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. That’s when your sales process really accelerates. Comment Here.

Referrals 286

Referrals Sales Qualified Lead Cold Calling Small Business 286

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.

Sales Management 120

Sales Management Hiring Referrals Conference 120

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!

Sales Management 120

Sales Management Cold Calling Fashion Call-back 120

No More Cold Calling

JULY 29, 2014

So when and where is the best time to make a sales pitch? Save it for when your prospects genuinely like and trust you, because strangers on social media couldn’t care less. Sales is still about people buying from people. To increase sales effectiveness, we must make connections that matter. Your mother was right.

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

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 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.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

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.

Small Business 286

Small Business Small Business Cold Calling Enterprise 286

BrainShark

MAY 2, 2024

A sales rep Scorecard is a report that tracks key performance indicators about members of your sales team. It’s used by enablement and sales managers to track and improve the performance of their sales reps by surfacing gaps in training and areas where they’re struggling or succeeding.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank SalesForce Inbound 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.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

No More Cold Calling

NOVEMBER 6, 2013

If the executive chairman of Google can do it, so can you. As executive chairman of Google, Eric Schmidt is often invited to deliver commencement speeches at college graduations. Technology provides all sorts of ways to connect with clients, prospects, and referral sources. Turn off the technology. Stop Typing. Still true?

Commence 233

Commence Face-to-face Small Business Small Business 233

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. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Instead have a real business conversation.

Decision Maker 292

Decision Maker Small Business Small Business Cold Calling 292

No More Cold Calling

OCTOBER 22, 2013

Now, with a quick Google search and a little time on our websites and social media, they can learn all about us. In fact, 86 percent of business buyers engage in research independent of the sales cycle. When prospects come to us, they have problems that need to be solved —pain that needs addressing. is very good at homework.

Buyer 271

Buyer Face-to-face Social Media Small Business 271

No More Cold Calling

JANUARY 2, 2014

I Googled “New Year’s Resolutions” and got nearly 45 million results.). The most critical element of your sales plan is the referral-selling goal. Even more exciting, with referral selling , you’ll reduce your cost of sales and shorten the time it takes to obtain new clients. Now, that makes for a happy, productive new year!

Referrals 240

Referrals Small Business Small Business Enterprise 240

No More Cold Calling

MAY 13, 2014

While your competitors are wasting time tweeting, you’ll be talking to people who matter, increasing sales referrals , and sealing deals. 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.

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. Assuming is dangerous because it makes us lazy about increasing sales pipelines. Don’t let assumptions cause your sales pipeline to dry up. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

Sales Qualified Lead 275

Sales Qualified Lead Ideal Customer Profile Referrals Small Business 275

No More Cold Calling

JANUARY 30, 2014

A prospect recently left a voicemail for me and stated his phone number so quickly that I had to listen to the message three times from two different phones. Sure, I could probably find the number on the corporate website or via Google. You can follow Brian on Twitter @RemarkMarketing or Google+ , and view his background on LinkedIn.

Eloqua 240

Eloqua Face-to-face Vendor Channels 240

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.

Social Media 281

Social Media Cold Calling Referrals Face-to-face 281

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.

Buyer 277

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'

Cold Calling 280

Cold Calling Call-back Small Business Small Business 280

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

Allego

JANUARY 11, 2024

The store is available to ChatGPT Plus and Enterprise users. To help you out, I did the work for you and found some of the top GPTs for sales professionals. Below you’ll find GPTs for sales coaching, sales content, sales leadership, sales management, and sales strategy.

Ideal Customer Profile 71

Ideal Customer Profile Customer Social Media Negotiation 71

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

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

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

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?

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

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.

Inside Sales 120

Inside Sales Cold Calling Wireless Decision Maker 120

No More Cold Calling

OCTOBER 29, 2013

Whether they want a new accountant, a builder, a marketing firm, a lawyer, a technology solution, or a new bank, most people don’t pick one at random via Google. Adopt the only sales strategy where you get meetings at the level that counts and arrive pre-sold, having already earned trust and credibility. It’s called referral selling.

Referrals 159

Referrals Decision Maker Social Media Small Business 159

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.

Referrals 120

Referrals Energy Social Selling Proposal 120

No More Cold Calling

MAY 19, 2015

The Death of Small Talk When it comes to research, social media is the best thing that’s ever happened to sales. With a few clicks of a button, we learn all about our prospects—both personally and professionally. Want prospects to like you? Small talk, then, becomes something much deeper.

Social Media 120

Social Media Prospecting Sports SAP 120

No More Cold Calling

NOVEMBER 21, 2013

The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. To learn all about the role of technology and referrals in sales, get your copy of my new book: Pick Up the Damn Phone!: When prospects come to us, they have problems that need to be solved—pain that needs addressing.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Hubspot Sales

MAY 30, 2023

Generative AI can help sales teams sell by gathering intelligence and creating outputs that save time and personalize prospect communications. Seventy percent of companies using AI report that adoption has increased their marketing and sales revenue, while 28% say it’s decreased costs. Prospect outreach (16%).

Lead Rank 109

Lead Rank Hubspot Microsoft Lead Scoring 109

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.

Sage 120

Sage Oracle Social Media How To 120

MEDDIC

MAY 5, 2020

In just 2 years of existence, MEDDIC Academy has trained thousands of Sales Executives, and is expanding now with a 3 digits growth rate. We sell SALES TRAINING; online courses and in-person sessions. We have trained prestigious tech sales forces: Google Cloud, Oracle, Salesforce, Microsoft, AWS, as well as fast growing startups.

Hiring 52

Hiring Inside Sales B2B Oracle 52

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. To have a sales strategy you can execute, it must follow a structured path. Steve is a VP of The Americas of a large enterprise software company.

Compensation 325

Compensation Social Media Incentives Incentive 325

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.”

Hiring 120

Hiring eBook Small Business Small Business 120