A Sales Guy

JULY 25, 2014

Unfortunately, this is where many salespeople drop the ball, losing additional opportunities and referrals as a result. Since it is clearly much easier to sell customers who have already bought from you, it is always in your best interest to master the critical elements of the subtle art of follow-up. Sales Executive.

Follow-up 137

Follow-up Referrals Commission Up-Sell 137

No More Cold Calling

APRIL 4, 2013

Is training your sales team a waste of time and money? Did you know that adults forget 87 percent of what they learn without follow-up or reinforcement? Sales training is not an event; it’s a behavioral change. Managers hold you to the same sales activities as before. Quite possibly. What’s the Problem?

Sales Management 265

Sales Management Referrals Small Business Small Business 265

No More Cold Calling

JULY 30, 2015

Too Busy to Get Referrals? If salespeople don’t stay in touch with prospects and referral sources, they won’t be able to keep hot new leads coming in. cold calling people they don’t know), so they focus on the deals that are currently in their pipelines and dream up every possible excuse for not picking up the phone.

Referrals 120

Referrals Hiring Cold Calling Call-back 120

No More Cold Calling

AUGUST 25, 2015

Sure, referral leads are top-notch, but they don’t just appear. A high NPS is certainly a good start, but without follow-up, it amounts to nothing but bragging rights. If You Don’t Ask, You Won’t Get The misconception is that customers who score us highly will automatically send us referral leads.

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

No More Cold Calling

AUGUST 27, 2015

All September posts will focus on women in sales. In the meantime, learn more about referral selling in this month’s posts: Don’t Confuse “Target Market” with “Ideal Client” It’s not marketing’s job to identify and nurture your ideal clients, or to convert them into qualified prospects. That’s the job of sales people.

Referrals 120

Referrals Cold Calling Lead Rank Lead Scoring 120

No More Cold Calling

JULY 16, 2015

The fortune is in your follow-up. To keep your pipeline full of hot prospects and referral leads , make your own luck. By following up on business opportunities and staying in touch with your referral networks. How could salespeople pass up opportunities to sell? Sometimes we get lucky. Unbelievable!

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

No More Cold Calling

JUNE 18, 2015

Enter the world of referral selling. You’ll discover how to get more referrals—and seal more deals—all while working less. Once you experience the success of a referral-prospecting strategy, there’s no turning back. Once you experience the success of a referral-prospecting strategy, there’s no turning back.

Referrals 120

Referrals Cold Calling How To Call-back 120

No More Cold Calling

MARCH 26, 2015

Do you know what it takes to build a business based on referrals? Do you know how to ask for referrals in a way that gets results? Or how to nurture your network so referrals keep pouring in? I’m doing some referral research and need your help. Please take my 14-question Referral I.Q. Take the Referral I.Q.

Referrals 120

Referrals Cold Calling Commission Call-back 120

Understanding the Sales Force

JUNE 20, 2023

I couldn’t hear the noisy motor – at all – and with my music was blasting I worked for such a long period of time that I at up an entire 10-foot spool of trimmer line, and drained 4 batteries. Sales Leaders at nearly every company complain about lack of new business. It’s almost too easy. This is brainless!

Motivation 156

Motivation Pipeline Hiring How To 156

No More Cold Calling

AUGUST 6, 2015

Even warm opportunities I’m following up on create anxiety.” ” I was a little surprised to receive this email from Sam, a sales and marketing pro with years of experience. Many salespeople—even sales veterans—still experience call reluctance, especially when asking for referrals. But Sam isn’t alone.

Referrals 120

Referrals Cold Calling Call-back Follow-up 120

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. Follow-up consisted of a series of emails that promoted products, didn’t address the client’s unique concerns, and had no calls to action.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

Sales 2.0

OCTOBER 25, 2021

In recent times sales reps have switched to email prospecting logically reasoning that the increased volume of messaging from email will generate more leads, unfortunately, email conversion rates have dropped below 0.1% Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person.

Territories 396

Territories Compensation Scale Decision Maker 396

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. Unless sales leaders get out of their own way, they will get hit in the head again. And that is exactly the type of leader/manager I’d want to work for.

Sales Management 120

Sales Management Hiring Referrals Conference 120

No More Cold Calling

OCTOBER 15, 2015

Don’t alienate your social networks by asking for referrals the wrong way. Or worse yet, to ask for referrals? Worse yet, perhaps they plan to spam me with sales pitches that are just as impersonal as their attempts to connect. And neither are your prospects, customers, or referral sources. Where’s the “hello?”

Referrals 120

Referrals LinkedIn Social Media Ideal Customer Profile 120

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Hubspot Sales

DECEMBER 30, 2020

If sales is a journey, your strategic plan is the roadmap you'll provide your team to help them reach their destination. It is one of the most important activities you will ever do as a sales manager because, without it, your sales team will have no direction and no instruction manual to follow in order to achieve their targets.

Sales Management 111

Sales Management Hiring Buyer Persona Exercises 111

No More Cold Calling

OCTOBER 1, 2015

Pack your pipeline with nothing but hot referral leads. I received a referral introduction from his trusted friend and advisor. That’s the beauty of referral selling. When you get referrals, you: Bypass the gatekeeper and score meetings with decision-makers every time. The business case for referrals is loud and clear.

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

No More Cold Calling

JULY 2, 2015

When you cast a wide net, you end up catching PITAs. When we work with our Ideal Clients, our sales time collapses, productivity soars, deals are larger, and they help us get referrals to others like themselves. Your team will consider mutiny, but be too exhausted, frustrated, and demoralized to follow through with it.

Referrals 120

Referrals Ideal Customer Profile Engineering Energy 120

Pipeliner

DECEMBER 31, 2017

Perhaps they: Depended on marketing to send them qualified sales leads. Didn’t follow up with the leads they had. Weren’t coached by their sales managers. Making quota means that account based sales reps must take responsibility for generating their own qualified sales leads and for having conversations that count.

Referrals 75

Referrals Sales Qualified Lead Cold Calling Social Media 75

No More Cold Calling

FEBRUARY 11, 2016

But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s similar to the conversations most sales reps have with prospects. Sales management: Listen up. It’s your sales team’s expertise in defining and communicating prospects’ problems.

Sales Management 120

Sales Management Scale Cold Calling Referrals 120

Jeffrey Gitomer

FEBRUARY 18, 2011

Relationships and Referrals | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. They go through the same old crapola, of prospect , the point, present, close, follow-up! That sales strategy is going to get you nowhere; oh it will get you somewhere, another job. Get Sales Blog Updates.

Referrals 206

Referrals Hiring Social Media Loyalty 206

No More Cold Calling

OCTOBER 25, 2013

Book four breakfasts and five lunches each week, and watch your sales soar. As a smart, strategic sales professional, you know full well the value of building and maintaining a strong network of clients and referral sources. It’s also the reason you can’t afford to neglect your referral sources. Don’t Forget to Follow Up.

Networking 270

Networking Referrals Decision Maker Small Business 270

Sales Training Connection

JUNE 11, 2012

We were recently talking with some sales managers about helping their teams build their book of business. While the managers noted that some prospects come from corporate marketing campaigns, several remarked their sales people were not personally doing a good job developing referrals and they needed to.

Referrals 115

Referrals Sales Qualified Lead Campaigns Sales Cycle 115

criteria for success

NOVEMBER 17, 2021

Finding more leads for growing sales can be one of the most frustrating parts of a job for sales managers and salespeople. Get ahead of this year's holiday slump by employing the following sales growth tips. 5 Tips for Growing Sales. Referrals are the best source of new sales leads.

Referrals 97

Referrals Networking Lead Rank Lead Scoring 97

Marc Wayshak

MAY 25, 2022

If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. One of the most common questions I get from sales managers is, “How can I make some small changes that will allow my sales team to sell significantly more?”. Scalable offering.

Hiring 62

Hiring Sales Management Training Lead Gen 62

Understanding the Sales Force

JULY 7, 2014

Understanding the Sales Force by Dave Kurlan N ot too long ago, before the advent of Social Selling, if a salesperson needed to add new opportunities to the pipeline there were basically two options: Make Cold Calls; or. Call Existing Customers for Referrals and Introductions. I know all the statistics about lead follow up.

Leads 282

Leads Marketing Qualified Lead Cold Calling Referrals 282

SalesFuel

MARCH 11, 2024

While referrals have always been important, they’re even more vital today. “… Buyers turn to their networks before vendors for information, [so] building relationships with your customers is essential,” Gonzalez explains. Unfortunately, despite their importance, many sellers aren’t reaping the benefits of referrals.

Buyer 52

Buyer Referrals Hiring Decision Maker 52

No More Cold Calling

DECEMBER 18, 2014

When you have a referral introduction, there’s no need to dupe the gatekeeper. When you receive referral introductions from people your prospects know and trust, they (and their gatekeepers) will happily take your call. Consider the opposite sales approach. When you receive a referral, you don’t need a script.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

criteria for success

SEPTEMBER 9, 2022

This action plan puts your sales reps on the right track to ensure proper prospecting practices. Sales conversations. How to Create a Sales Prospecting Action Plan. We recommend that salespeople, sales managers, and anyone else in a selling capacity create a Prospecting Action Plan every month. Networking.

Prospecting 97

Prospecting How To Sales Qualified Lead Face-to-face 97

No More Cold Calling

AUGUST 28, 2014

They’re expecting someone to pick up the phone and actually listen. It’s not a sales secret; when you prospect through referrals, you’ll always connect. All you need is a referral introduction. Your Referral Source talks to (or emails) your prospect and gets agreement to meet with you. Put in a Little Effort.

Call-back 282

Call-back Prospecting Cold Calling Referrals 282

No More Cold Calling

AUGUST 5, 2014

By the end of the call, I felt confident enough in his sales ability and product to offer him a referral to one of my contacts. Speed Up the Sale, Don’t Slow it Down. Sending too much information to your Referral Sources also slows you down. When people offer you referrals, find out what they need from you.

Referrals 286

Referrals Sales Qualified Lead Cold Calling Small Business 286

No More Cold Calling

JANUARY 9, 2014

Woody Allen said that 80 percent of success is showing up. We show up a lot differently today than when he made that quip. We show up in person and online. From friends and acquaintances to potential customers and referrals, there are plenty of moving pieces when it comes to managing our online relationships.

Referrals 225

Referrals Small Business Small Business Scale 225

No More Cold Calling

SEPTEMBER 23, 2014

The people who drop off the face of the earth until they need a referral or want an introduction to someone in your network. It’s easy to get so caught up in developing new relationships that we forget about the existing ones, at least until we need something from them. It’s easy to get so caught up in developing new.

Social Media 281

Social Media Cold Calling Referrals Face-to-face 281

No More Cold Calling

OCTOBER 7, 2014

As Woody Allen famously said, “Eighty percent of success is showing up.” Showing up counts—in life and in sales. We show up in many different ways—online, offline, at work, with family, with friends, and when volunteering. Showing up means you become involved. Growing Your Referral Network.

Meeting 240

Meeting Social Media Referrals Fashion 240

No More Cold Calling

JANUARY 5, 2017

So, why are account-based sellers wasting time with cold calling and marketing-generated leads when referral introductions could get them the one-call meeting ? Sales reps often tell me they’re not cold calling. Their KPIs are transactional , so their teams’ sales activities are also transactional. There is no in-between.

Cold Calling 222

Cold Calling Account Decision Maker Referrals 222

No More Cold Calling

DECEMBER 11, 2014

Otherwise you probably wouldn’t be in sales. Plus, the connections you make during this festive time of year can help you grow your referral network and fill your sales pipeline in 2015. Of course, since relationships are the key to referrals, building new ones definitely pays off in the long run.)

Networking 273

Networking Referrals Small Business Small Business 273

Nutshell

MARCH 25, 2024

They should also have the chance to ask questions and enlist your help to get them set up. Increased referrals: Happy clients are typically loyal but often become brand advocates, too. That means more word-of-mouth referrals, more customers, and more revenue. DOWNLOAD Ready to become a better sales leader? Find out here.

Positioning 127

Positioning Customer Churn Face-to-face 127