No More Cold Calling

SEPTEMBER 15, 2011

We give them sophisticated software—Cloud CRM applications, aggregated intelligence, appointment setting, marketing automation, and social media tools—among others. New salespeople get an office phone, too—which most don’t answer because they are never at their desks. We call their cell phones instead.

Hiring 248

Hiring Territories Salary Social Media 248

No More Cold Calling

APRIL 29, 2018

I recently received the following email: “I finished your book on referral sales last night, and now I’m building my 100 names so that I can ask for introductions to a couple of decent sales reps with some experience selling to my market. OK, I’m down to 99 as I just asked you.”. Your reaction was probably the same as mine.

Referrals 136

Referrals LinkedIn Examples Cold Calling 136

No More Cold Calling

APRIL 7, 2016

SVP of sales and marketing. Download the free Kindle software and read it on any device. After implementing Joanne’s referral system, we have moved from 171 Average Days in Sales to 141. That is a 30-day drop! Our goal at the beginning of the year was to reduce the sales process by at least one month. We are already close.” —M.K.,

Cold Calling 120

Cold Calling Referrals Margin Competition 120

No More Cold Calling

SEPTEMBER 8, 2016

cloud software industry, discusses the importance of your online brand in this month’s guest post. He was named “Sales Director of the Year 2015” by the Institute of Sales and Marketing, and LinkedIn awarded him a 2015 LinkedIn Power Profile as a top 10 Influencer in the UK technology sector. billion, and 3.2

Social Media 120

Social Media Ideal Customer Profile Telecommunications Hiring 120

No More Cold Calling

APRIL 1, 2016

Director of sales strategy at a large B2B software company, Amy is tenacious. Your marketing department can help by providing relevant content to the sales team. When she referred to herself as a “bulldog,” the idea conjured up images of a pushy, arrogant, aggressive, in-your-face salesperson—the kind none of us wants to be.

Referrals 120

Referrals Cold Calling Sales Qualified Lead Social Media 120

No More Cold Calling

MAY 12, 2016

I’ll crank out a few for us to look at: GENERAL: Mistakes database marketers make. SPECIFIC: The seven biggest mistakes database marketers make—and how to avoid them! GENERAL: Important tips for software marketers. SPECIFIC: Three tips for software marketers that can increase revenues by 25% or more !

Lead Generation 120

Lead Generation Leads Marketing Qualified Lead Cold Calling 120

No More Cold Calling

OCTOBER 1, 2017

You may have already heard about the Google software engineer who wrote a 10-page memo explaining why women are incapable of doing a man’s job in Silicon Valley—namely that we’re neurotic and lack professional drive. Jamie Domenici, vice president of marketing at Salesforce, interviewed me for Women in Tech Month.

Referrals 136

Referrals Cold Calling Account Engineering 136

No More Cold Calling

JULY 31, 2014

But it’s already clear that person-to-person contact (talking to a real,live human being) makes a difference: MQL – Marketing Qualified Lead. One quick tip I picked up from it: Don’t rush to demo your software (which we totally DID). These leads have not yet moved through our sales process, so we don’t have sales conversions numbers.

Marketing Qualified Lead 304

Marketing Qualified Lead Lead Rank Sales Qualified Lead Prospecting 304