Mark Hunter and Andy Paul revealed that 40 to 80 percent of sales leads are never followed up on. for a couple of months now, I also recently published a free eBook, “ Facebook and Face Time Matter: The Role of Technology in Sales.”

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No More Cold Calling

JANUARY 20, 2015

You’ve still got to prospect. This is especially true if you’ve been so busy closing deals that you lost focus on the business development part of your career, and your sales pipeline has dried up. While we were so very busy, we didn’t make time to prospect. As a sales professional, you make dozens of decisions daily.

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No More Cold Calling

JANUARY 27, 2015

If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted. And if you’re sending mass emails to your prospects, the decision to delete you is easier than ever. Your prospects don’t want to hear your generic sales pitch. Every day more than 20 unsolicited emails come into my Inbox.

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Sales Hacker

FEBRUARY 2, 2021

Be sure to understand the context in which you apply these in your overall sales lifecycle. Prospecting. It’s considered the foundation of every sales process. Sales prospecting is to find qualified leads that are close to being ready to buy the advertised business or service. Preparation. Presentation.

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No More Cold Calling

FEBRUARY 12, 2015

There’s so much information to aggregate, assimilate, and contextualize in order to be relevant to our prospects and clients. Between mobile, social, and big data, the sheer volume of information we handle on a daily basis is more than human beings had to manage even a few years ago. Do the math.”

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No More Cold Calling

MARCH 12, 2015

Here’s how to implement real change in your sales organization. Why do so many salespeople refuse to learn new prospecting strategies or to change sales tactics that aren’t working? Referral Selling: A Change Worth Making Sales leaders get comfortable too quickly when introducing new prospecting strategies.

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No More Cold Calling

FEBRUARY 24, 2015

Here are three lessons salespeople can learn from this failed attempt to connect: Strangers on social media don’t want to hear your sales pitch. Social media is a great tool for researching prospects and Referral Sources, and for positioning yourself as a thought leader. Prove you actually know how to use LinkedIn.

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Hubspot Sales

JANUARY 17, 2018

Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows. The Sales Podcast. In the Arena.

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Scale Sage Lead Rank Lead Scoring 145

No More Cold Calling

APRIL 7, 2015

Salespeople today are wise enough to know the value of relationships—with prospects, clients, and Referral Sources. This presents new opportunities to reach prospects and clients around the world , but it also creates new challenges. Associations Enterprise Sales Management Salespeople Small Business'

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No More Cold Calling

MARCH 31, 2015

Rush, rush, rush … keep those leads coming in … drip, drip, drip … nurture prospects and accelerate the buying process. Then marketing complains that sales won’t accept their leads, while sales moans that marketing leads aren’t qualified (which is true, because cold leads generally suck). Sound familiar?

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No More Cold Calling

APRIL 9, 2015

Thanks for helping out another team member, thanks for asking insightful questions, thanks for scoring a meeting with a prime prospect, thanks for representing our company well, and thanks for bringing in a new deal. Sales has always been a “sink or swim” profession, so it’s not surprising how many reps end up drowning. Yes, thanks.

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MarketJoy

SEPTEMBER 18, 2020

Behind every successful enterprise and product is the unquenchable thirst of an always active sales team. Creation of Customer Relationship Management databases helps in keeping tabs on leads, prospects, and current consumers of the company ( Zoho ). Sales is an art that takes a lot of time and effort to master.

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