No More Cold Calling

DECEMBER 7, 2023

Create a referral system : While sales leaders acknowledge that referrals are the #1 way to ensure a pipeline of only qualified leads, most don’t put a system in place to make referrals happen. Challenge the Status Quo with Referral Selling Challenge and change your sales process: business development, prospecting, pipeline—all of it.

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

No More Cold Calling

APRIL 30, 2020

Sales Pipeline Dried Up? We see deals in our sales pipeline postponed or disappearing. What do businesses typically do when clients stop buying and the sales pipeline dries up? Read “ Sales Pipeline Dried Up? Their pipelines are recession-proof. Today’s the last day to get your discounted copy. You take action.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

DECEMBER 30, 2021

They not only help me build my pipeline, but I love working with them. How to Actually Unclog Your Sales Pipeline. These are the “pain in the ass” (PITA) prospects in your sales pipeline. Read “ How to Actually Unclog Your Sales Pipeline ”). I admit those were excuses. Are my clients closest to cash? Not today, though!

Referrals 194

Referrals Small Business Small Business Cold Calling 194

No More Cold Calling

OCTOBER 26, 2021

Luckily, the economy was great in 1996, and my niche was referral selling (still is), so I at least knew how to build a small business sales pipeline. I knew nothing about starting a small business. My company took off quickly—almost too quickly. I didn’t have time to develop a plan. A new business checklist would have been a lifesaver.

Small Business 348

Small Business Small Business Cost per Acquisition Hiring 348

No More Cold Calling

NOVEMBER 2, 2017

But if you’re not regularly adding qualified opportunities to your pipeline, you’ll have no pipeline. The last quarter of the year is 25 percent about closing business for this year and 75 percent about building a robust pipeline for next year. There’s only one kind of lead that should be in their pipelines.

Account 180

Account Closing Sales Qualified Lead Referrals 180

No More Cold Calling

MAY 9, 2013

Guest blogger, Matt Heinz, shares three sales metrics that will keep your pipeline full of qualified leads. Current selling period pipeline health Whether you sell based on a monthly or quarterly sales cycle, how healthy is the current pipeline (qualified opportunities expected to close this period)?

Cost per Lead 209

Cost per Lead Sales Qualified Lead Lead Rank Leads 209

No More Cold Calling

APRIL 16, 2020

Their pipelines are recession-proof. And who do we trust for business guidance? Salespeople that earn trust in the time of COVID won’t have to worry about losing their jobs during an economic downturn. Face Facts: The Client Is Not Always Right, and Your Sales Pitch Is Annoying.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

No More Cold Calling

DECEMBER 4, 2014

Assumptions tank deals and ruin sales pipelines. Assuming is dangerous because it makes us lazy about increasing sales pipelines. If all your leads are coming from the marketing department, your pipeline is in big trouble. Don’t let assumptions cause your sales pipeline to dry up. You make an “ass” out of “u” and “me.”

Sales Qualified Lead 275

Sales Qualified Lead Ideal Customer Profile Referrals Small Business 275

No More Cold Calling

JULY 29, 2018

Pay Attention to Your Sales Pipeline. Reps aren’t spending time on the critical business development activities that occur earlier in the sales process, so their sales pipeline is either dry or full of cold leads. So, what’s causing the pain in your sales pipeline? Pay Attention to Your Sales Pipeline.”).

Referrals 168

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 168

No More Cold Calling

SEPTEMBER 20, 2019

How to ensure only qualified leads in your pipeline. I’m passionate about lead generation. Here’s what we discussed on the podcast, “ How to Use Referral Selling to Drive Qualified Leads and Generate Sales :”. Why to challenge the elephant in the room and why no one’s talking about it. 3 steps to build a referral culture for your company.

Lead Generation 267

Lead Generation Referrals Sales Qualified Lead Leads 267

No More Cold Calling

JULY 29, 2021

That’s why there’s only one kind of lead that should be in your pipeline. They’re not closing sales because they’re reaching out to people who don’t want to talk to them, much less buy from them. Only one kind of lead with a 50-to-70-percent conversion rate. Only one kind of lead that sales managers should care about.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

DECEMBER 30, 2014

And which tactics will help us keep our pipelines full in 2015 and beyond? But I quickly learned that the best salespeople—the rainmakers whose sales pipelines never seem to dry up—are honest, straightforward, respectful, inquisitive, and genuinely interested in helping their customers. Learn more.) Learn more.)

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

No More Cold Calling

JUNE 8, 2023

Could it have unclogged our sales pipelines and prevented our teams from having to resort to hours and hours of needless, thankless cold calling ? But what if we had prevented them from happening in the first place? Could an ounce of insightful planning have saved us a pound of problems, and a ton of headache-inducing meetings?

Case Study 177

Case Study Insurance Insurance How To 177

No More Cold Calling

AUGUST 9, 2018

Find out how to unclog your sales pipeline. You can’t count on accurate forecasts when pipelines are unqualified, so you’re never really sure whether your team will make quota until it’s too late. Let me guess. Big problem—the kind of problem that will keep a sales leader up at night, or worse, get a sales leader canned.

Lead Generation 197

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 197

No More Cold Calling

OCTOBER 1, 2020

Joanne joins Tony Morris to share her referral journey and explain how sales teams can tap into their referral networks to fill their pipelines with qualified leads. For more referral selling insights, listen to these popular podcasts featuring Joanne Black: Confessions of a Serial Seller Podcast. Listen to the podcast. Dylis Guyan Podcast.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

JUNE 9, 2019

They don’t fill your pipeline with qualified B2B leads. Want to learn how to fill your pipeline with referral leads? So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Don’t believe me?

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

APRIL 27, 2017

revenue, pipeline, margin, growth, trends, etc.) Approach account segmentation based on the relationships your account-based sellers have with clients—and then ensure your team is asking for referrals—and your pipeline will stay brimming with hot, qualified leads. She writes: A combination of hard criteria (e.g.,

Account 185

Account Lead Rank Lead Scoring Decision Maker 185

No More Cold Calling

APRIL 15, 2021

And as of July 2020, 69 percent of B2B reps didn’t have enough leads in their pipeline to meet their annual quotas, according to a survey by ValueSelling Associates. percent of salespeople made quota in 2019, according to CSO Insights.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

MAY 25, 2023

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. There’s nothing unique and certainly no reason for B2B buyers to spend time hearing their pitches.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

No More Cold Calling

OCTOBER 29, 2017

Sales leaders complain that their account based sales teams don’t get enough qualified leads, their pipelines are fluff, gatekeepers block their access to the C-suite, and the sales process is way too long. Leadership can’t count on accurate forecasts when pipelines are unqualified. Big problem.

Referrals 159

Referrals Cold Calling Webinar Metrics Direct Mail 159

No More Cold Calling

JULY 13, 2021

He explains: “When salespeople successfully reach the actual decision makers, opportunities move through the pipeline and reach the closable stage, often resulting in a win. Dave summarizes their findings in this post: Discovered: Data Reveals the Biggest Obstacle to Closing More Sales.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

NOVEMBER 15, 2012

The last quarter of the year is 25 percent about closing business for this year and 75 percent building a robust pipeline for next year. Yes, I’m following my own process and actively building a qualified pipeline for 2013. What are you doing to build a robust pipeline? Does your pipeline consist of only qualified leads?

Referrals 199

Referrals Sales Qualified Lead Decision Maker Face-to-face 199

No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. STOP Cold Calling. Cold calling is a duplicitous, disingenuous sales tactic.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

No More Cold Calling

FEBRUARY 24, 2021

Digital marketing and lead nurturing wasn’t living up to its promises to fill pipelines with hot leads, even before the pandemic. In the same study, 71.4 percent of salespeople said that 50 percent or fewer of their initial prospects were a good fit. Image attribution: Ketut Subiyanto ). Now it’s really falling short.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

MARCH 31, 2021

They knew they had to improve (not negotiable) and recognized referrals were their ticket to qualified leads, a robust pipeline, and a faster path to revenue. Every client I worked with in 2020 had a singular client focus. How about you? Same old, same old in 2021? Or are you taking a new, fresh, and measurable approach to prospecting?

Referrals 371

Referrals Cold Calling Sales Qualified Lead Call-back 371

No More Cold Calling

JANUARY 16, 2014

Now is the time to kick your prospecting efforts into overdrive, build a strong pipeline for 2014, and determine if you’re really getting the most traction out of each and every day. That’s a mere 20 percent of your day dedicated to building your pipeline and bringing in new business. Chances are, you’re not.

Referrals 224

Referrals Cold Calling eBook Small Business 224

No More Cold Calling

OCTOBER 11, 2018

Want to help your team fill the pipeline with nothing but hot, qualified referral leads? The post Cold Calling Techniques Make Your Pipeline Fat, but Not Fit appeared first on No More Cold Calling. Actually, it’s what’s called “smart selling”. Read the rest of Jill’s blog post.). Follow me on Twitter @ReferralSales.

Cold Calling 286

Cold Calling Pipeline Sales Qualified Lead Referrals 286

No More Cold Calling

JUNE 30, 2016

That’s not going to help build a sales pipeline full of qualified leads. How to Actually Unclog Your Sales Pipeline. These are the “pain in the ass” (PITA) prospects in your sales pipeline. Read “ How to Actually Unclog Your Sales Pipeline.”). Yet, they expect fast, complete, and reliable delivery of your service.

Referrals 136

Referrals Decision Maker Sales Qualified Lead Hiring 136

No More Cold Calling

SEPTEMBER 20, 2018

Meetings are an important activity metric, but your team will never fill their pipelines with hot referral leads if they skip the first step: asking for referrals. Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted. It may seem obvious, but if you don’t ask, you don’t get.

Referrals 258

Referrals Scale Cold Calling Social Media 258

No More Cold Calling

DECEMBER 7, 2017

They have short-term thinking: They task account based sales teams with finding new sales leads, building qualified pipelines, and closing deals. Ensure only qualified leads enter the pipeline. Invite Joanne to speak at your Sales Kickoff Meeting, and your reps will learn how to fill their pipelines with hot referral leads.

Account 189

Account Referrals Sales Qualified Lead Quota 189

No More Cold Calling

NOVEMBER 23, 2017

Most scramble to assemble every available technology to track down prospects and fill their pipelines. They believe the more outreach they do and the more technology they use, the more prospects they’ll have in their pipelines, and the more likely they are to score meetings. So, what do account based selling teams do? More, more, more.

Lead Generation 125

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 125

No More Cold Calling

JANUARY 20, 2015

This is especially true if you’ve been so busy closing deals that you lost focus on the business development part of your career, and your sales pipeline has dried up. There’s nothing in the pipeline, and we’re still miles away from reaching our sales goals. While we were so very busy, we didn’t make time to prospect.

Referrals 120

Referrals Energy Social Selling Proposal 120

No More Cold Calling

JULY 27, 2023

Pick Up the Damn Phone Already Salespeople must step out from behind the technology curtain, have real-world conversations, build networks of people who trust them and will help fill their pipelines with hot referral leads. Whether you’re trying to close a deal or get a referral, pick up the damn phone and have a real conversation!

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

No More Cold Calling

JUNE 6, 2019

They don’t fill your pipeline with qualified B2B leads. Want to learn how to fill your pipeline with referral leads? So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Don’t believe me?

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

No More Cold Calling

DECEMBER 5, 2013

In this evolved world, the sales manager can look inside each rep’s pipeline and understand the true pipeline velocity, not just the number or size of deals, while getting smart insights into the health of each deal. Give Them the Right Tools. Wouldn’t it be better if sales reps could do that for themselves?

Enterprise 232

Enterprise Enterprise Hiring Groups 232

No More Cold Calling

OCTOBER 31, 2019

How would you like to fill your Q1 pipeline with only qualified leads—the kind of prospects who already want to talk to you before you ever make contact? (Read “ It Takes 3 Things for Women in Sales to Be Bulldogs. Find Out How.”). Register NOW for Last-of-the-Year Referral Selling Virtual Workshop.

Referrals 136

Referrals Sales Qualified Lead Face-to-face Cold Calling 136

No More Cold Calling

DECEMBER 19, 2019

They needed more leads in their pipeline. (He Remember the adage: People buy with emotion and justify with fact. For example, I might start my business storytelling like this: “A sales VP came to me with a big problem. He forgot to say “qualified” leads.)

Sales Qualified Lead 349

Sales Qualified Lead Hiring Face-to-face Cold Calling 349