No More Cold Calling

MARCH 31, 2020

When the economy slows, the pace of decision making must pick up. Waiting could be your Achilles heel—plus, everything you missed from No More Cold Calling this month. Ram Charan , author of 25 books and consultant to CEOs, said that many years ago, but it’s even more relevant now. Register here , even if you can’t attend live.

Referrals 326

Referrals Cold Calling How To Call-back 326

No More Cold Calling

APRIL 30, 2020

She said her mother always did it that way and told her daughter to phone her grandmother. Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations. I wrote my second book— Pick Up the Damn Phone!:

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

JULY 27, 2023

I told him to buy the damn ticket … immediately. After all, they’ve followed up several times via email. Yet, when sales leaders tell these struggling reps to pick up the phone and have real conversations with prospects, they don’t do it. Well, that was a splash of cold water, and you can guess the answer.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

No More Cold Calling

DECEMBER 6, 2019

Cold callers tell you to just pick up the damn phone. Cold callers don’t just bother us at dinner anymore, and it’s no longer just the damn phone that we resent. You call someone and then follow up with a letter. Repeat After Me: I Will Not Cold Call. STOP Cold Calling. It’s as easy as that.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Partners in Excellence

JANUARY 24, 2017

I’ve started to rely on email, texting, DMs in Twitter and all sorts of other tools as the primary mechanism to engage with clients, colleagues, and people in the community. It’s terribly convenient and very efficient. I can group my communications to times convenient for me. I can take my time, constructing the right response.

Face-to-face 48

Face-to-face Twitter Call-back Construction 48

No More Cold Calling

JUNE 10, 2021

Why I made referral selling my life’s work. The year was 1996. I was working for a global consulting and training firm. The economy was booming, and my colleagues encouraged me to go out on my own. I had no name for my company, but I knew my focus. To this day, I don’t know why, but I added this question on the last round. That got me thinking.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

No More Cold Calling

JANUARY 29, 2014

As salespeople, it’s our job to make the connections that matter – connections cemented with phone calls, not status updates. Jan 29 2014 2:00 pm.

Webinar Metrics 159

Webinar Metrics Social Selling Referrals Twitter 159

No More Cold Calling

FEBRUARY 27, 2020

It’s way faster to send a text or email than to make a phone call or schedule a lunch meeting. And to learn how to turn relationships into referrals, read my book, Pick Up the Damn Phone!: Need help thinking through your follow up? You don’t have to work 60-hour weeks to be successful.

Referrals 356

Referrals Cold Calling Follow-up Meeting 356

No More Cold Calling

OCTOBER 12, 2023

We’re missing out on talking to prospects and clients, having conversations that drive business, cementing relationships that matter, and using the phone how it was originally meant to be used—actually talking to people. This Is Your Brain on Technology The average American spends at least five hours on their phone each day.

Social Media 177

Social Media Wireless Social Selling Cold Calling 177

No More Cold Calling

MAY 28, 2020

This was even the premise of my second book, Pick Up the Damn Phone!: Please take care of yourself. “ The pendulum has swung too far in the direction of superficial online communications at a time people are hungry for true personal connection.” How People, Not Technology, Seal the Deal. Maybe, if you sell widgets.

Social Media 391

Social Media Referrals Cold Calling Social Selling 391

No More Cold Calling

FEBRUARY 1, 2024

If you don’t know someone well enough to pick up the damn phone and talk to them, you don’t know that person well enough to be asking for referrals. If you don’t know someone well enough to pick up the damn phone and talk to them, you don’t know that person well enough to be asking for referrals.

Social Media 194

Social Media Referrals Media Lead Generation 194

No More Cold Calling

JULY 31, 2014

KiteDesk’s chief revenue officer explains why salespeople still need to pick up the damn phone. Phone conversations are what really drive sales. Sean and I talked about changing buyer habits, the role of technology in sales, and how digital communication with clients stacks up against the real thing.

Marketing Qualified Lead 304

Marketing Qualified Lead Lead Rank Sales Qualified Lead Prospecting 304

No More Cold Calling

JULY 16, 2014

If you want to learn what really works and are ready to listen and take action, then sign up. The remarkable latest research you can’t ignore about “social buyers” What it takes to get results as a social seller: Listen up. When to ditch technology and Pick Up the Damn Phone!

Webinar Metrics 306

Webinar Metrics LinkedIn Revenue Networking 306

No More Cold Calling

OCTOBER 17, 2013

And those connections are cemented with an in-person meeting or phone call, not a status update. My new book— Pick Up the Damn Phone!: But it’s imperative to know when to put away your toys and have a grown-up conversation. Pick Up the Damn Phone!: Pick Up the Damn Phone!

Cold Calling 252

Cold Calling Referrals Small Business Small Business 252

No More Cold Calling

JUNE 29, 2019

Why it’s important to train from the trenches. From now on, I am going to make it a fixed rule that no unit, from the time it reaches this theater until the war is won, will ever stop training.”. Eisenhower, Supreme Commander of the Allied Forces. People return every year to commemorate the bravery and the horror that occurred on those beaches.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

No More Cold Calling

JANUARY 11, 2018

For that, salespeople need to pick up the damn phone and have an actual conversation. For that, salespeople need to pick up the damn phone and have an actual conversation. The most advanced selling skills he’s come up with is the art of begging for food. Is sales an art or a science?

Account 204

Account Competition Cost per Acquisition Referrals 204

No More Cold Calling

NOVEMBER 21, 2013

To learn all about the role of technology and referrals in sales, get your copy of my new book: Pick Up the Damn Phone!: Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

No More Cold Calling

APRIL 18, 2019

I just wanted a damn cup of black coffee. They’re running to gates and talking on their phones. “How much did you say that cost?” I asked the barista. I knew I heard him correctly, but I still couldn’t believe it was $5.50 for a cup of coffee—not a mocha, not a latte, not a cappuccino, just coffee. In fact, he was rather rude.

Airlines 332

Airlines Customer Referrals SalesForce 332

No More Cold Calling

NOVEMBER 5, 2013

Pick up the damn phone and have a real conversation. For more on how to strike the right balance between sales technology and relationships, get your copy of my new book, Pick Up the Damn Phone!: And when do you put the technology away and have a grown-up conversation? So what do you do?

Sales Technology 249

Sales Technology Small Business Small Business Enterprise 249

No More Cold Calling

DECEMBER 19, 2013

Now is the perfect time to follow up with your clients, prospects, and Referral Sources. When I attended this year’s Dreamforce conference , I heard numerous speakers and presenters echo the same valuable message I’ve been stressing for years—the importance of following up. ” Not only is it important to follow up on leads.

Follow-up 237

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

No More Cold Calling

NOVEMBER 1, 2013

We all know how to use the phone, and it doesn’t crash. For more on how to leverage technology AND relationships for sales success, get your copy of Pick Up the Damn Phone!: Comment Here Share the story of a time when picking up the damn phone helped you seal the deal.

Telemarketing 214

Telemarketing Small Business Small Business Enterprise 214

No More Cold Calling

NOVEMBER 26, 2013

Have you heard of phone stacking? You all put your cell phones in the center of the table. Whoever is the first to look at his or her phone pays the bill. They look down at their phones. Plus, for more on how technology addiction can ruin your sales career, check out my new book, Pick Up the Damn Phone!

Banking 308

Banking Google Conversion Sales 308

No More Cold Calling

AUGUST 26, 2014

Pick up the phone and be heard above the clatter. Digital conversations often take longer and become far more complicated than a simple phone call. Why Not Pick Up the Damn Phone? We get caught up in endless emails streams–back and forth, back and forth, ping, pong……., Very well put!

Cold Calling 296

Cold Calling Call-back Small Business Small Business 296

Pointclear

APRIL 3, 2014

How many people are so busy staring at their phones that they’re ignoring the human beings in front of them? How many people are so busy staring at their phones that they’re ignoring the human beings in front of them? Schedule in-person meetings, take them to lunch, or pick up the damn phone. That’s our job.

Face-to-face 250

Face-to-face Ideal Customer Profile Cold Calling Gatekeeper 250

The Sales Hunter

NOVEMBER 12, 2013

” And those two lines were in the INTRO of Joanne’s new book, “ Pick Up the Damn Phone! .” ” And those two lines were in the INTRO of Joanne’s new book, “ Pick Up the Damn Phone! How People, Not Technology, Seal the Deal.

Sales Technology 191

Sales Technology Face-to-face Referrals Cold Calling 191

No More Cold Calling

MARCH 6, 2014

I say it all in the dedication for my new book— Pick Up the Damn Phone!: In honor of the National Day of Unplugging, I’m giving away five free copies of Pick Up the Damn Phone! Put away your toys and really connect with the people who matter. We want to automate everything (almost). on March 7.

Face-to-face 207

Face-to-face Cold Calling Facebook Campaigns 207

No More Cold Calling

JUNE 24, 2014

When you’re looking for a new accountant, marketing firm, lawyer, technology solution, bank, or even hair stylist, I bet you don’t just pick one at random. Don’t Fail at the Follow-Up. The tragedy is that many of them never followed up with any of these sources. If so, you picked the wrong career. It’s perplexing.

Referrals 275

Referrals Social Media Banking Cold Calling 275

No More Cold Calling

DECEMBER 14, 2017

I told him to buy the damn ticket … immediately. At the very least, salespeople should pick up the damn phone or jump on a video call. A colleague of mine in Europe needed the same splash of cold water. My colleague thought it was rather presumptuous of the prospect to ask him to drop everything and hop on a plane.

Account 228

Account Face-to-face Decision Maker Social Media 228

No More Cold Calling

MAY 30, 2020

How are extroverts expected to keep their heads up when they’re isolated from friends and colleagues? Maybe it’s just a “pandemic buddy system” pairing up co-workers who both need a lifeline during these lonely and stressful times. I just wanted a damn cup of black coffee. They’re running to gates and talking on their phones.

Referrals 156

Referrals Airlines Cold Calling Scale 156

No More Cold Calling

AUGUST 23, 2018

Gartner research backs this up, suggesting that social engagement is the more appropriate term. A Complete Guide to Putting the “Social” Back in Social Selling. Social selling has finally (and dangerously) reached buzzword status. Misperceptions, because salespeople have forgotten the social part of social selling. Source: LinkedIn ).

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

NOVEMBER 13, 2013

It doesn’t qualify our prospects, and it certainly doesn’t set us up to make quota. For more on how relationships drive sales, get your copy of my new book, Pick Up the Damn Phone! For more on how relationships drive sales, get your copy of my new book, Pick Up the Damn Phone!:

Inbound 253

Inbound Lead Rank Lead Scoring Small Business 253

No More Cold Calling

OCTOBER 7, 2014

As Woody Allen famously said, “Eighty percent of success is showing up.” Showing up counts—in life and in sales. We show up in many different ways—online, offline, at work, with family, with friends, and when volunteering. Showing up means you become involved. The more often you show up, the more visible you become.

Meeting 240

Meeting Social Media Referrals Fashion 240

No More Cold Calling

NOVEMBER 12, 2013

They’ve grown up immersed in text messages and emails. Baby Boomer that I am, I pointed out that she could have waited until the break and actually used her phone the way it was meant to be used—to have a real conversation , to hear him laugh or sigh, and to communicate those three little words with true emotion, not emoticons.

Airlines 281

Airlines Small Business Small Business Enterprise 281

No More Cold Calling

NOVEMBER 6, 2013

In May 2009, he told the graduating class of the University of Pennsylvania: Turn off your computer [and] your phone, and discover all that is human around us. In May 2009, he told the graduating class of the University of Pennsylvania: Turn off your computer [and] your phone, and discover all that is human around us. Shut it down.

Commence 233

Commence Face-to-face Small Business Small Business 233

No More Cold Calling

MARCH 15, 2018

Growing up, many of us Baby Boomers only had a radio. Don’t stay up too late watching TV. Don’t turn it up too loud or you won’t hear people when they talk to you. Remember, prospecting is all about people. You’ve heard it: Television will kill radio. Video killed the radio star. B2B selling is all about relationships.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

No More Cold Calling

JULY 29, 2014

Social media can help start conversations that lead to true connections, but only if you show up as a person. When to ditch technology and Pick Up the Damn Phone ! Here’s why your social media strategy is falling flat—and how to bring it back to life. Your mother was right. There is a time and place for everything.

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

No More Cold Calling

NOVEMBER 19, 2013

As we wrap up another year, smart sales leaders are already planning for 2014—considering which goals, targets, and strategies will set their reps up for success in the New Year. And to learn more about referral-based selling metrics, check out my new book, Pick Up the Damn Phone!: Comment Here.

Small Business 220

Small Business Small Business Enterprise Enterprise 220