No More Cold Calling

JULY 26, 2018

In a recent blog post, Dave Kurlan shared research from his company, Objective Management Group (OMG), about why salespeople can’t close. Unless you address the actual cause, not just the symptom, that nagging pain won’t go away. So, what’s causing the pain in your sales pipeline? Right Prospect, Wrong Person.

Pipeline 184

Pipeline Decision Maker Closing Referrals 184

No More Cold Calling

JUNE 24, 2021

Common objections include: It feels desperate. When an experienced sales guy told me he wasn’t comfortable asking for referrals, I had to think seriously about the answer. Turns out most everyone has the same discomfort about sales referrals. Yep, you’re thinking: “If I were really successful, I wouldn’t have to ask.” That’s a fallacy.

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Meeting 256

No More Cold Calling

OCTOBER 17, 2012

That’s a typical referral-sales objection. Every objection can be anticipated, so I’m going to cut this one off at the pass. Address the Sales Objection. However, referrals are a limited source of new business, and referrals often result in many unqualified leads and low-level decision-makers.”. Unqualified? Here’s my rebuttal.

Scale 174

Scale Referrals Decision Maker InsideView 174

No More Cold Calling

DECEMBER 10, 2013

Go along with the pack and chase after the next bright, shiny object? I learned a long time ago that statistics are just that—statistics. Numbers can be configured to support almost any hypothesis. So what do you do? Or create your own path? DO Chart Your Own Course.

Data 248

Data Social Media Small Business Small Business 248

No More Cold Calling

SEPTEMBER 25, 2014

The best way to do this is by providing objective test results. Point out that your offering, though superficially similar to the competition’s, is actually better made and/or more durable. Example: Television commercial comparisons between (more or less identical-seeming) automobile brands. Differentiate by Convenience.

Cost per Acquisition 314

Cost per Acquisition Hiring Discount Insurance 314

No More Cold Calling

FEBRUARY 4, 2014

She writes: Everyone, it seems, has jumped on the customer [insert favorite objective here] bandwagon. That’s why I love “ Three Big Myths That Keep You From Being Customer-Centric ,” a CMS Wire article by marketing guru Christine Crandell.

Customer 208

Customer Demographics Small Business Small Business 208

No More Cold Calling

JUNE 1, 2018

If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. ”). Don’t Get Distracted by the Latest Sales Prospecting Techniques. Trends mean nothing unless you include your buyer in your research.

Referrals 153

Referrals SAP Social Media Cold Calling 153

No More Cold Calling

APRIL 8, 2014

So in the future, users who text while walking will be more aware of their surroundings, and may be able to sidestep that tree or light post before running face first into the object. Click here to read the rest of the article.). Worth the Risk? Apple missed the mark here. Texting while walking is dangerous.

Face-to-face 205

Face-to-face Journal Sports Small Business 205

No More Cold Calling

DECEMBER 30, 2018

Bumping into people or objects doesn’t phase you. If you’re like the average American, the first thing you do when you sit down at a meal or a meeting is put your phone on the table. You walk down the street and look down at your phone. This is FOMO (fear of missing out).

Referrals 176

Referrals Hotels Cold Calling Scale 176

No More Cold Calling

DECEMBER 16, 2014

Dan Lyons explores this issue and shares research from the Objective Management Group in his Hubspot post, “ Study: 3 of 4 Sales Reps Have No Idea What They’re Doing.” The Anatomy of a Sales Team Most new salespeople receive little training, even less coaching , and no real-world experience. So they “wing it” and fail.

Hiring 240

Hiring Guidelines Engineering Face-to-face 240

No More Cold Calling

NOVEMBER 20, 2014

I don’t spend my time chasing the next bright, shiny objects. I don’t value myself or my business based on how much technology I have. I use what works for me (like social selling ). But I do stay informed, because I know I must continue to learn and adapt to change, or I’ll no longer be relevant. What’s Next?

Social Media 286

Social Media Media Referrals Social Selling 286

No More Cold Calling

JANUARY 17, 2013

Telling others not only keeps me accountable, but also helps me clarify my objectives. I write my plan, set goals, and share my goals with lots of people (not my revenue goals, because that’s none of their business.) By sharing my goals, I find out whether my goals are: Clear. Understandable. Too aggressive.

Referrals 258

Referrals Account Strategy Objections 258

No More Cold Calling

JUNE 16, 2015

If you know what their objectives are, you’ll be able to explore and expand on the difficulty of achieving them if things stay the same. Even if what you offer seems better. But if you fully understand the limitations of their status quo, you’ll have a different discussion with them. Read the rest of the article.) Point made!

Scale 120

Scale Referrals Cold Calling ROI 120

No More Cold Calling

JULY 31, 2012

Our primary objective from Day One, has been to redefine the parameters governing organizational growth and work with our clients to develop commercial excellence. “Total Solution” and “Uniqueness” have probably been the most overused and overstated commercial expressions of the last 50 years, but we believe we are able to demonstrate both.

Referrals 209

Referrals Cold Calling Sales Qualified Lead Government 209

No More Cold Calling

SEPTEMBER 22, 2016

What the decision maker really wanted, however, was to meet objectives. She writes: Alex kept … assuming decision makers just needed reassurance that his technology could solve every problem they faced. Alex should have kept his focus there and kept exploring the business issues. .

Prospecting 120

Prospecting Decision Maker Face-to-face Cold Calling 120

No More Cold Calling

NOVEMBER 23, 2017

And when the going gets tough, as in sales objectives aren’t being met, a large majority of sales leaders subscribe to the philosophy that more activity is even better. Most sales organizations follow an activity-driven sales approach and the thinking is that all activity is the right activity, which will lead to the right results.

Lead Generation 125

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 125

No More Cold Calling

FEBRUARY 12, 2015

Dave Kurlan, Objective Management Group: “Pay attention to metrics. Jill Konrath, Sales Acceleration Strategist: “Strive for maximum impact. Make sure that every interaction with your prospects and clients yields the best possible outcome.” Do the math.”

Hiring 120

Hiring eBook Small Business Small Business 120

No More Cold Calling

JULY 7, 2017

A pitcher throws to a batter with the objective of striking him out. So, what can sales leaders learn from America’s favorite pastime? Account Based Selling Requires a Team Approach. Baseball is strategic. It demands both technical prowess and a team culture. Behind the batter is a catcher. He and the pitcher are in sync on every pitch.

Account 179

Account Referrals Lead Rank Lead Scoring 179

No More Cold Calling

JANUARY 7, 2011

One of my earliest mentors always urged me to record my objectives, and then share them with as many people as possible. And that is what it will all be about for me in 2011, building on many of the wonderful things we achieved in 2010.

Face-to-face 174

Face-to-face Cold Calling Call-back Account 174

No More Cold Calling

MARCH 15, 2011

The best referrals are those where the person contacted really wants to engage; this is a function of their current objectives and challenges in attaining them. You can avoid this by slightly changing your focus and leveraging core referral concepts. The key change is the source of the referrals.

Referrals 192

Referrals Transportation Insurance Insurance 192

No More Cold Calling

MAY 29, 2013

Your Biggest Sales Challenge• Getting the meeting at the level thatcounts• A consistent stream of qualified leads• Converting prospects to customers• Overcoming objections• No time to prospect© Copyright Joanne Black. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com. All rights reserved. 415-461-8763. www.NoMoreColdCalling.com 4.

Referrals 227

Referrals Cold Calling Sales Qualified Lead Call-back 227

No More Cold Calling

DECEMBER 19, 2013

Go along with the pack and chase after the next bright, shiny object? I learned a long time ago that statistics are just that—statistics. Numbers can be configured to support almost any hypothesis. So what do you do? Or create your own path? Read “ My Data Is Better Than Your Data.”).

Follow-up 237

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

No More Cold Calling

OCTOBER 20, 2016

Colvin states that top performers do what researchers call “deliberate practice,” which he defines as “an activity designed to improve performance, that reaches for objectives just beyond one’s level of competence, provides feedback on results and involves high levels of repetition.”. Painful and demanding practice and hard work.”.

Referrals 120

Referrals Cold Calling B2B Follow-up 120

No More Cold Calling

APRIL 9, 2015

According to the Objective Management Group, 74 percent of sales reps are failing. Why 74 Percent of Salespeople Are Failing Most new salespeople receive little training, even less coaching, and no real-world experience. So they “wing it” and fail. Most of these struggling salespeople could improve with training.

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

No More Cold Calling

JUNE 29, 2017

He knew his facts, had rebuttals for objections, demonstrated what the future would look like if I said yes, and made an irrefutable case. He was courteous, engaging, and made the business case for contributing. How could I refuse? What if all salespeople acted the way Ronnie did?

Referrals 149

Referrals Cold Calling Account Travel 149

No More Cold Calling

OCTOBER 27, 2011

Overcoming objections—4%. The group told me their biggest business-development challenges were: Getting the meeting at the level that counts—34%. Too many unqualified leads—13%. Converting prospects to customers—35%. No money now—14%. What does a referral introduction do? You get the meeting at the level that counts.

Cold Calling 204

Cold Calling Referrals Webinar Metrics How To 204

No More Cold Calling

MAY 7, 2015

You didn’t get the same objections you typically receive, because your prospect already knew the value you bring to the table. You exchanged ideas very much like peers. Better yet, you got in before your prospect knew she had a need and knocked the competition out of contention.

Prospecting 120

Prospecting Referrals Ideal Customer Profile Decision Maker 120

No More Cold Calling

JANUARY 29, 2015

We are fascinated by the next bright, shiny object. We try out a new tool for a while and then move on to the next. It’s like we’re back in grade school and want to be the first on our block to have the hottest new toy. We forget that technology is only a tool.

Referrals 120

Referrals Hiring Cold Calling Top of Funnel 120

No More Cold Calling

APRIL 23, 2015

He teaches sales professionals how to establish and install an effective sales process, set activity objectives, manage sales pipeline, improve close ratios, and improve overall client acquisition.

Face-to-face 120

Face-to-face Cold Calling Tools Energy 120

No More Cold Calling

JANUARY 8, 2015

We are fascinated by the next bright, shiny object. We try out a new tool for a while and then move on to the next. It’s like we’re back in grade school and want to be the first on our block to have the hottest new toy. We forget that technology is only a tool.

Fashion 120

Fashion Twitter Small Business Small Business 120

No More Cold Calling

MARCH 3, 2016

Get help to complete your projects and be more objective about which clients deserve your time and which don’t. What’s the lesson here for women in sales ? Stand your ground. Women say yes a lot. Learn to say no a lot. If you can’t say no, then set realistic expectations. Give yourself a break.

Referrals 120

Referrals Scale Cold Calling Call-back 120

No More Cold Calling

SEPTEMBER 15, 2015

Brainstorm a list of objections you expect from the other party and determine which team member will handle each area. Decide who will orchestrate the negotiation and who’ll be the supporting cast. Clarity regarding roles minimizes the chance that a well-intentioned team member will over-contribute. Anticipate Pushback.

Negotiation 120

Negotiation Lead Rank Lead Scoring Leads 120

No More Cold Calling

JUNE 11, 2015

You Just Missed the Train to Coaching Success Since the majority of managers focus on what’s not working, or what needs to change in order to achieve aggressive goals and business objectives, they act like heat-seeking missiles. Managers are conditioned to search for, identify, and eradicate any problems in their paths to greater success.

Lead Rank 120

Lead Rank Coaching Face-to-face Call-back 120

No More Cold Calling

OCTOBER 18, 2018

Stop frantically chasing the next bright shiny object. That kind of prospecting activity doesn’t drive revenue. It’s busy work that frustrates salespeople and annoys the people they’re cold calling. Technology can help you automate your sales process, but it doesn’t close deals.

Referrals 325

Referrals Cold Calling Quota Sales Qualified Lead 325

No More Cold Calling

MARCH 8, 2023

I was like a thing, some object of art which had to be guarded—and imprisoned—having no mind, no life of its own.” She later described this period of her life: “I knew very soon that I could never be an actress while I was his wife … He was the absolute monarch in his marriage … I was like a doll.

Film 156

Film Hiring Hotels Engineering 156

No More Cold Calling

JUNE 25, 2015

percent of sales leaders say it’s their top objective this year. Is capturing new accounts your greatest sales challenge? According to CSO Insights’ 2015 Sales Performance Optimization study —a survey of more than 1,000 companies—58.1 What does it take to overcome that challenge?

Referrals 120

Referrals Cold Calling Scale Lead Rank 120

No More Cold Calling

JANUARY 18, 2018

The issue is, can you get enough referrals to meet your objectives? And of course, following a contact when they leave one organization and go to another. Yes, yes, yes! Of course, with any “yes,” there’s always a “but”…. So, you then will have to turn to social media to see if you can get referrals from referrals.

Referrals 204

Referrals Account Cold Calling Scale 204