No More Cold Calling

JUNE 6, 2019

Successful sales professionals understand that technology is a must-have business tool. All these technologies lure many sales pros into scaling back their personal interactions and relying on tech tools to surface easy “qualified” leads. Maybe you meet a new prospect, or maybe you just expand your referral network. Big mistake!

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

No More Cold Calling

APRIL 11, 2013

My colleague, Nancy Nardin, knows about every sales tool there is. However, as she once told me, “Unless a tool increases productivity, it’s a waste of time.” Nancy understands that social-selling tools can’t replace personal conversations. The key is to do it strategically and use smart tools. Great advice!

Social Selling 298

Social Selling Scale B2C Webinar Metrics 298

No More Cold Calling

APRIL 9, 2020

In fact, they didn’t even need to talk to prospects, because they had great tech tools. Email, texting, social networking—these certainly have a place in business today, but none of them replaces the power of an in-person connection. But the most powerful tool in your sales toolbox is still you! Imagine that….

Conversion 305

Conversion Face-to-face Social Media Referrals 305

No More Cold Calling

NOVEMBER 25, 2014

Why Social Sellers Need to Focus on Relationships, Not Networks Social selling isn’t a new concept. It’s just that some of the tools have changed in the digital age. 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.

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

No More Cold Calling

OCTOBER 1, 2021

What tech tools will help me generate hot leads and land new clients? Yes, you are the very best tool in your sales toolkit. You nurture professional and personal networks that keep your sales pipeline full of referral leads. Salespeople are asking the wrong questions: What are the best sales techniques? The answer is you.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

No More Cold Calling

MARCH 15, 2018

Networking from Both Fronts . But in the digital era, you need to be “off the charts” great at networking online, as well as in-person, to build connections. Salespeople should make it a daily discipline to connect with people in their networks—personal and professional. Yes, we all know what matters.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

No More Cold Calling

JULY 4, 2013

Continue to stay in touch with them and to tap into their networks. So start building a referral network with your co-workers and colleagues. Share a story of a time when another salesperson (or someone else from your network) provided a referral that landed you a big sale. . Other salespeople. An Unexpected Referral Source.

Referrals 244

Referrals Networking Enterprise Enterprise 244

No More Cold Calling

JULY 1, 2018

Sales leaders have forgotten about their most powerful prospecting tool to get leads without cold calling : referral selling. Referrals offer the biggest competitive advantage of any sales tool out there, and yet most teams aren’t using referral selling as the primary prospecting method. How to Grow Your Referral Network.

Cold Calling 180

Cold Calling Referrals Sales Qualified Lead Lead Rank 180

No More Cold Calling

AUGUST 26, 2014

Or worse yet, more people than necessary get involved–using that ever so wasteful tool called, “reply all.” What should have been simple and easy snowballs into complexity—despite our efficiency leveraging the tools to improve our efficiency. Now what may have been a simple query snow balls into diverse opinions. Very well put!

Cold Calling 296

Cold Calling Call-back Small Business Small Business 296

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. Done right, social media selling can help you grow your referral network, deepen relationships with clients and prospects, conduct sales research, and position yourself as a go-to subject matter expert. Share your insights with your network.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

MARCH 29, 2012

LinkedIn is a terrific sales tool. Do not use: Since you are a person I trust, I wanted to invite you to join my network on LinkedIn (You don’t know me, so why would you trust me. I’d like to add you to my professional network on LinkedIn. T echnology is helpful, but the personal delivers. It just takes a few seconds.

Social Media 267

Social Media Referrals LinkedIn Travel 267

No More Cold Calling

AUGUST 9, 2012

Not every industry lends itself to social networking. Listen and learn: “LinkedIn is a great tool for Social Selling. With a target-rich environment of over 10M members, technology salespeople can benefit tremendously from having a strong LinkedIn network and knowing the ins and outs of how to use the Advanced People Search.

Social Selling 261

Social Selling Ideal Customer Profile Industry LinkedIn 261

No More Cold Calling

SEPTEMBER 23, 2014

Nurture your network or lose it. The people who drop off the face of the earth until they need a referral or want an introduction to someone in your network. Social media is a great tool for researching prospects and Referral Sources, and for positioning yourself as a thought leader. You don’t want to be one of those people.

Social Media 281

Social Media Cold Calling Referrals Face-to-face 281

No More Cold Calling

APRIL 26, 2021

Especially now, referrals are the one powerful tool for getting past the access chokepoint. Even more effective are virtual roundtable discussions that connect customers and prospects, and warm outreach to prospects through a salesperson’s business network.”. Referrals can transfer earned trust from a customer to a prospect.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

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. LinkedIn and other social media channels are fantastic tools for beginning conversations and new relationships. People only refer people they know and trust.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

No More Cold Calling

NOVEMBER 11, 2014

That’s why all the sales and marketing automation tools in the world will never replace the power of a knowledgeable, experienced salesperson with a great referral network. Smarter than the Average Algorithm The problem is, we get so enamored with technology that we forget it’s only a tool to make human beings more effective.

Cold Calling 277

Cold Calling Small Business Small Business Enterprise 277

No More Cold Calling

MARCH 1, 2020

It’s also a great excuse for sales follow-up—a reason to connect with clients and prospects, to stay in touch with referral sources, and to deepen relationships with your overall business network. What’s the most powerful sales tool at your disposal? You can never thank someone enough. Just make sure you follow up. Think again.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

No More Cold Calling

JULY 25, 2013

But while technology tools can certainly drive business development, nothing beats sitting down with someone and talking face to face (that means in person). Keep in touch with your network. How do you intentionally nurture your network for referral success? Step away from your computer and meet face to face. Showing up counts!

Outsourcing Services 257

Outsourcing Services Face-to-face Referrals Small Business 257

No More Cold Calling

DECEMBER 19, 2013

Now is the perfect time to touch base with everyone in your professional network. For more referral-selling success secrets, check out the latest from No More Cold Calling: 4 Tips for Holiday Networking Success. Whether you dread holiday parties or can’t wait for all the fun to start, here are a few networking success secrets.

Follow-up 237

Follow-up Face-to-face Referrals Social Media 237

No More Cold Calling

JUNE 28, 2012

Network through social media. A big challenge of social media is the number of outlets; you’ll be more effective if you use tools that integrate social media channels. Use social networks to build your own credibility and build relationships that will convert to sales down the line. You should be as well.

Social Media 267

Social Media Cold Calling InsideView Customer 267

No More Cold Calling

NOVEMBER 5, 2015

That’s why all the sales and marketing automation tools in the world will never replace the power of a knowledgeable, experienced salesperson with a great referral network. Don’t forget that technology is only a tool and that salespeople’s greatest sales asset is—and always will be—themselves. Don’t let this happen to your team.

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

No More Cold Calling

JUNE 19, 2014

The better strategy (for everyone involved) is to give your team the tools and training they need to find their own solutions. If you answered “yes” to both questions, send me a personal invitation to join your network. Read “ [Message to Management]: It’s Not Your Problem.”). Don’t Let Your Smart Phone Make You Look Stupid.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

No More Cold Calling

DECEMBER 10, 2013

” She writes: Tools are tools…period. You may not like it or care to acknowledge it, but technology and social networks do play a role in the buyer’s journey. In the battle between the old and new ways of selling, the sweet spot is somewhere in the middle. You’ll get no argument from me there.

Data 248

Data Social Media Small Business Small Business 248

No More Cold Calling

MAY 4, 2017

Technology is only a tool. Account-based sales pros need to nurture their networks and earn those qualified sales leads. Ensure they know how to use social networks. Account-based selling hasn’t really changed over the decades. A salesperson’s greatest asset is—and always will be—relationships. Referral selling is personal.

Referrals 197

Referrals Account Sales Qualified Lead Social Media 197

No More Cold Calling

JULY 13, 2017

Typically deal sizes are larger, and these clients willingly refer you to their networks. Commit to referral selling as your primary outbound prospecting tool, build skills in referral selling, and coach and reinforce referral activities. It’s simple, but it’s not easy.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

No More Cold Calling

NOVEMBER 21, 2013

Don’t Have Time to Nurture Your Network? As a smart, strategic sales professional, you understand the value of building and maintaining a strong network of clients and referral sources. Read “ Don’t Have Time to Nurture to Nurture Your Network? ”). the most powerful tool in your sales toolbox is still you!

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

No More Cold Calling

APRIL 18, 2013

In the past, we were schooled to throw as much stuff as possible into the sales funnel—including so-called leads from mailings, trade shows, advertising, networking, and newsletters. Associations Enterprise Small Business sales sales experts sales strategy sales tips sales tools selling' Share your stories and strategies here.

Top of Funnel 209

Top of Funnel Ideal Customer Profile Sales Qualified Lead Funnel 209

No More Cold Calling

AUGUST 11, 2015

What tech tools will help me generate hot leads and land new clients? Yes, you are the very best tool in your sales toolkit. You nurture professional and personal networks that keep your sales pipeline full of referral leads. It’s not what will help you win clients; it’s who. The answer is you.

Referrals 120

Referrals Cold Calling Twitter Google 120

No More Cold Calling

MAY 5, 2016

Share your insights with your network. It’s just that some of the tools have changed in the digital age. While technology tools can certainly drive business development, nothing beats sitting down with someone and talking face to face. Want to learn more about how to build your referral network?

Social Selling 120

Social Selling Meeting Social Media Referrals 120

No More Cold Calling

JANUARY 3, 2013

Salespeople are always looking for ways to get in front of opportunities before their competitor can and using tools like LinkedIn , Twitter , and InsideView gives them the leverage that they need to make that happen. I see social selling as the ability to integrate social technology into the front end of your sales process.

Social Media 271

Social Media Social Selling Media InsideView 271

No More Cold Calling

NOVEMBER 20, 2014

I couldn’t believe I was the second most endorsed person in my LinkedIn network for referrals. But technology is an important part of how we live and work, so if Millennials are using a tool that is interesting and strategic, I’ll learn how they do it. Not bad for a Boomer? Not bad, but I need to get even better.

Social Media 286

Social Media Media Referrals Social Selling 286

No More Cold Calling

FEBRUARY 15, 2018

Then there’s outbound lead generation: identifying trigger events, determining relevant content to send in an email, creating messaging, preparing short videos, and networking on social media.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

MARCH 1, 2012

Tony Schwartz, president and CEO of The Energy Project, wrote a great blog in the Harvard Business Review’s HBR Blog Network: Four Destructive Myths Most Companies Still Live By. What’s your #1 best time-management tool? I check email when I’m on a call, should be writing, on my phone (not, of course, while I’m driving).

Face-to-face 243

Face-to-face Conference Energy Networking 243

No More Cold Calling

APRIL 2, 2015

What’s the most powerful sales tool at your disposal? There are hundreds of great applications that help us work more efficiently—including CRM, marketing automation, social-selling tools, advocate platforms, and more. Reach out to your various networks. Salespeople love their apps. So what do you do? Take the Referral I.Q.

Referrals 120

Referrals Cold Calling Guarantee Networking 120

No More Cold Calling

MAY 8, 2014

Here’s what Megan has to say on the matter: “Thanks to the Internet, the modern small business has plenty of tools in its arsenal. With people and businesses all connected by social networks, there are plenty of options and opportunities for companies looking to acquire customers. Hint: It’s not cold calling.

Cold Calling 290

Cold Calling Small Business Small Business Referrals 290

No More Cold Calling

AUGUST 11, 2016

Marketing automation, CRM, social media , and other technology tools enable sales reps to sell more efficiently and cost effectively. But the most powerful tool in your sales toolbox is still you! And social media and the internet will eliminate the time-consuming, face-to-face aspect of sales. Man vs. Machine: No Contest in Sales.

Face-to-face 120

Face-to-face Social Media Cold Calling Call-back 120

No More Cold Calling

AUGUST 30, 2012

Hint: referrals leverage your existing network—clients and people you already know, who already like you, and are happy to refer you. According to Ghitis, optimism “must always travel in the company of action, common sense, resourcefulness and considered risk-taking.”. Chin Up, Shout Out.

Face-to-face 220

Face-to-face Referrals Travel Networking 220