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.

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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.

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Account Referrals Cold Calling Ideal Customer Profile 287

No More Cold Calling

AUGUST 6, 2015

Many salespeople—even sales veterans—still experience call reluctance, especially when asking for referrals. Write an email with “ Referrals no longer a priority?” Referral Selling Feels Even More Personal The best scenario is when you’ve been introduced by people your prospects know and trust. But Sam isn’t alone.

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No More Cold Calling

JULY 14, 2015

The problem was that sales management had their heads in the sand. So, they neglected the strategies, sales metrics , and processes that could have kept their businesses strong, or at least afloat, when the going got rough. But there are also plenty of great sales managers who aren’t worried about their own sense of importance.

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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?”

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No More Cold Calling

JULY 2, 2015

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. PITAs hang out with other PITAs, so their referrals will be to other demanding, stingy people. Ask your current Ideal Clients for referrals. No questions asked.

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Referrals Ideal Customer Profile Engineering Energy 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. I asked my client how the sales reps prepared. ” Was their sales manager clueless, or what? You are now a true sales manager.

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Closing Sales Management Referrals Ideal Customer Profile 120

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.

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Sales Management Scale Cold Calling Referrals 120

No More Cold Calling

AUGUST 28, 2014

It’s not a sales secret; when you prospect through referrals, you’ll always connect. All you need is a referral introduction. Here’s how a referral introduction works: You ask a colleague or client (your Referral Source) to introduce you to a prospect with whom that person has a trusted relationship.

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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. Sending too much information to your Referral Sources also slows you down. When people offer you referrals, find out what they need from you. Let your Referral Sources lead the way.

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Referrals Sales Qualified Lead Cold Calling Small Business 286

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. 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. Nurture your network or lose it.

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Social Media Cold Calling Referrals Face-to-face 281

No More Cold Calling

OCTOBER 7, 2014

Growing Your Referral Network. Your networking prowess is critical for sales effectiveness. Every new person with whom you connect is a potential client or Referral Source. As a sales professional, you’re already good at all that. Thankfully, there are plenty of opportunities to develop and manage your referral network.

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Meeting Social Media Referrals Fashion 240

No More Cold Calling

OCTOBER 14, 2014

Break Free from Failed Selling Strategies It’s common sense that annoying strangers who never expressed any interest in hearing your sales pitch is a waste of time. Yet far too many sales pros are still doing it, usually because their sales managers demand it. But cold calling doesn’t work.

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Cold Calling How To Referrals Small Business 265

No More Cold Calling

SEPTEMBER 11, 2014

A Brit writes to me on social media and wants to discuss referral selling. We talk on Skype the next morning, and he introduces me to an entrepreneur who wants to learn about referrals. Referral-based selling requires strong relationships. Why would your Referral Sources be any different?

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Social Media Skype Referrals Media 264

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.

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Cold Calling Account Decision Maker Referrals 222

No More Cold Calling

JANUARY 2, 2014

I Googled “New Year’s Resolutions” and got nearly 45 million results.). Set your customer and sales goals for each quarter and for the year. 1 Goal: Referrals. The most critical element of your sales plan is the referral-selling goal. What referral-selling goals have you set for your team in 2014?

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Referrals Small Business Small Business Enterprise 240

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.

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Gatekeeper Cold Calling Telemarketing Referrals 303

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.)

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Networking Referrals Small Business Small Business 273

No More Cold Calling

MARCH 10, 2016

Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. .” ” Does that mean everything else your sales reps have been saying is dishonest ? Instead, sales reps should say what they mean, and if it “goes without saying,” don’t say it.

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Sales Management Cold Calling Fashion Call-back 120

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.

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Hiring Sales Management Training Lead Gen 62

No More Cold Calling

DECEMBER 4, 2014

Other people don’t spend much time worrying about how to grow our businesses : We often assume our clients, friends, and business associates know we want more clients and would appreciate their referrals. They usually don’t believe I could build a successful company solely on referrals. People ask me how I get new business.

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Sales Qualified Lead Ideal Customer Profile Referrals Small Business 275

No More Cold Calling

MAY 13, 2014

Text messages with truncated words or 140-character Twitter posts are not the kind of meaningful, effective dialogue that increases sales conversions or gets you referrals. While your competitors are wasting time tweeting, you’ll be talking to people who matter, increasing sales referrals , and sealing deals.

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Twitter Referrals Cold Calling Small Business 250

No More Cold Calling

NOVEMBER 6, 2014

Or you can make the connections you already have stronger—a strategy that’s much more likely to grow your referral network and fill your sales pipeline with hot leads. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. See you there!

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Webinar Metrics Networking Cold Calling Social Selling 235

No More Cold Calling

SEPTEMBER 2, 2014

PITAs hang out with other PITAs, so their referrals will be to other demanding, stingy people. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' Connect with No More Cold Calling.

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Referrals Case Study Energy Margin 274

Steven Rosen

APRIL 3, 2018

Sales leaders are responsible for meeting the company’s revenue objectives. Performance improvements in sales executives and sales managers have a direct impact on revenue and profitability. As such, investing in developing sales leaders has the greatest ROI of any group of leaders in an organization.

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Sales Coaching Coaching Hiring Face-to-face 320

No More Cold Calling

JANUARY 16, 2014

By focusing on the sales activities that matter—talking to your clients, building your referral network, and asking for referral introductions. Check out the latest from No More Cold Calling for referral-selling practices that will save you time and money, and fill your pipeline for 2014 and beyond: No Toys at the Table.

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Referrals Cold Calling eBook Small Business 224

No More Cold Calling

OCTOBER 21, 2014

And if we’re really good, their referrals will keep our sales pipelines full of hearty leads. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business'

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Networking Cold Calling Small Business Small Business 294

No More Cold Calling

MAY 20, 2014

Bottom line: Relationships still power sales. That’s why selling by referral gets better results than any other business-development method that exists, with a conversion rate of more than 50 percent. Get those referral introductions! Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

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B2C B2B Enterprise Enterprise 237

No More Cold Calling

NOVEMBER 20, 2014

I couldn’t believe I was the second most endorsed person in my LinkedIn network for referrals. I’ve written many colleagues asking them to endorse me for referrals. If you think I’m tops for referrals, please endorse me for that skill on LinkedIn. I’ve never proactively asked for endorsements.

Social Media 286

Social Media Media Referrals Social Selling 286

No More Cold Calling

MARCH 17, 2015

A new ebook from InsideSales.com tells how to turn cold calls into hot leads with referral selling. Well, you could —if only your manager would let you. What salespeople—and sales managers— need to understand is that calls are either hot or cold. Build an effective referral system in three simple steps.

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Inside Sales Cold Calling Wireless Decision Maker 120

No More Cold Calling

NOVEMBER 11, 2014

That’s why all the sales and marketing automation tools in the world will never replace the power of a knowledgeable, experienced salesperson with a great referral network. Don’t forget that technology is only a tool and that our greatest sales asset is—and always will be—ourselves.

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Cold Calling Small Business Small Business Enterprise 277

Score More Sales

NOVEMBER 14, 2014

Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World.

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LinkedIn Referrals Buying Cycle Up-Sell 247

Nutshell

MARCH 25, 2024

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? Get 70+ expert strategies for sales management success in our Sales Manager’s Survival Guide.

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Positioning Customer Churn Face-to-face 127

No More Cold Calling

AUGUST 26, 2014

And considering relationships are the key to referral-based selling, nurturing your network is always time well spent. 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. No More Cold Calling Poll.

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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.

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Commence Face-to-face Small Business Small Business 233

No More Cold Calling

OCTOBER 22, 2015

When you get referrals, you get meetings with one call. I’ve heard it takes at least seven to 10 touches for sales teams who cold call and cold email prospects to connect with decision-makers. Sales managers don’t hold their teams accountable for the depth of the relationships they build or the referrals they receive.

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Cold Calling Decision Maker Referrals Wireless 120

No More Cold Calling

APRIL 2, 2015

What’s the most powerful sales tool at your disposal? LinkedIn, Twitter, Salesforce, Google+ … I could go on and on. Each of these social apps and online platforms promises a killer feature that will streamline the sales process and make us all rich. That app is referral selling. But you can’t sell by referral online.

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