No More Cold Calling

AUGUST 9, 2012

There are way too many people and “so-called experts” offering tips about social media. Some of the largest LinkedIn Groups are in this industry including the 428.507-member eMarketing Association Network. Not every industry lends itself to social networking. Find out where you can get the most bang for your social-selling buck.

Social Selling 261

Social Selling Ideal Customer Profile Industry LinkedIn 261

No More Cold Calling

AUGUST 18, 2011

Social media provides terrific research, but it doesn’t warm your calls. More and more, sales professionals use social media as an indispensable sales and prospecting tool. The social media impact prompts some sales pros to wonder if cold calling is dead, and whether it’s being replaced by so-called “smart” calling.

Cold Calling 220

Cold Calling Social Media Referrals Decision Maker 220

No More Cold Calling

FEBRUARY 25, 2011

Engage in social media. If you’re not active in social media, you’re not in business. 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. Join groups or start your own group on LinkedIn. Pose questions. Answer questions.

Follow-up 225

Follow-up Wireless Referrals Social Media 225

No More Cold Calling

FEBRUARY 15, 2018

Then there’s outbound lead generation: identifying trigger events, determining relevant content to send in an email, creating messaging, preparing short videos, and networking on social media. I asked the same group, “Are you totally comfortable having an executive conversation with a real person?” This time, 85.53 percent said yes.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

MARCH 8, 2019

They have a group called LadyLofters and actively promote their achievements. As SalesHacker puts it, for many sales organizations, the recruitment materials and “social media presence is an advertisement for ‘bro culture.’”. The problem is that most companies don’t know how to find women in sales. Sales Loft is one.

Hiring 247

Hiring Referrals Networking Conference 247

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. 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 engagement. Not really.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

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 So, the default communication for account based sales reps is either social media or cold emails. When they’re asking for referrals, they should never ask on social media or in any other digital format.

Referrals 166

Referrals Cold Calling Lead Generation Sales Qualified Lead 166

No More Cold Calling

MARCH 5, 2015

And no spamming people just because you belong to the same LinkedIn group. Here are four ways salespeople get social engagement all wrong: Cold Calling on Social Media Don’t invite people to connect on LinkedIn if you just want to sell them something. That’s not selling. That’s obnoxious.

Networking 120

Networking Social Media Referrals Cold Calling 120

No More Cold Calling

JANUARY 25, 2011

Use Social Media and Sales 2.0 Regardless of your level within a sales group, cold calling is a cloud hovering over your head. This is why sales people have been hearing so much about the value in nurturing campaigns and social media marketing, but little of it seems to apply to anything a sales person can influence.

Cold Calling 247

Cold Calling InsideView Referrals Social Media 247

No More Cold Calling

DECEMBER 22, 2015

Social media appears to promote narcissism, smartphones could be causing insomnia , and screens seem to be making our kids less empathetic. The insights this group gained without the constant distraction of always being “on” are remarkable. Results from the few studies that have been done are troubling.

Referrals 120

Referrals Face-to-face Social Media Networking 120

No More Cold Calling

AUGUST 29, 2016

I got blasted on social media. And social media and the internet will eliminate the time-consuming, face-to-face aspect of sales. It’s incredibly difficult for adults to stand before a group of people and deliver a presentation. Read “ Social Selling Isn’t a 24/7 Job.”). Think Sales Reps Will Become Obsolete? Think Again.

Referrals 120

Referrals Face-to-face Social Media Cold Calling 120

No More Cold Calling

MARCH 20, 2014

In a social-media-driven world, it’s users, not revenue or profits, that define a company’s worth. 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. He was thinking way bigger. What’s the message for salespeople?

Training 248

Training Hiring Referrals Enterprise 248

No More Cold Calling

JANUARY 25, 2010

It’s overwhelming: Websites, email, LinkedIn, Facebook, Twitter… and this doesn’t include the RSS feeds, listserves, and virtual group conversations. As wonderful as social media is, (if you’re not “in play,” you’re not in business), it’s a powerful business tool three things and three things only: 1. Data abounds.

Face-to-face 191

Face-to-face Social Media Distribution Lead Generation 191

No More Cold Calling

JULY 7, 2015

Use social media to learn what you can about the raving fan’s business and personal networks. About the Author Ken Thoreson is the president of Acumen Management Group Ltd. , What are the secret steps to the Acumen Power Network Map? Develop a map of the raving fan’s associations, board memberships, activities, and interests.

Referrals 120

Referrals Networking Cold Calling Marketing 120

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

APRIL 9, 2015

According to the Objective Management Group, 74 percent of sales reps are failing. It’s not complicated to teach people how things work—a software system, a sales training program, a consulting process, a social media platform. So they “wing it” and fail. Most of these struggling salespeople could improve with training.

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

No More Cold Calling

SEPTEMBER 15, 2015

The firm, known for its Just Add Women ® Initiative Toolkit Series , specializes in providing practical content to women’s initiatives/affinity groups. An internationally recognized speaker and workshop leader, Carol has been featured on multiple media outlets: including the Today Show , CBS MoneyWatch, NPR, and the New York Times.

Negotiation 120

Negotiation Lead Rank Lead Scoring Leads 120

No More Cold Calling

MAY 11, 2011

— Bob Wiesner , Principal Executive Persuasion Group, LLC. “Joanne has a brilliant approach to business development, and a brilliant program in No More Cold Calling. It will dramatically improve the sales performance of just about any organization in any field.” products » Referral-Selling Audio Programs. most popular.

Cold Calling 205

Cold Calling Referrals Gatekeeper Top of Funnel 205

No More Cold Calling

MAY 17, 2019

After all, it’s easier to just pester strangers with social media sales pitches. Find out stuff you’ll never learn on social media. You don’t know their neighbors, family, networking groups, roommates, kids, etc. We think that asking for business could be interpreted as a sign of weakness. The Truth About Asking.

Referrals 327

Referrals Scale How To Cold Calling 327

No More Cold Calling

JULY 18, 2019

Younger people prefer video (65%) more than the over 55 group (43%). It’s statistically significant for me, as I’m in the “over 55” group. Learning media should be chosen based on the content being learned, the audience, and the expected outcome of the training, without considering learning styles. That’s a 22 percent gap.

Video 228

Video Face-to-face Consumer Hubspot 228

No More Cold Calling

JUNE 23, 2019

Whether it’s via email, social media, text, direct mail, or even a knock on the door, prospects are ice cold unless they expect the salesperson’s call. Many salespeople now buy into the “ warm call fantasy ”—the idea that social media intel, mutual connections, and name-dropping can “warm up” cold leads. It doesn’t have to be by phone.

Referrals 297

Referrals Scale How To Lead Rank 297

No More Cold Calling

JUNE 23, 2019

Whether it’s via email, social media, text, direct mail, or even a knock on the door, prospects are ice cold unless they expect the salesperson’s call. Many salespeople now buy into the “ warm call fantasy ”—the idea that social media intel, mutual connections, and name-dropping can “warm up” cold leads. It doesn’t have to be by phone.

Referrals 228

Referrals Scale How To Lead Rank 228

No More Cold Calling

JANUARY 18, 2018

This includes cold phone calls, cold emails, and pitching prospects on social media. So, when this question was posed in a LinkedIn Group, I was curious to learn how account based selling teams attempt to land and expand within their accounts. Prospects aren’t dumb. They recognize cold calling scripts a mile away. Yes, yes, yes!

Referrals 204

Referrals Account Cold Calling Scale 204

No More Cold Calling

APRIL 24, 2014

Are you cold calling on social media? Social media is a great tool for researching prospects and Referral Sources, and for sharing interesting, relevant information. group, I’ve just read your profile with interest and I was wondering if you could add me to your professional network on LinkedIn. Referrals Seal the Deal.

LinkedIn 212

LinkedIn Cold Calling Social Media Referrals 212

No More Cold Calling

AUGUST 21, 2014

Save it for when your prospects genuinely like and trust you, because strangers on social media couldn’t care less. Social media can help start conversations that lead to true connections, but only if you show up as a person. Social selling works, but only when we remember to put the “social” back in social media.

Social Selling 243

Social Selling Social Media Ideal Customer Profile Referrals 243

No More Cold Calling

APRIL 4, 2019

This company had many sources of referrals, but they relied on one group as their primary referral channel. They built a referral strategy, invested in referral skills for their managers and salespeople, and set KPIs for asking for referrals. Sounds on target, right? But they were still missing something.

Sales Qualified Lead 301

Sales Qualified Lead Leads Marketing Qualified Lead Referrals 301