No More Cold Calling

OCTOBER 4, 2018

I’m Old School. But just because I’m “old,” doesn’t automatically mean I’m old school. Yes, I readily admit that I am old school in many ways. That’s not old school. Cold calling prospects or talking to people who want to talk to you? In fact, my kids are older than many of them.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

Allego

FEBRUARY 23, 2023

Schools probably don’t do this anymore, but when I was in elementary school (GenX-er here), we were taught how to use the telephone. It was a room full of 8-year-olds running through call scripts like pint-sized sales reps. But old-school sales training will only take you so far these days.

Call-back 127

Call-back Analysis Coaching Face-to-face 127

Increase Sales

OCTOBER 23, 2018

Believe it or not, old school sales still tops new sales skills. So what are these historic old ways? #1 1 – Pick up the telephone – Sure some people like texts, but using the phone is the first old school sales skill and still works. People want responses now, not later. Be a person of character. #3

Loyalty 139

Loyalty Compensation Facebook Research 139

criteria for success

OCTOBER 28, 2021

For this week's blog post, I sat down with our CEO and Founder, Charles Bernard, to discuss why old school hunting in sales outreach doesn't work in today's market, and what new school outreach asks of salespeople and leaders. Sales Outreach: Why Old School Hunting Doesn't Work. Read on to learn more!

Hiring 98

Hiring Banking Call-back Trends 98

Janek Performance Group

APRIL 26, 2023

Parents will probably agree with me — if you have ever tried to persuade a tired two-year-old that it was time for their nap, only to watch them resist, you’ve experienced the dig in effect. The best way to handle a prospect who digs in as a sales professional is to prevent a prospect from doing so in the first place.

Influencer 62

Influencer Buyer Lead Rank Lead Scoring 62

Sales 2.0

MAY 1, 2020

For me, this is people that went to my business school. He is cartoonist and sends cartoons to his prospects but our mutual friend Dan Waldschmidt sends swords! Old-fashioned letters and handwritten notes : I have never sent anyone a sword but I have had a lot of luck with the mighty pen.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

No More Cold Calling

OCTOBER 18, 2018

priority in your sales prospecting techniques. You’re measuring them on the same old ineffective sales prospecting techniques, like cold calling , cold emailing, and inappropriate social media activities. That kind of prospecting activity doesn’t drive revenue. Getting referrals business should be top.

Referrals 325

Referrals Cold Calling Quota Sales Qualified Lead 325

Jeffrey Gitomer

JANUARY 15, 2019

Paula's success has her so pumped to sell more, her parents have to dampen her enthusiasm with the reality of homework, school, household chores and bedtime. So, what does this 7–year old kid have to do with your sales success? she shuts up until the prospect speaks – no matter how long it takes. Everything. You have to buy.

Call-back 222

Call-back Up-Sell Benefit Closing 222

Partners in Excellence

MARCH 18, 2024

After working in the Credit Department of a bank in Toledo, Ohio while attending law school at night, he jumped at the chance to double his salary as the Credit Manager of a Ford dealership. It provided a good life for all of us and made his sons minor celebrities in high school because of the number of different cars we got to drive.

Insurance 73

Insurance Insurance Education Salary 73

No More Cold Calling

SEPTEMBER 28, 2023

You certainly wouldn’t lead with a sales pitch before you even knew if the person would be a decent prospect. It’s easier and faster than old-school sales techniques. Nothing helps you close a deal faster than having someone your prospect knows and trusts vouch for you. But is it as effective? Not even close!

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

Mr. Inside Sales

JUNE 8, 2023

Thanks to everyone for the positive feedback on my new upcoming book: The Owner’s Manual to Life: In case you missed that day in school when they handed it out. When I started my business many years ago, it was sometimes a grind to have to prospect to find new clients. to “How can I be of service?”.

Face-to-face 208

Face-to-face Gatekeeper Decision Maker Licensing 208

No More Cold Calling

JULY 27, 2023

He complained that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. My colleague thought it was rather presumptuous of the prospect to ask him to drop everything and hop on a plane. It’s easier and faster than old-school sales techniques.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

No More Cold Calling

MAY 16, 2013

Out With the Old. This sales mantra emanates from an old-school sales formula : Make 100 cold calls, talk to 20 people, set eight to 10 appointments, and get one client … if you’re lucky. Prospecting through referrals allows you to leverage your success instead of endlessly starting over by prospecting cold leads.

Cold Calling 237

Cold Calling Referrals Small Business Small Business 237

Marc Wayshak

JUNE 14, 2023

In order to become an attorney, for example, you have to go to law school and pass the bar. When there’s no value presented at the start of a selling situation, prospects get frustrated. If you start pegging prospects with questions before you’ve even demonstrated value, they have no compelling reason to engage with you.

Cost per Acquisition 99

Cost per Acquisition Face-to-face Up-Sell Follow-up 99

Hubspot Sales

FEBRUARY 12, 2024

Old-school salespeople often used aggressive and selfish tactics to win business and then disappeared like Sasquatch in the Canadian mountains, so savvy buyers knew they had to do due diligence to make sure they weren’t being scammed. The prospect is not in your sales territory. Buyer beware.” Their vertical market (i.e.

Hubspot 115

Hubspot Sales Process Buyer Churn 115

Sales 2.0

MARCH 2, 2020

If you’ve been in sales doing it the old school cold calling way long enough you may start to believe social capital does not mean anything. Perception in our prospect’s mind is what sales and marketing is all about. When we call or email a prospect totally cold our social capital is close to zero. She knows who we are.

Prospecting 195

Prospecting Cold Calling Referrals Conference 195

No More Cold Calling

OCTOBER 28, 2018

Learn more in my blog posts from this month: They Actually Said My Sales Lead Generation Is Old School. Read “ They Actually Said My Sales Lead Generation Is Old School.”). It can take a dozen touches to reach a prospect this way, and are they even prospects? Are they qualified?

Cold Calling 240

Cold Calling Referrals Social Media Sales Qualified Lead 240

Sales Gravy

DECEMBER 16, 2021

The number one reason for an empty pipeline is the failure to prospect every day, every day, every day. A few weeks back, my 24-year-old son was delivering a telephone prospecting workshop to a group of sales development reps (SDRs) who were all about his age. This is the truth. A brutal, universal, and undeniable truth.

Prospecting 113

Prospecting Decision Maker Call-back Social Media 113

SalesFuel

MARCH 19, 2024

Some of your reps may lack empathy and come across to prospects as not caring. How B2B Buyers Assess Sellers Despite being freshly trained, your reps may still struggle to connect with prospects. The old-school tactics of cold calling and mass emailing do not yield B2B leads like they used to.

B2B 52

B2B Training Hiring Lead Rank 52

Nutshell

SEPTEMBER 17, 2020

So why do so many sellers insist on using old school sales tactics that no longer work? Keep reading to learn seven old school sales tactics to avoid in 2020 and beyond. Here’s the truth: your prospects don’t care about the products or services you sell. Seeking the Sale at All Costs.

Sports 71

Sports Up-Sell Call-back Lead Rank 71

No More Cold Calling

OCTOBER 2, 2014

Four long-retired test pilots—played by Tommy Lee Jones, James Garner, Clint Eastwood, and Donald Sutherland—are sent into space to repair an old Soviet satellite, a mission only they know how to accomplish. and lots of derision and skepticism aimed at the abilities of the old “cowboys.”. Click To Tweet - Powered By CoSchedule.

Small Business 286

Small Business Small Business Cold Calling Enterprise 286

Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy, but this time, as it relates to motivational tools. Let me explain and then I’ll pivot to selling.

Motivation 156

Motivation Pipeline Hiring How To 156

Zoominfo

JUNE 9, 2022

Henry Schuck founded ZoomInfo while still in law school. HENRY SCHUCK My first real sales job was when I was 12 years old. I was walking home from middle school, and there was a guy handing out flyers on the street to the students about a door-to-door newspaper subscription selling job. How old were you? I loved that job.

Construction 130

Construction Up-Sell Exact Objections 130

Partners in Excellence

DECEMBER 26, 2023

If I think, for example, the evolution of “prospecting letters.” To send a prospecting letter, I had to write it in longhand and give it to the “word processing pool.” ” In a few hours or a day, I would get a typed draft of my prospecting letter. Then mail-merge came.

Retention 126

Retention Maximizer Buying Cycle Social Media 126

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. In fact, they didn’t even need to talk to prospects, because they had great tech tools. Old Doesn’t Necessarily Mean Irrelevant. The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

The Pipeline

APRIL 17, 2014

The idea of getting ahead of the buyer has an old school ring of pain and needs based selling. When you rush ahead of the buyer, because you are familiar with the scenario, you’ve seen and heard it before, you tend to want to “close” too early, usually relying on old school “closing techniques”.

Buyer 300

Buyer Objections Sales Leadership Sales Cycle 300

The Pipeline

SEPTEMBER 8, 2012

On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston. If you are in B2B sales, and need to engage with more new prospects, mark this date on your calendar, then sign up for this full day interactive prospecting program.

Cold Calling 257

Cold Calling Sales Qualified Lead Pipeline Objections 257

MTD Sales Training

OCTOBER 23, 2017

But I have to tell you that most of those so-called golden nuggets are actually outdated, old-school pitch-mentality approaches to working with updated, modern and sophisticated consumers. Likewise, when thinking about referrals, sales people are looking for a “ready made customer” instead of a possibly qualified prospect.

Referrals 238

Referrals ACT Education Consumer 238

Partners in Excellence

AUGUST 25, 2022

She had been going through some old boxes of papers she and my father had saved. Apparently, she had saved all my report cards from Kindergarten through High School. ” One stood out to me, “works well with others… ” My record in grade school was spotty, but improved over time.

Discount 83

Discount Report Lead Rank Lead Scoring 83

No More Cold Calling

FEBRUARY 14, 2019

Social media, marketing automation, AI, predictive analytics, and all kinds of technology have cast doubt on traditional sales techniques and encouraged organizations to rely on digital sales prospecting. I don’t care how many connections your salespeople have on LinkedIn or how many sales prospecting emails they send.

Lead Gen 307

Lead Gen Call-back Lead Rank Lead Scoring 307

Marc Wayshak

DECEMBER 14, 2022

When it comes to overcoming objections in sales, there are tactical, step-by-step measures you can take to avoid getting commonplace pushback from prospects. One of the biggest mistakes salespeople make when overcoming objections in sales is that they get nervous and start to freak out as soon as a prospect pushes back. Be comfortable.

Objections 66

Objections Lead Rank Face-to-face Up-Sell 66

Janek Performance Group

SEPTEMBER 22, 2021

But the good old days of flipping open your Rolodex (or CRM) calling your best customer from a landline (or cell phone) and winning the business are gone, (if they ever existed). Candidates that have experience annoying prospects with unwelcomed follow-up preferred. We’ve all heard and read…and heard and read….and

Hiring 118

Hiring Call-back Training Up-Sell 118

Adaptive Business Services

APRIL 20, 2022

I am both old and old school. If the average salesperson has to make 10 calls before they find a good prospect, I want to do the same in 5 calls or less. Prospecting issues. I constantly practice and refine my selling fundamentals. I live by two numbers only. Of the two, the latter is the more important.

Pipeline 77

Pipeline Forecasting CRM Selling Skills 77

The Pipeline

JULY 3, 2013

If their response to the old practice of enticing clients with old school utensils, is to offer up a new school utensil, than why would I switch, why would your customer? That was my thought, if this is the best Green can offer as alternative to Blue, Red or Black, what’s the point?

Banking 293

Banking Opportunity Objections Intent 293

The Pipeline

FEBRUARY 13, 2020

The headline caught my eye: “Do you have a problem with prospects going dark after you send them a proposal?”. If the prospect wants it, schedule a time to review it with them. When you peel back the layers, many just felt it was pedestrian, passé, empty and old school. Mostly based on anecdotal evidence for support.

Proposal 264

Proposal Call-back Follow-up Lead Rank 264

Marc Wayshak

JANUARY 6, 2021

They ask, “When a prospect says this , what exactly should I do?” When I tell salespeople to show insight up front, many misinterpret this to mean that I’m suggesting they “educate” their prospects. Your job as a salesperson is not to educate your prospects. Your prospects aren’t your clients.

Follow-up 102

Follow-up Education Up-Sell Call-back 102

Understanding the Sales Force

APRIL 10, 2013

They used to show up, take five minutes to present their product and then the prospect would ask for samples. Now, they completely qualify the reasons, expectations and time allotted for that visit, have a meaningful conversation about their prospect''s business, and get commitments to have their products specified on future work.

Proposal 224

Proposal Sales Qualified Lead Conversion Up-Sell 224