No More Cold Calling

APRIL 26, 2021

Referral sellers have been relationship-building their way through the pandemic. If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. The Problem with Virtual Sales Meetings.

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Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

JUNE 30, 2021

I learned a lot more about gratitude after recently celebrating the 25th anniversary of No More Cold Calling. People told me how much I impacted their lives and businesses. Colleagues I’d known for years and years expressed their appreciation for my work. I was blown away. I was blown away.

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible.

Hiring 111

Hiring Face-to-face Sales Qualified Lead Lead Rank 111

The Pipeline

SEPTEMBER 28, 2021

I know what you’re thinking, “not my team.” Yet every time we do an exercise around what “you sell”, we see a different result. Most of the time the answer is a description of their product, and when it’s not, it’s usually no more than a feel-good statement, “I sell peace of mind,” “I sell myself.” Are You All Over?

Lead Rank 201

Lead Rank Lead Scoring Face-to-face Objections 201

No More Cold Calling

DECEMBER 29, 2020

“How do I ask for a referral from customers I haven’t spoken with in two years?” ” That’s what a client recently asked me, and I was baffled by his revelation. How can smart, experienced sales reps let their customer relationships wither? Image attribution: Anna Schvets ).

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Referrals Customer Social Media Revelation 432

No More Cold Calling

JANUARY 16, 2020

I’ve been there—given a quota (usually without my input) and a list of client companies, and then told to “go at it” and do whatever it takes to get meetings. Sales managers do what they ask others to do. So, how do you get them on board? Yep, most of us are lazy and lack discipline. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? Commit to a Prospecting Schedule.

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Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

The Pipeline

MARCH 12, 2020

Done right to-do lists can be a great productivity tool, ensuring that you focused, not distracted. I talk a lot about habits, and how they make up 40% of your daily activities. To-do lists either allow you to point that 40% at things that get you ahead or trap you into repeating bad habits. I say dedicate deliberately.

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Call-back Consumer Meeting Video 319

Smooth Sale

NOVEMBER 29, 2023

Sadly, many do not know that part of the story and figure if they haven’t heard back by now, it’s useless and will write off the possibility for business. Remember that ‘tell-selling’ typically does not work well, but asking insightful questions more easily leads to a favorable conclusion.

Hiring 119

Hiring Face-to-face Follow-up Networking 119

Smooth Sale

MARCH 19, 2024

Frequently, people who strictly focus on their work and goals (corporate leadership included) lose sight of the fact that they and the people they serve are humans. It is fortuitous that I connected with Jessica Lockhart, Director of the International Institute of Humanology. Will You Humanize Your Effort for A Better Tomorrow?

Lead Rank 106

Lead Rank Face-to-face Hiring ACT 106

Smooth Sale

MARCH 29, 2024

Photo by Geralt via Pixabay A ttract the Right Job Or Clientele: How You Can Breathe New Life Into Your Career If your career has stagnated, now is likely the right time to begin looking for new and better opportunities. Adult Education Adult education can help you advance your business skills or even build new ones.

Education 93

Education Hiring Coaching Networking 93

Zoominfo

FEBRUARY 25, 2021

A webinar funnel works a lot like a sales funnel or marketing funnel. The goal is to attract prospects to your brand and convert them to customers — by hosting a webinar. Five percent of respondents planned to increase webinar production in 2020. How Do I Create a Sales Webinar? What Is a Webinar Funnel?

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Top of Funnel Webinar Metrics Funnel Social Media 208

Zoominfo

FEBRUARY 17, 2021

Let’s take a look at what should go into cold calling guidelines, what regulations to follow, and how to create a cold call script. Be upfront and transparent with your prospects. And be prepared to answer the tough question: “How did you get my contact information?”. Do Not Call List”. “Do Do Not Call List”.

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Cold Calling Guidelines Prospecting Face-to-face 264

Partners in Excellence

FEBRUARY 9, 2024

We need to pay attention to, not adopt “work arounds.” Yet I’m stunned by the number of people, when confronted with it, shrug their shoulders, saying, “Get over it, that’s the way of work these days……” I’m stunned by the “acceptance” of this problem, particularly by leaders.

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Churn Ideal Customer Profile Loyalty Pipeline 109

Sales Gravy

SEPTEMBER 1, 2023

If You Don't Take Action, You Won't Get Results In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! Marketing and Do It! Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". Stay put or go out and do something.

Sales Qualified Lead 85

Sales Qualified Lead Decision Maker Prospecting Strategy 85

Autoklose

FEBRUARY 26, 2024

If your SDRs do their job well, your entire pipeline will be properly covered. We’ve analyzed all that data and come up with these 10 tips for building and managing a high-performance sales development team. Create a compensation plan. Put Situational Awareness at Their Fingertips 2. Scale Carefully 3. Hire for Attitude 4.

Hiring 98

Hiring Top of Funnel Scale Campaigns 98

Smooth Sale

MARCH 22, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How Do You Handle Tradition versus New Thought for Business? How you handle tradition versus the new in business on all levels will affect your bottom line. How you handle tradition versus the new in business on all levels will affect your bottom line.

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Policies Influencer Hiring Lead Rank 88

Smooth Sale

SEPTEMBER 7, 2023

Accordingly, when something unusual comes to mind, I try it to see what may happen. Sometimes, the effort appears a waste of time to others, but for me, I strive to reap the lessons from the episode. My Story The title of our blog is the theme of my career, as most people I knew always said to me, ‘That’s a ridiculous idea!’

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Hiring Lead Rank Lead Scoring Networking 106

Janek Performance Group

APRIL 23, 2024

A Very Short History of Personal Branding Although he didn’t define it as such, the underlying concept behind personal branding can be traced back to Aristotle, who observed in his Nicomachean Ethics , “These virtues are formed in many by his doing the actions” (Side note: That quote “We are what we repeatedly do. But it’s true.

Social Media 62

Social Media Media ACT Follow-up 62

Smooth Sale

JANUARY 31, 2024

Photo by YingShen510 Attract the Right Job Or Clientele: Secure Being At the Heart of Business Success Executives in charge of large companies, entrepreneurs, plus everyone else in the business field do best when they can earn visibility and are at the heart of business success. Our job is to seek out ways to make it possible.

Hiring 98

Hiring Lead Rank Networking Influencer 98

Smooth Sale

DECEMBER 26, 2023

Photo by AllClear55 Pixabay Attract the Right Job Or Clientele: Do You Use Sales Secrets to Exceed Your Goals? Upfront, it all seems highly time-consuming, especially when one would prefer speaking with prospective clientele. Last, with an incredulous tone of voice, How are you advancing at lightning speed? Welcome the worst.

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Hiring Follow-up Networking Influencer 102

Smooth Sale

OCTOBER 12, 2023

Photo by Geralt via Pixabay Do You Communicate Your Priorities for Business? Instead of gradually building up a case for doing business, they jump at an opportunity to grab something at hand that is usually not worth their time or effort. I was asked how I consistently create new content.

Referrals 110

Referrals Hiring Lead Rank Lead Scoring 110

Smooth Sale

NOVEMBER 27, 2023

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Do You Want the Sales Success Secrets? However, only some people are willing to do what it takes to embrace the secrets of sales success, particularly when adversity rears its ugly head. ’ Liked-minded Themes: Embrace obstacles to improve our game.

Hiring 110

Hiring Follow-up Face-to-face Networking 110

Smooth Sale

OCTOBER 13, 2023

My Story At an early age, I learned to walk away from disrespectful people, and it became a habit in the sales arena at corporations. And although I was a producer in the sales profession, there were occasions when disrespect and a lack of values had me quickly walking out the door. Why does this matter?

Hiring 106

Hiring Lead Rank Lead Scoring Media 106

Partners in Excellence

MARCH 6, 2024

Too often, there is an alignment challenge between what buyers need and what sellers do. They definitely don’t need our current prospecting outreach. They do need to be engaged, but our current engagement approaches are not “engaging.” What do our customers need? But they don’t need this.

Buyer 119

Buyer Incentives Incentive Discount 119

Alice Heiman

MARCH 7, 2023

In my conversation with my long-time friend Joanne Black, we explore the reasons for the decline in the effectiveness of this strategy and we explore the benefits of a formal sales referral strategy and how to set one up in your company. The SDR in turn calls the prospect and sets up a sales call for the AE to pitch.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

Hubspot Sales

AUGUST 8, 2023

Any prospect who buys from you is trusting that your solution is the best possible fit to suit their needs and that you‘re selling it because you sincerely believe that — but legitimate trust isn’t rooted exclusively in goodwill and friendliness. And how, exactly, do you build it with your prospects? Let’s dive in.

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Hubspot Prospecting Education Call-back 87

Smooth Sale

JULY 21, 2023

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Do You Proceed Cautiously? On the other side of the coin is the hard fact that we may be left behind if we do not do our best to understand and embrace new trends, technology, and concepts in their early stages, and prompts today’s question, Do you proceed cautiously?

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Hiring Trends Face-to-face Networking 78

Hubspot Sales

NOVEMBER 14, 2023

Did you know NASA plans to build houses on the moon by 2040 ? and more about how we'll sell them. Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Pascal Weinberger, CEO of Bardeen.ai , believes AI is helping sales teams work smarter, not harder.

Hubspot 91

Hubspot Lead Rank Data Social Media 91

Hubspot Sales

AUGUST 21, 2023

But before I give you the keys to the castle, let's learn more about cold calling and look at a typical cold call. (If Cold calling is a way to engage prospects one-on-one to move them to the next step in the buying process. But that's no longer the way to do it. second pause) How are you doing today?

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Cold Calling Call-back Inbound Follow-up 98

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Even if you do get your prospect’s attention, you can’t expect them to read your long, fluffy emails filled with the buzzwords of the day when they have many other emails to open. It should grab them.

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Case Study Proposal Lead Rank Follow-up 98

Smooth Sale

DECEMBER 14, 2023

My Story Sales Depend Upon Customer Care Excellence As a former salesperson, I would ask each new prospective client how they prefer to work with their sales representatives and what standout qualities they seek from the salesperson and the company itself. Uniformly, I heard, ‘No one ever asked that question before!

Customer 78

Customer Policies Loyalty Call-back 78

Hubspot Sales

JANUARY 5, 2023

Here, I spoke with Mike about how the software buyer's journey has changed, according to new data from G2's 2022 Buyer's Behavior Report — plus, how your sales strategy should pivot in 2023 to meet new buyers' expectations. How to Shift Your Sales Strategy to Match the New Buyer's Journey in 2023. Let's dive in.

Top of Funnel 104

Top of Funnel Buyer Data Buyer Intent 104

Alice Heiman

JULY 15, 2020

So, my question for CEOs is: how will you help your sales leaders keep your salespeople energized and motivated to keep selling, no matter what? My secret weapon for keeping salespeople fired up to close deals is simple: P lanning. . Are your sales leaders teaching your salespeople the planning skills needed to be successful?

Exercises 153

Exercises Follow-up Pivotal Up-Sell 153

Gong.io

JULY 22, 2022

Yes, I’m talking about sales call planning. Here’s what I mean: You’re not just making a sale, you’re building a relationship, one that you hope lasts a long time. Here’s what you need to give you the best chance at building that relationship and achieving success in all of your sales calls. This video is a great example.

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Decision Maker Hiring How To Buyer 118

Vengreso

JUNE 12, 2023

Others are caught in the constant grind of achieving quota and cannot fathom trying to implement a new sales plan. They engage less frequently with sellers and when they do, it is much later in the sales cycle. Prospects do not want to be sold to. The modern buyer has a longer journey that involves more decision-makers.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Shari Levitin

MAY 4, 2022

I hate to disillusion you, but the truth is no one thing will bring you success in life or sales. It’s a lesson that I learned from my mother and mentor that changed my life. As a writer, poet, and artist, people always ask her, “Sunny (short for Sonia), from where do you get your inspiration?” (I You just do it.

Call-back 118

Call-back Face-to-face Follow-up Exact 118