No More Cold Calling

DECEMBER 21, 2023

Here’s what you might have missed from No More Cold Calling this quarter. It’s an exciting time: The time of year to construct your business future. What will you do differently in 2024? You’d better have some innovative strategies, because the same-old doesn’t cut it. But I’m saving space for when it does.

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

The Pipeline

JANUARY 28, 2020

Words drive thinking and actions, or at times inaction if the word brings fears. What we call something will determine how we look at it, act, and react as a result. It paralyzes many sellers, which is a drag when you consider that rejection is part and parcel of cold calling. Get In Their Head.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

No More Cold Calling

MARCH 31, 2021

Here’s what you might have missed this year from No More Cold Calling. If you were asked last year how your day was, your answer would have been: “It’s 2020.” That said it all—at least for businesses that were negatively affected by the pandemic. During a pandemic, it basically amounted to “busy work.”.

Referrals 371

Referrals Cold Calling Sales Qualified Lead Call-back 371

No More Cold Calling

APRIL 15, 2021

Not getting the ROI you expected from your lead-gen tactics? Talk to any software vendor, and they can’t wait to show you their cool software. They buy what software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. Can I Trust You? It depends on whom you ask.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

MAY 25, 2023

Referrals help you stand out in a sea of B2B sellers. One IT provider from another? Often you can’t tell them apart, because sellers have similar offerings and the same party line about what they do. Yet, when Salesforce surveyed sales pros in 2022, only 28 percent said they expected to meet or exceed quota this year.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

No More Cold Calling

JANUARY 9, 2020

Poor leadership will cost you $3.5 I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. But I don’t think any sales manager listened, because more than half of reps are still missing quota. million per sales manager. million per manager.

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

No More Cold Calling

SEPTEMBER 28, 2023

Here’s what you might have missed from No More Cold Calling this quarter. I accepted his standard invitation, thinking he might be a good connection, and sent him a personal message, inviting him to contact me with any questions about referral selling. The second you respond, you get a sales pitch.

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

No More Cold Calling

APRIL 3, 2020

It’s a very scary time, with lots of uncertainty as we stay shuttered in place. So, what do you do? You take action. If You Freeze Up, So Does the Sales Pipeline. Leaders think since there’s nothing they can do, they should just do nothing. But “nothing” is futile thinking. Hard to believe, isn’t it?

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

No More Cold Calling

MARCH 1, 2020

You’ll end up paying for it. She made it clear that she wasn’t the final decision-maker and said she would follow up. I always have a follow-up call scheduled before I send anything, but I didn’t this time. I called and left a message. This was not a cold call. It’s not just a way to show gratitude.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

No More Cold Calling

FEBRUARY 24, 2021

Are your buyers clamoring to talk to you? Layer the pandemic over that economic downturn—well, it gets worse. No one’s in their office, and if you don’t have their mobile number, forget it. No one’s in their office, and if you don’t have their mobile number, forget it. Suddenly it became almost impossible.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Zoominfo

MAY 19, 2020

What is a cold email? Many people seem to carry the misconception that any cold or unsolicited email is spam, and that spam is illegal. There is a lot to unpack here, but let me start by making clear that if all cold emails were illegal, we wouldn’t be driving successful email marketing campaigns for thousands of companies worldwide.

Guidelines 317

Guidelines ACT Campaigns Pharmaceuticals 317

Jeffrey Gitomer

JANUARY 14, 2019

You will no longer dread the dreaded cold call after you read this column several hundred thousand times. There is a fear and dislike many salespeople have when it comes to cold calling. It was suggested to him that his strategy should be to only cold call on one-story buildings.

Cold Calling 265

Cold Calling Guidelines Sales Qualified Lead Follow-up 265

Zoominfo

JUNE 22, 2022

In today’s crowded B2B ecosystem, where personalization and relevance are seen as crucial competitive differentiators, the idea of cold calling might seem archaic. But as it turns out, that might not be entirely true. As daunting as cold calling may be, it still has a place in today’s sales pipelines.

Cold Calling 130

Cold Calling B2B Commission Exact 130

No More Cold Calling

MAY 2, 2019

Perhaps they came from marketing, IT, product development, finance, consulting, or customer success. It doesn’t matter their gender, geography, or culture. In fact, they think sales is a four-letter word. Yes, I know it’s five. Still don’t think it’s important to learn how to sell? Actually, no.

Small Business 316

Small Business Small Business Referrals Hiring 316

No More Cold Calling

OCTOBER 26, 2021

I didn’t know what you need to know before opening your own business. Now my advice for anyone starting a small business is this: However long you think it will take, double it. Her post, 12 Things You Should Know Before Starting Your Own Small Business , should be a required read for any new entrepreneur.

Small Business 348

Small Business Small Business Cost per Acquisition Hiring 348

Partners in Excellence

MARCH 6, 2024

One of the things that has made me fascinated about his work is he thinks differently and deeply about selling. And it’s that difference that makes him so special. My Sunday delivery was 300 papers, making it impossible to deliver them early enough, even with a bicycle. When I was 15, I made cold calls for a non-profit.

Call-back 109

Call-back Cold Calling Enterprise Enterprise 109

No More Cold Calling

JUNE 9, 2019

Have you forgotten that selling is social? Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. These practices only alienate potential customers and eat up company time and resources in the process.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

JANUARY 31, 2019

Here’s what you might have missed this month from No More Cold Calling. I dreaded buying another car because of the pushy, in-your-face car salespeople, who are just like B2B sales reps cold calling you. The salesperson called and called, even after we told him to only communicate by email.

Cold Calling 222

Cold Calling Referrals Face-to-face Sales Qualified Lead 222

No More Cold Calling

JUNE 8, 2023

Can you solve your sales problems before they happen? It was a weekly meeting of sales team leaders. I remember hearing people say that when I was young and thinking: “What in the heck does that mean?” Responding to a problem when it crops up is good. It was a crucial skill that served us all very well.

Case Study 177

Case Study Insurance Insurance How To 177

Hubspot Sales

AUGUST 21, 2023

You have your list of names and phone numbers. Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Now all you need is a cold call script. And not just any script … the best cold call script ever.

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

No More Cold Calling

AUGUST 1, 2019

When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. You won’t pitch, you’ll share best practices, and you’ll follow up. You’ll let me know if this was a good referral for you. Think about it this way. I refer you to someone I know well.

Referrals 289

Referrals System Cold Calling Social Media 289

Hubspot Sales

JANUARY 30, 2024

Since we just started a new year, is it time for some goodbyes? Although it is a change, it isn’t bad — you’ll have higher quality conversations with buyers and build lasting relationships, which 82% of salespeople say is the most important part of selling. Sales trends come and go. 6 Sales Trends That Could Fizzle This Year 1.

Trends 88

Trends Social Media Lead Rank Lead Scoring 88

Pipeline

MARCH 12, 2024

After all, 43% of buyers think impression matters , and you get only one chance to make a memorable first sales impression. You must do it right, but how? Two common outbound sales methods are calls and emails—and they both work wonders for sales outreach. Frequent sales calls can annoy some leads.

Cold Calling 52

Cold Calling Prospecting Buyer Persona How To 52

No More Cold Calling

MARCH 25, 2021

You didn’t have the right to vote or run for office. If you had to work, you only had a few options: nurse, housekeeper, cook, or factory worker. Much depended on your social status as a woman, and whatever you did, you would be paid far less than men for doing the same job (a problem we still haven’t solved).

Hiring 379

Hiring eBook Cold Calling Scale 379

Zoominfo

FEBRUARY 23, 2021

There’s no way around it—a full pipeline is essential to every business. And the only way to achieve this is through regular and effective sales prospecting. If you don’t understand your target audience—their interests, pain points, and buying triggers—how are you supposed to sell to them? Who are they? Why do they buy?

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Sales and Marketing Management

MAY 3, 2018

Yet, if you research cold calling on the internet, you’ll find blog posts, articles and essays all preaching the death of the cold call. It found that high-growth teams view cold-calling as “very much alive” and see “great results from it” two times more often than low-growth teams.

Cold Calling 220

Cold Calling Survey Education Research 220

Zoominfo

FEBRUARY 6, 2023

If you work in tech — and even if you don’t, really — you’ve heard the buzz about a new robotic assistant called ChatGPT. While that debate continues, you can use the product to your advantage to sell your product or service. Try it Now Prompt: Write me a casual prospecting email selling ZoomInfo.

Prospecting 130

Prospecting Cold Calling Banking Scale 130

Zoominfo

OCTOBER 14, 2018

With the rise of sales enablement technology and the variety of available communication methods, one might expect phone calls to become a thing of the past. Yet, cold calling is still a key component of B2B sales. The Problem with B2B Cold Calling. Cold calling is ineffective 90.9% Bad data costs U.S.

Cold Calling 198

Cold Calling B2B Decision Maker Data 198

No More Cold Calling

SEPTEMBER 20, 2018

Do you have the wrong KPI? Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted. It may seem obvious, but if you don’t ask, you don’t get. Makes no sense, does it? Instead, they measure reps on calls made and emails sent.

Referrals 258

Referrals Scale Cold Calling Social Media 258

The Pipeline

JULY 29, 2020

If there were two or three altering opinions, you can sort of pick camps to be safe. But when there is a multitude of opinions or options, the only sure thing is that no one knows. Some will tell you to leave messages others say to avoid it like the plague. It’s about voicemail for buyers vs. voicemail with prospects.

Buyer 289

Buyer Prospecting Call-back Cold Calling 289

The Pipeline

AUGUST 25, 2014

If you ask sales people why they hate/fear cold calling their response always revolves around them, their feelings, and rarely the buyer’s. Even when they mention the buyer, it is very much through their own filters, “I wouldn’t like that”, or about the buyer’s reaction to the call. Get Your Cold Call-Flow Now!

Cold Calling 328

Cold Calling Objections Buyer ACT 328

Zoominfo

MAY 10, 2018

Although the sales productivity quandary can be attributed to many different factors—it’s largely due to bad habits formed after years of sales experience—bad habits you’re likely not even aware of. In today’s blog post we break down your bad sales habits and teach you the tactics you need to be more productive.

Cold Calling 236

Cold Calling Top of Funnel Direct Mail Referrals 236

Gong.io

JANUARY 25, 2022

But you know what is NOT dead? COLD CALLING. . I know what you are thinking. Cold calling never works. That’s a true statement IF you don’t listen to what the data tells you about cold calling. Let’s dive into how to cold call. Again, he is only 9 years old!

Cold Calling 118

Cold Calling Meeting How To Call-back 118

Hubspot Sales

JULY 25, 2023

Cold calling is the bread and butter of sales reps in real estate. It’s one of the most effective ways to find customers, but only if you’re ready for various conversation scenarios. So, how should you cold call in real estate? In this post, we'll share 11 cold-calling scripts for real estate agents.

Real Estate 88

Real Estate Cold Calling Commission Face-to-face 88

Zoominfo

JANUARY 27, 2022

The truth behind improving your cold calling (and cold emailing) is also a larger truth about sales in general — it’s not about volume, it’s about productivity. The hard truth: “sales is a numbers game” is an outdated way of thinking. Your ideal customer profile. Absolutely.

Cold Calling 100

Cold Calling Ideal Customer Profile Data Forecasting 100

Hubspot Sales

APRIL 15, 2024

It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible. Matthew Murray , Managing Director of Sales Higher , says, "The best prospectors only reach out to opportunities that activate sales triggers.

Hiring 111

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

Sales Gravy

AUGUST 18, 2023

Curiosity Is Your Key To Effective Cold Calling On this episode of the Sales Gravy podcast, Ulysses Price, filling in for Jeb Blount, interviews Chris Beall, CEO of ConnectAndSell. Beall explains how market dominance and the humble cold call are connected. We call it tactical empathy.

Cold Calling 79

Cold Calling Lead Rank Lead Scoring Leads 79