No More Cold Calling

OCTOBER 1, 2021

Random group texts offering to sell you real estate, cheap prescription drugs, or oceanfront property in Arizona. Nonstop pitching via LinkedIn Invitations and comments. Invitations to events you know nothing about and would never attend. Text notifications you’ve received a fax (do they still exist?), a phone message, or a video.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

No More Cold Calling

DECEMBER 28, 2017

I still prefer interacting in smaller groups, but I’ve learned how to walk into a room of any size and engage people in conversation. Contrary to popular belief, that doesn’t mean I’m shy or afraid to talk to people. It simply means that I recharge by being alone, and I like to think about what I’m going to say before I speak.

Referrals 330

Referrals Negotiation Conference Sales Qualified Lead 330

No More Cold Calling

MARCH 1, 2020

A woman I know from my business group met me for coffee. Don’t ghost people. You’ll end up paying for it. She wanted to discuss having me speak to her team about referrals. We brainstormed the topic and discussed her investment. She made it clear that she wasn’t the final decision-maker and said she would follow up.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

No More Cold Calling

MARCH 25, 2021

This was a small group of sales professionals from many aspects of sales. Lori has always been a proactive promoter for women in sales—getting more women on the podium, showcasing their blogs and podcasts, and always looking for opportunities to let women know about the honorable profession of sales.

Hiring 379

Hiring eBook Cold Calling Scale 379

No More Cold Calling

JANUARY 24, 2019

Both the RAIN Group and Brevit says it takes eight cold call attempts to reach a prospect. Research from the RAIN Group confirms CSO Insights’ data. Not only is it uncomfortable; it’s frustrating because it feels like a waste of time.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

No More Cold Calling

JULY 26, 2018

In a recent blog post, Dave Kurlan shared research from his company, Objective Management Group (OMG), about why salespeople can’t close. Unless you address the actual cause, not just the symptom, that nagging pain won’t go away. So, what’s causing the pain in your sales pipeline? Right Prospect, Wrong Person.

Pipeline 184

Pipeline Decision Maker Closing Referrals 184

No More Cold Calling

NOVEMBER 26, 2012

No matter how many text messages or emails we send and receive, online global conferences and webinars we attend, Skype calls we make, or blogs we read and write, we also need to be comfortable and confident in in-person situations whether it’s one-on-one or in a group or crowd. That’s why I wrote Face To Face.

Face-to-face 273

Face-to-face Skype Referrals Conference 273

No More Cold Calling

FEBRUARY 25, 2014

In fact, I would go so far as to say that managing the same group of people who once worked alongside you is a bad idea. I was also promoted without any training or guidance. A Smooth(er) Transition. I will never again underestimate the significance of a rep-to-manager transition. But sometimes those are the cards you get dealt.

Cold Calling 243

Cold Calling Promotion Small Business Small Business 243

No More Cold Calling

SEPTEMBER 13, 2018

A faculty member for six years, she had come to learn that she was not only underpaid but also had a higher teaching and clinic load than others in her group. She, like many women, accepted her job offer without negotiating. How common is Tara’s situation? Research suggests that 20% of women never negotiate at all.

Negotiation 219

Negotiation Strategy Salary Referrals 219

No More Cold Calling

DECEMBER 10, 2020

You might get some clues about managing a multi-generational workforce by studying the tendencies of each group, but please, let’s treat people as individuals. Instead of “dumbing things down,” focus on knowing what motivates people, so you know how to interact, recognize, and manage them. How do you know what motivates them?

Face-to-face 421

Face-to-face Motivation Hiring Guidelines 421

No More Cold Calling

DECEMBER 2, 2014

When it comes to coaching, are we focusing on the wrong group? This is how it’s always worked in most sales organizations. But new research shows we might have been doing it wrong all along. Does increasing sales and revenue require spending more time with those who are already the top performers?

Cold Calling 289

Cold Calling Incentives Incentive Face-to-face 289

No More Cold Calling

SEPTEMBER 22, 2015

It’s a model in which leaders must influence a wide range of groups over which they have no direct authority, while those groups typically command much power of their own through their access to information and their ability to communicate with practically anyone.

Lead Rank 120

Lead Rank Lead Scoring Influencer Cold Calling 120

No More Cold Calling

FEBRUARY 15, 2018

I asked the same group, “Are you totally comfortable having an executive conversation with a real person?” After all the effort put into getting past the gatekeeper, salespeople flunk again and again. What does that say about your team’s prospecting prowess? But here’s where things get a little confusing. This time, 85.53 percent said yes.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

FEBRUARY 25, 2011

Join groups or start your own group on LinkedIn. Answer questions. Social media is not a place to sell, but it is a place to communicate valuable information—not only from you—but also from other credible sources. Write a blog. Keep your posts short and post at least weekly.

Follow-up 225

Follow-up Wireless Referrals Social Media 225

No More Cold Calling

APRIL 4, 2013

In a report by The TAS Group, “ The Key Role of the Sales Manager ,” researchers found that managers only spend 37 percent of their workdays on leadership activities like: Planning—15%. Otherwise, save your company some money and don’t even bother. People development—11%.

Sales Management 265

Sales Management Referrals Small Business Small Business 265

No More Cold Calling

MAY 3, 2018

The RAIN Group Center for Sales Research studied 488 B2B buyers who represented $4.2 In other words, they don’t just want to hear from sellers at the end of the buying process. They want to talk to smart salespeople who can help guide them through that journey. billion in purchasing power across 25 industries.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

No More Cold Calling

JANUARY 31, 2013

Research by The TAS Group asked executives why they would meet with a salesperson. What if you could reach out to your sales prospects and guarantee results? Yes, guarantee. Get a referral introduction to your decision maker. You’ll get the meeting with exactly the person you want to meet. Why would you waste your time doing anything else?

Referrals 207

Referrals Cold Calling Conversion Social Media 207

No More Cold Calling

FEBRUARY 2, 2018

Business Unit or Function : What group of people within the company are your ideal contacts? Company Size : What is the ideal size of your target prospect, and how do you measure it? number of employees, revenue, length of time in business, geographic coverage). Type of Person: What are the personality traits of your ideal client?

Referrals 220

Referrals Ideal Customer Profile Sales Qualified Lead Top of Funnel 220

No More Cold Calling

AUGUST 18, 2011

My answer to this question: Some sales professionals refer to “smart calling” because they diligently research the sales prospect, identify trigger events, discover similar group and educational affiliations, and believe when they reach out, that they are smart calling. It’s Either Hot, or Not. Do not be deluded.

Cold Calling 220

Cold Calling Social Media Referrals Decision Maker 220

No More Cold Calling

SEPTEMBER 19, 2013

Yet, research from The TAS Group shows that: • 46 percent of reps feel their pipelines are accurate • Two-thirds of all salespeople miss quota • Over half of all salespeople close at less than 40 percent.

Pipeline 228

Pipeline Sales Qualified Lead Cold Calling Referrals 228

No More Cold Calling

OCTOBER 27, 2011

The group told me their biggest business-development challenges were: Getting the meeting at the level that counts—34%. Yet, 90% of the group did not have a referral strategy or plan. More than 650 people registered for my “Turn Cold to Gold” webinar earlier this month. Too many unqualified leads—13%. No money now—14%.

Cold Calling 204

Cold Calling Referrals Webinar Metrics How To 204

No More Cold Calling

MARCH 14, 2013

Let Graham tell you about his biggest sales blunder… “When I look back over my 35 years in sales and marketing, there is one big business mistake I wish I had corrected more quickly than I did—not staying in touch with and adding value to three groups of people: 1.

Referrals 288

Referrals Advertising Advertising Networking 288

No More Cold Calling

AUGUST 14, 2019

Then my colleagues in the San Francisco Chamber Business Alliance leads group asked if I would teach them what I taught my clients. Thus, No More Cold Calling was born. I began my referral business by consulting with companies to develop a referral system. I designed a one-day workshop, which I offered in live public sessions for many years.

Referrals 291

Referrals Cold Calling Survey Scale 291

No More Cold Calling

DECEMBER 16, 2014

Dan Lyons explores this issue and shares research from the Objective Management Group in his Hubspot post, “ Study: 3 of 4 Sales Reps Have No Idea What They’re Doing.” The Anatomy of a Sales Team Most new salespeople receive little training, even less coaching , and no real-world experience. So they “wing it” and fail.

Hiring 240

Hiring Guidelines Engineering Face-to-face 240

No More Cold Calling

JUNE 28, 2012

Thanks to Bridge Group, Inc., When you get up close and personal on video, you’ll build powerful connections with prospects. As Trish Bertuzzi says, it’s the cold that’s dead —not the calling. InsideView , Sales & Marketing 2.0 Conference , and SalesDNA for information used in this post.]”. Todd McCormick.

Social Media 267

Social Media Cold Calling InsideView Customer 267

No More Cold Calling

AUGUST 9, 2012

Some of the largest LinkedIn Groups are in this industry including the 428.507-member eMarketing Association Network. LinkedIn features like Home Page Updates, Individual and Company Follows, LinkedIn Today, and Signal provide many was to stay up-to-date on news that is important to one’s own network.

Social Selling 261

Social Selling Ideal Customer Profile Industry LinkedIn 261

No More Cold Calling

JULY 7, 2016

And no spamming people just because you belong to the same LinkedIn group. No pitching. No inviting people to connect with you on LinkedIn and immediately following up with a sales pitch. You might as well be dressed as a giant pizza slice, screaming your sales offering at random strangers leaving a conference for the lactose intolerant.

Social Media 239

Social Media Lead Generation Sales Qualified Lead Media 239

No More Cold Calling

AUGUST 27, 2015

But within that targeted group is a smaller, much more important group—your ideal clients. Your marketing colleagues can certainly help. They have already identified the company’s target markets , which is half the battle. Identifying and communicating with them is your job. Read more.)

Referrals 120

Referrals Cold Calling Lead Rank Lead Scoring 120

No More Cold Calling

DECEMBER 22, 2015

The insights this group gained without the constant distraction of always being “on” are remarkable. Read more to learn what happens when 35 CEOs, entrepreneurs, and influencers gathered in the Moroccan desert, without cell phones or any other technology. What This Means for Sales Teams.

Referrals 120

Referrals Face-to-face Social Media Networking 120

No More Cold Calling

DECEMBER 30, 2014

When it comes to coaching, are we focusing on the wrong group? This is how it’s always worked in most sales organizations. But new research shows we might have been doing it wrong all along. Learn more.). Associations Enterprise Sales Management Salespeople Small Business'

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

No More Cold Calling

MARCH 8, 2019

They have a group called LadyLofters and actively promote their achievements. The problem is that most companies don’t know how to find women in sales. In all fairness, many companies have committed to hiring and promoting women. Sales Loft is one. They host business networking events for women at their annual Rainmaker conference.

Hiring 247

Hiring Referrals Networking Conference 247

No More Cold Calling

SEPTEMBER 18, 2014

Separate still is social engagement, an umbrella term that includes social engagement and social marketing but has a broader notion of networking and participating in and creating a dialogue through group discussions, tweets, and more.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

No More Cold Calling

MARCH 10, 2011

Bring up the subject of cold calling with a group of sales people and you are assured of a lively conversation as they lament about the challenges associated with this task. Guest Blog by Kelley Robertson. The 6 reasons you should change your cold calling sales behavior.

Cold Calling 279

Cold Calling Company Gatekeeper Decision Maker 279

No More Cold Calling

SEPTEMBER 27, 2011

Five monthly group mentoring calls—call in, get coached, stay on track. PLUS: 5 monthly group coaching calls and unlimited email access directly to Joanne forever. Access to the session recordings so you can listen more than once or catch up on a missed session. Handouts and worksheets for each session. Referral-Selling Curriculum.

Cold Calling 202

Cold Calling Webinar Metrics Referrals Gatekeeper 202

No More Cold Calling

OCTOBER 8, 2015

She separates customers by category and the data falls into different groupings, so she’s able to see and interpret important patterns. Sales is about connecting with the right people at the right time, and making those connections often requires us to make sense of complex data. Engineers like structure and simplicity.

Engineering 120

Engineering Negotiation Compensation Research 120

No More Cold Calling

MARCH 20, 2014

Successfully transitioning from sales rep to sales leader can be challenging, especially when you’re suddenly managing the same group of people who once were your colleagues. You Can’t Manage Your Friends and Still Be Friends. I did it, and I can tell you that becoming the boss wasn’t easy or much fun … at least not at first.

Training 248

Training Hiring Referrals Enterprise 248

No More Cold Calling

JANUARY 28, 2018

When I ask groups of salespeople, “Who wants to build referral skills and will agree to be accountable for results?”—not They’ll come from all over the world to compete in a myriad of events, but they all have one thing in common: They got where they are today because they invested in building their skills. not every hand goes up.

Referrals 166

Referrals Cold Calling Lead Generation Sales Qualified Lead 166