No More Cold Calling

MARCH 1, 2020

She wanted to discuss having me speak to her team about referrals. I thought about it and realized I would never, ever refer her to anyone. Read more about the importance of following up (and other important referral sales topics) in this month’s No More Cold Calling blog posts: The Sales Fortune Is in the Follow-Up.

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Follow-up Referrals Up-Sell Cold Calling 344

No More Cold Calling

JULY 21, 2011

So I was surprised to hear an attorney speak about the people at her firm. She tells them, “If you’re not picking up the phone, you’re not thinking about your future.”. The world is changing: The good old boys (they’re pretty much all men) near retirement, clients no longer clamor for us to serve them , and we work with a lean staff.

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Guarantee Sales Prospecting Marketing 251

Women Sales Pros

JULY 5, 2019

3 Strategies To Build A Better List Get prospecting right and the rest of the sales process will take care of itself. It’s true – There’s very little that can positive impact the sale more than prospecting. If you master the art of identifying and finding the right prospect, the rest of your sales process will just fall into place.

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Prospecting How To Energy Guarantee 88

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? What is B2B prospecting? B2B Prospecting Methods. What is B2B prospecting? B2B prospecting is one of the earlier stages in most B2B sales processes.

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Ideal Customer Profile B2B Prospecting Gatekeeper 87

Partners in Excellence

SEPTEMBER 19, 2023

By social feeds are filled with connection requests suggesting, “I’d like to tell you how we can guarantee and endless stream of high quality leads… ” In addition to all the techniques suggested for filling the top of our pipelines, AI is here to save us! It is never about what we sell.

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Pipeline Ideal Customer Profile Sales Qualified Lead Direct Mail 99

Crunchbase

JUNE 15, 2023

Getting responses to your sales prospecting emails is tougher than ever — the average cold email reply rate is just 8.5% , according to a recent study. In this article, we’ll explore the six key components of an effective sales email, along with seven prospecting email examples you can use to close more deals.

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Prospecting Follow-up Study Lead Rank 52

Sales Evangelist

JULY 17, 2023

Prepare yourself: next time you pick up the phone for a discovery call, you’ll know exactly how to engage your prospect and let THEM convert themselves. Many sellers don’t ask questions to expand upon what prospects tell them. Another question David asks prospects is: do you mind if I treat you like a fee-paid client?

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Guarantee Survey Google Follow-up 40

Hubspot Sales

DECEMBER 4, 2018

It's easy to sell to prospects who are already interested in your product. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects. How to Earn Your Prospect's Interest.

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Prospecting Hiring Up-Sell Guarantee 140

Zoominfo

JUNE 9, 2019

How did you hear about us? Let’s start with an easy one—How did you hear about my product or company? It provides insight into where your leads are coming from and what channels are providing you with the most sales-ready prospects. This insight will give you valuable information about timeliness and urgency.

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B2B Closing Scale Guarantee 252

Mr. Inside Sales

NOVEMBER 14, 2019

Little did he know that I had already authorized the dealer to do the simonize wrap—inside and out—that comes with a lifetime guarantee. I told him I’d think about it…. How about ask questions to engage and qualify me. Thanks for choosing us to tint your windows—I guarantee you’ll be happy with the job we’ll do!

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Face-to-face Guarantee Sales Qualified Lead Film 144

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

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Prospecting Tools Top of Funnel Lead Rank 142

No More Cold Calling

JULY 20, 2017

Too many account based selling teams over-rely on technology to reach their prospects. Despite what you’ll often hear from technology gurus about lead generation tools, sales success isn’t determined by who has the best technology; it’s determined by who has the best relationships. Shortens prospecting time by at least 20 percent.

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Account Referrals Lead Generation Cold Calling 285

The Pipeline

OCTOBER 16, 2017

As a sales professional, we need to walk the line of leveraging that to help us make a sale, while not taking advantage of it. But, when you can put those moments aside, there are things you can do to help both the prospect and you succeed. Prospect: yes, Seller: I am hoping you can help me. Hope that helped!

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Cold Calling Call-back Guarantee Prospecting 275

No More Cold Calling

JULY 8, 2014

Is it just the latest buzzword bandied about by shifty trainers, or an actual sales strategy with teeth? They make outrageous promises that are “guaranteed” to increase sales effectiveness overnight. If you just take their advice, you’ll have prospects lining up to work with you. I’m concerned about the hype….

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Referrals Social Selling Guarantee Twitter 266

Sales 2.0

NOVEMBER 24, 2014

Every time a holiday comes around I can hear “ Uncle Paul Castain ” reminding us sales people not to slack off. He’s totally right about it too. So here it is the Friday before Thanksgiving and I can guarantee you that there are sales reps out there that have begun their “Mental Shutdown”. 3 Days Of Admin.

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Guarantee Prospecting Examples Customer 199

No More Cold Calling

AUGUST 10, 2017

Account based selling teams find it increasingly challenging to reach their target prospects. According to LinkedIn’s State of Sales 2017 US Report , 70 percent of the time that decision-makers respond to salespeople, it’s because those reps were introduced through a professional network. And when we need a specialist, we ask a friend.

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Referrals Decision Maker Cold Calling Networking 240

Sales Hacker

APRIL 24, 2020

It doesn’t matter what company you work for; what stage you’re at in your sales career; or whether you prefer to use emails, phone calls, or LinkedIn messages when you’re prospecting — the biggest problem that all sales and customer success reps struggle with is still the same: ensuring your ideal prospects convert.

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Pipeline Prospecting How To Ideal Customer Profile 91

Zoominfo

DECEMBER 23, 2020

Who knew what surprises awaited us in 2020?). As the heart of any data-driven company, your database helps sales and marketing professionals understand prospects in-depth, improve segmentation, pinpoint audiences,, and convert more leads. As experts in quality data, here at ZoomInfo we could go on about the benefits of quality data.

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Ideal Customer Profile Data B2B Webinar Metrics 245

MTD Sales Training

NOVEMBER 2, 2018

What’s most important to your prospects? And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to make a decision to go with you. How long does it take for us to make a decision ? Now, what will make your proposition crystal clear to the prospect?

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How To Decision Maker Guarantee ACT 219

The Pipeline

SEPTEMBER 25, 2018

Sometimes it takes someone else to say something different about a familiar process, or thing, for us realize we are not as smart or executing as we thought. No conversation about successful telephone prospecting would be complete without a look at voice mail. By Tibor Shanto. Not For The Faint Of Heart. Basically: Name.

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Referrals Call-back Guarantee Buyer 244

No More Cold Calling

APRIL 30, 2017

Prospects are bored, and salespeople have become a commodity. If they can’t distinguish one company from the next, they won’t choose any of us. By sharing a vision of the future and clearly articulating a prospect’s unconsidered needs. What are prospects not doing well? What’s to fear about prospecting?

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Referrals Cold Calling Lead Rank Lead Scoring 149

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. Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. is very good at homework. Comment Here.

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Buyer Face-to-face Social Media Small Business 271

Close.io

DECEMBER 10, 2018

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Picking up the phone to call leads that didn’t know who I was, to pitch them on why they should hand over their hard-earned money in exchange for my product, was enough to make my stomach turn in my early days of sales prospecting.

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Lead Rank Lead Scoring Sales Qualified Lead Prospecting 131

MTD Sales Training

OCTOBER 17, 2018

And that’s an important analogy when it comes to you building your value with a prospect or customer you’re dealing with. Our experience tells us that the new currency in today’s sales world that will increase your value is ‘speed’. How often do you use contactless cards in the supermarket? So, value is relative.

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Salary Lead Rank Lead Scoring Banking 244

Pipeline

AUGUST 5, 2023

Here are five email lead nurturing tips you can use to take your trade show leads from strangers to customers. Trade Show Email Lead Nurturing Tips: Tip 1: Get Strangers and Prospects to Self Identify In a recent post, we shared that only 3% of your prospects are ready to buy at any moment. You can (a.)

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Trade Show Lead Nurturing Ideal Customer Profile Lead Rank 52

MTD Sales Training

OCTOBER 10, 2018

Take a situation where you are in front of a client or prospect. It may cover ideas like the quality of your products, the awards you have won, the number of clients who use you, and similar ‘pitches’. Gone are the days when our customers’ naivety would carry us through to a sale. Where do you start?

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Social Media Guarantee Objections Up-Sell 194

No More Cold Calling

JANUARY 21, 2016

Do your sales reps really prospect based on fairy tales? Yet, many sales reps buy into the mythical statistics and ridiculous promises floating around the Internet about how to drive sales leads in the digital age. Wake-up call: You’re in the wrong job if you believe everything you hear about lead generation techniques.

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Lead Rank Lead Scoring Buyer Leads 168

Hubspot Sales

OCTOBER 2, 2017

They’re the reps who can pinpoint the prospects who will buy vs. the ones who won’t, and spend their time accordingly. One of my favorite strategies to separate real buyers from casual ones is assign homework to my prospects. Here’s how to use this tactic to qualify your prospects. Best, Prospect.

Prospecting 108

Prospecting Sales Qualified Lead Hubspot ACT 108

CloserIQ

FEBRUARY 19, 2019

Prospecting is a vital aspect of sales success. Inbound enterprise buyers are a rarity, and you end up pursuing them with outbound sales prospecting. Inbound enterprise buyers are a rarity, and you end up pursuing them with outbound sales prospecting. Let’s get you started with our top sales prospecting and cold calling tips.

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Prospecting Cold Calling Outbound Inbound 91

John Barrows

MAY 16, 2018

I also wrote a few months back about how the reps who have been leaving voicemail are going to crush video. Maybe your prospects like voicemail. You never know what a prospect likes, and they may value that you took the time to leave them a message over someone who doesn’t. What can I absolutely guarantee tomorrow?

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Cold Calling Guarantee Call-back Face-to-face 130

MTD Sales Training

JULY 25, 2018

One feature of modern, relationship selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. Responsiveness means the extent to which people are willing to respond to us and our questions. Find out about personal interests and family. Use eye contact.

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Buyer How To Analytics Negotiation 255

No More Cold Calling

MARCH 22, 2018

OK, not exactly, but it does slow us down. In sales, time is money, and the more of that time is spent interacting with customers and prospects, the more money comes in. Technology should enable us and make us more productive, and most of the time it does. Simply put: Sometimes technology holds us hostage.

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Sales Enablement Decision Maker Cold Calling Guarantee 135

Sales Evangelist

APRIL 7, 2021

LinkedIn is a huge platform that’s great for prospecting. The question is, once you’ve connected with a prospect, what should you do next? Join Donald Kelly and Ahmad Munawar as they talk about what you should do next once you’ve connected with the prospects. Use that knowledge as lead indicators.

Prospecting 40

Prospecting LinkedIn Sales Qualified Lead CRM 40

Sales Evangelist

APRIL 7, 2021

LinkedIn is a huge platform that’s great for prospecting. The question is, once you’ve connected with a prospect, what should you do next? Join Donald Kelly and Ahmad Munawar as they talk about what you should do next once you’ve connected with the prospects. Use that knowledge as lead indicators.

Prospecting 40

Prospecting LinkedIn Sales Qualified Lead CRM 40

DiscoverOrg Sales

APRIL 25, 2017

Us either.). Sales and marketing teams that buy into myths about data providers miss out on serious business value. Account-based marketing can use sales intelligence for a new level of personalization. Strategic sales prospecting is also faster with intelligence than a traditional names-and-numbers list.

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Account Based Marketing Case Study Data Campaigns 241

Sales Evangelist

APRIL 7, 2021

LinkedIn is a huge platform that’s great for prospecting. The question is, once you’ve connected with a prospect, what should you do next? Join Donald Kelly and Ahmad Munawar as they talk about what you should do next once you’ve connected with the prospects. Use that knowledge as lead indicators.

Prospecting 40

Prospecting LinkedIn Sales Qualified Lead CRM 40

Go for No!

AUGUST 15, 2022

In your comfort zone: Calling one of your best customers to talk to them about your product. Out of your comfort zone: Calling a prospective customer who doesn’t know you or your product. It helps guarantee safety in life and humans were designed to survive this way. Let us know your thoughts. We need to rest there.

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Guarantee Groups Meeting Relationals 90