No More Cold Calling

AUGUST 1, 2019

Referral makers don’t want your money. You’re going to pay me how much for referral business? You’ll let me know if this was a good referral for you. You’ll let me know if this was a good referral for you. You’ll send me a handwritten thank-you note , whether the referral worked out … or not. We all know why.

Referrals 289

Referrals System Cold Calling Social Media 289

No More Cold Calling

DECEMBER 30, 2021

The most valuable business relationships that salespeople have are those with our clients—the people who know our value, give us repeat business, and provide us with referrals to other great clients. I was too distracted with other activities like social media, emails, writing articles, watching football, and yes, sometimes, Facebook.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

No More Cold Calling

FEBRUARY 28, 2019

Why didn’t he think to ask for referrals? You have email, social media, and smartphones at your fingertips. You have email, social media, and smartphones at your fingertips. How long does it take to make one more call, send one more email, or contact someone you know on social media to schedule a phone call or a get-together?

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

No More Cold Calling

SEPTEMBER 20, 2018

If you’re like most sales leaders, you’re tracking the wrong referral metrics and spinning your wheels. Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted. The Referral Metrics That Matter. So, guess how reps choose to spend their sales prospecting time?

Referrals 258

Referrals Scale Cold Calling Social Media 258

No More Cold Calling

NOVEMBER 2, 2018

How to connect beyond the click when asking for referrals. She’d tried asking for referrals to George on LinkedIn, but she felt their introductions lacked the emotion needed to convince George to meet with her. This time, she arranged a call with her colleague to get the referral. Not only did she get the referral.

Referrals 253

Referrals LinkedIn Social Media Ideal Customer Profile 253

No More Cold Calling

JUNE 29, 2019

Don’t miss this opportunity for your own training in the Virtual Referral Selling Workshop Series beginning Tuesday, July 16. Enter the Referral Code Save300. In the meantime, here’s what you might have missed from No More Cold Calling this month: How to Ask for Referrals: A Comprehensive Guide. Call or text me anytime.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

Alice Heiman

MARCH 7, 2023

If a referral closes up to 70% of the time, why are we spending most of our effort on strategies that close less than 1% of the time?! A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an appointment for an Account Executive (AE) to deliver a sales pitch.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

Vengreso

JULY 5, 2023

As the world of sales continues to evolve, Digital Sales Referrals have emerged as a powerful tool for driving business growth. In this comprehensive guide, you will gain insights into the transition from traditional to modern selling techniques and understand the impact COVID-19 has had on sales strategies.

Referrals 89

Referrals Maximizer Ideal Customer Profile Social Media 89

Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. When customers or other companies refer people to you, your company is viewed as more trustworthy in front of those leads, and because of that trust, you can expect a faster – and more successful – sales cycle. That’s a huge jump. Active stage.

Referrals 177

Referrals Company Scale Case Study 177

No More Cold Calling

DECEMBER 30, 2018

Finally, after two decades of working with CROs, sales VPs, and CEOs on referral selling, the conversation has shifted. Clients now ask: “How do I create a referral culture?”. That says it all, and that’s the goal of a referral culture. My referral course launched on LinkedIn Learning , so it’s accessible to everyone.

Referrals 176

Referrals Hotels Cold Calling Scale 176

No More Cold Calling

JUNE 7, 2018

I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs still aren’t making quota. That’s a fact.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

No More Cold Calling

AUGUST 30, 2018

Referrals are HOT, HOT, HOT! There’s no such thing as a warm anything in sales—an email, phone call, social media outreach, or even a knock on the door. Even if they do know each other, name dropping is not the same thing as having a referral. Dialing for dollars or getting referrals? Stop rationalizing.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

No More Cold Calling

JULY 5, 2018

My new LinkedIn sales training courses take out the guesswork! They’re bombarded with cold calls, cold emails, and pitches on social media. By getting referrals. And my new sales training courses on LinkedIn Learning and Lynda.com are your ticket to referral selling. Sales: Referral Selling by Joanne Black.

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

No More Cold Calling

MAY 4, 2017

Showing up matters, especially for account-based sales pros—whether it’s showing up in the right place at the right time, showing up to learn, or just showing up to connect. Today, when looking for qualified sales leads , we must show up in person and online. Asking for referrals? Digital Referrals?

Referrals 197

Referrals Account Sales Qualified Lead Social Media 197

No More Cold Calling

APRIL 6, 2017

Think a referral system is easy? That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. And it only works if you have a referral system in place to ensure sales reps ask for referrals every day. The business case for referral selling is loud and clear.

Guarantee 233

Guarantee Referrals Prospecting Lead Generation 233

No More Cold Calling

JANUARY 31, 2019

I dreaded buying another car because of the pushy, in-your-face car salespeople, who are just like B2B sales reps cold calling you. Continue cold calling and harassing people with cold emails and cold social media messages. Spend your sales time making 18 or more dials to cold prospects, only 1 percent of whom will call you back.

Cold Calling 222

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

Janek Performance Group

SEPTEMBER 13, 2023

For as long as there have been sales, there have been referrals. Today, of course, with the internet and social media, there are countless websites for greater reach. However, in B2B selling, referrals are more than positive reviews. With that, seeking and gaining referrals is not as easy as it sounds.

Referrals 62

Referrals Networking Social Media Ideal Customer Profile 62

Membrain

DECEMBER 19, 2021

Far too many sales teams get social selling all wrong. Reps click buttons to invite people to connect, spam them with sales pitches, and even start asking for referrals. Where’s the “hello”? Where’s the conversation?)

Social Media 75

Social Media Referrals Media Social Selling 75

No More Cold Calling

JULY 29, 2018

Are you asking for referrals from every one of your clients? But you are the one who has developed relationships during the sales process. You have earned the right to ask your clients for referrals, and those clients are the perfect referral sources, because they: Know first-hand the business results you’ve delivered.

Referrals 168

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 168

No More Cold Calling

OCTOBER 1, 2018

Stop cold calling on social media. You’re not one of those people who blast me with a sales pitch after I accept your LinkedIn invitation, are you? Plus, check out this month’s blog posts from No More Cold Calling: The Best Referral Programs Start with a “Referral Culture”. Are You Tracking the Right Referral Metrics?

Referrals 159

Referrals Cold Calling Negotiation Social Media 159

No More Cold Calling

JULY 7, 2016

A LinkedIn connection is not a sales lead. He’s Cold Calling on Social Media. If he’d actually read my profile, he would know that buying lists goes against everything my business stands for, that my lead generation strategy is asking for referrals , and that my phone number is on my LinkedIn profile. It happened again.

Social Media 239

Social Media Lead Generation Sales Qualified Lead Media 239

No More Cold Calling

JULY 1, 2018

Every sales rep asks that question, and surveys of sales leaders confirm that getting leads in the pipeline is their top challenge. Reps have KPIs for cold calling, sending emails, and making connections on social media. Plus, check out my blog posts from this month: How to Build Trust and Generate Leads with a Referral Program.

Cold Calling 180

Cold Calling Referrals Sales Qualified Lead Lead Rank 180

Zoominfo

MARCH 6, 2019

In fact, 84% of B2B decision makers start the buying process with a referral ( source ). Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing. Keep reading and learn everything you need to know about referral marketing! What Is Referral Marketing?

Referrals 130

Referrals Marketing Incentives Incentive 130

No More Cold Calling

APRIL 29, 2018

Wouldn’t it be great if we could put our iPads under our pillows and awaken with a referral system that delivers qualified leads to our pipelines day after day? LinkedIn Learning has just released my complete referral system. I share plenty of referral examples and explain why referral sales works.

Referrals 136

Referrals LinkedIn Examples Cold Calling 136

No More Cold Calling

APRIL 29, 2019

What happens in B2B companies when a salesperson pitches strangers on social media , when customer service takes hours to respond, or when the solution didn’t work as promised? Why Customer Experience Should Be Top of Mind for Sales Leaders. In her Sales 3.0 Every sales exec says they need more leads in the pipe.

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261

Act!

DECEMBER 19, 2023

That’s precisely what referral networks help you achieve. A strong referral network helps fill your sales pipeline with high-quality leads in your target market who are interested in purchasing from you. It can also help you close sales faster and build a loyal customer base.

Referrals 52

Referrals Networking Ideal Customer Profile Sales Qualified Lead 52

No More Cold Calling

NOVEMBER 30, 2019

What has all of this to do with sales? For more on referral sales, check out my blog posts from this month: Why You Need to Make Time for Asking for Referrals. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. I have no clue.

Referrals 257

Referrals Loyalty Cold Calling Fashion 257

No More Cold Calling

JANUARY 29, 2020

I’m not looking forward to stepping out of my sales comfort zone this year, but I must. Sure, I can learn it, but it’s not in my sales comfort zone, and it’s not exciting for me. What excites me is working with prospects and clients on referral selling and experiencing together the dramatic results they achieve. I’m not scared.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

No More Cold Calling

AUGUST 19, 2014

If you’re asking strangers on social media for referrals, you’re like the guy at a networking event who shoves his card in people’s face and asks for theirs in return. Referrals Are Personal, You’re Not. And he thinks I’ll give him a referral? In social media, the people are the media.”.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

No More Cold Calling

MAY 28, 2017

It happened again … a salesperson asked me to connect on LinkedIn, promised he could help my business, and then wanted to know my definition of referral selling. Referral selling is my brand, my mantra—you know, the sort of thing you look up before reaching out to prospects. Coincidentally, I met Tim on social media.

Referrals 136

Referrals Gatekeeper Social Media Cold Calling 136

BuzzBoard

FEBRUARY 8, 2024

Strategies for Obtaining Referrals and Testimonials from Satisfied Small Business Clients The success of digital marketing agencies largely depends on their ability to attract and retain small, local businesses. One effective way to do this is by obtaining referrals and testimonials from satisfied clients.

Small Business 52

Small Business Small Business Referrals Lead Rank 52

No More Cold Calling

MAY 25, 2023

Referrals help you stand out in a sea of B2B sellers. One marketing platform or sales enablement app? Stand Out to Meet Quota None of this would matter if sales reps were meeting or exceeding quota, if their pipelines were qualified and their projections accurate, and if they had only committed and loyal clients. That’s pitiful.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

No More Cold Calling

JANUARY 28, 2018

Ready to hone your account based sales development skills? When I ask groups of salespeople, “Who wants to build referral skills and will agree to be accountable for results?”—not Why are they the only ones interested in building referral skills? It’s a shame more salespeople don’t make the same investment. Amazing, really.

Referrals 166

Referrals Cold Calling Lead Generation Sales Qualified Lead 166

Janek Performance Group

MAY 5, 2023

Referral selling utilizes recommendations from satisfied customers or a trusted network, often called a center of influence, to gain new clients. More than other avenues of prospecting, like cold calling, referrals start with a personal connection. This speeds the sales process and increases the likelihood of conversion.

Referrals 48

Referrals Social Media Cold Calling Networking 48

No More Cold Calling

OCTOBER 29, 2017

No, Halloween isn’t so scary, but account based sales can be. Sales leaders and their teams have lots of fears: “We have a quota looming over our heads. But the good news is that referral selling mitigates these fears. Read “ Why Your Account Based Sales Team Will Never Be Good at Referrals.”).

Referrals 159

Referrals Cold Calling Webinar Metrics Direct Mail 159

No More Cold Calling

JANUARY 31, 2013

Social media doesn’t “warm” your call, you do. They know how you’re connected through social media, where you used to work, and where you went to school. Your sales prospect doesn’t know you and doesn’t expect your call. What if you could reach out to your sales prospects and guarantee results? Yes, guarantee.

Referrals 207

Referrals Cold Calling Conversion Social Media 207

No More Cold Calling

NOVEMBER 25, 2014

Referral selling is by far the most effective sales strategy out there. Sale s has always been social. Or you can make the connections you already have stronger—a strategy that’s much more likely to grow your referral network and fill your sales pipeline with hot leads. Learn more.) But their needs have changed.

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285