No More Cold Calling

OCTOBER 1, 2020

Joanne joins Paul Watts for a conversation about how leveraging referrals positively impacts productivity and sales success. Dylis and Joanne discuss how to get introductions to the type of clients you love working with, avoiding gatekeepers, and why prospects don’t call you back. Listen to the podcast. Sales Reinvented Podcast.

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Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

MARCH 2, 2017

Sales leaders must put the proverbial stake in the ground, take a position, communicate it to their sales reps, and set goals, metrics, and accountability aligned with that position. Another bank might be in a position to better serve one of his clients. Above all, to increase sales, the speed of decision-making must accelerate.

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Account Referrals Banking Guarantee 120

No More Cold Calling

MARCH 1, 2018

Usually, the president and CEO knew others in their positions and had forged strong relationships, because that’s how business was done. We want to know who will be impacted by the solution, and if it will be positive or negative. (They mailed it.) That was our data. your referral sources).

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Lead Generation Data Leads Marketing Qualified Lead 249

No More Cold Calling

AUGUST 30, 2012

It turns out that a dose of the happy stuff—paired with smart thinking and a reality check—really does make a positive difference. What are you doing to weave positivity into your business? If you want to be depressed, read the newspaper, check out your online news feed, or turn on the TV. It’s not pretty. Chin Up, Shout Out.

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Face-to-face Referrals Travel Networking 220

No More Cold Calling

MARCH 25, 2021

Checkout the job board for women looking for sales jobs, and for companies posting their open sales positions. I first met Cynthia in San Francisco at a meeting about women in sales and learned about NAWSP. Then there’s Melinda Emerson, who’s known as The Small Biz Lady and hosts the SmallBizChat podcast.

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Hiring eBook Cold Calling Scale 379

No More Cold Calling

JANUARY 9, 2014

Companies both new and old are tasked with cementing a positive online presence and reputation in order to thrive in an online landscape that’s constantly evolving. Leverage them in a way that’s both personable and positive. The resolution comes in the form of meaningful, professional relationships. The Potential Is There.

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Referrals Small Business Small Business Scale 225

No More Cold Calling

FEBRUARY 14, 2013

This week, we turn to the more positive, aspirational, and achievable virtuous sales cycle. These, in turn, create a chain of positive results that feed off of each other to generate even better performance. Change your sales around. Here’s how. Good Sales Practices Beget Good Sales Results. “A Feeling Virtuous? Comment Here.

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Sales Cycle Buying Cycle Lead Rank Lead Scoring 179

No More Cold Calling

JULY 3, 2014

They also know how competitors are positioning themselves, where gaps exist in your team’s sales process and marketing campaigns, and what changes would most positively impact customers. In contrast, front line employees live in these nuances every day: They know customers intimately. What are you scared of?

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Referrals Airlines Small Business Small Business 290

No More Cold Calling

APRIL 19, 2012

Clients want measurable, positive changes to their business. Learn how to position, set, and deliver your sales value. Drop the “We” Perspective. Personal pronouns are about us, not about our client. Clients don’t need to know more about us, our experience, our expertise, or what we think. Clients want results. It’s not about you.

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Face-to-face Referrals ROI Competition 215

No More Cold Calling

JUNE 11, 2015

The problem here is that managers miss out on opportunities to coach people around wins or other positive behaviors that need to be reinforced. But this shift in focus resulted in one of the most productive and positive conversations these two leaders ever had. They focus on failures, rather than successes. And it’s no surprise why.

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

No More Cold Calling

DECEMBER 10, 2020

Also, I wish that if people wanted to focus on stereotypes, they’d focus more on the positive ones. I didn’t relate to a lot of the stereotypes about my generation, especially since it spanned 20 years, and I was born at the very beginning of it! Millennial’s brought a lot of value to the workplace.

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Face-to-face Motivation Hiring Guidelines 421

No More Cold Calling

JANUARY 14, 2014

In Beth Kuhel’s excellent article, “ Dinner Table Talk Can Jump-Start Your Kid’s Career! ,” she explains: You can positively influence your kids by consistently initiating and encouraging stimulating discussions at the dinner table. There’s plenty of time for electronics, but not at the dinner table. Conversation Is Key.

Hiring 261

Hiring Face-to-face Small Business Small Business 261

No More Cold Calling

MAY 23, 2014

If you’re like most sellers, your head is spinning with everything you have to learn—new products and services, new technology, new positions, new competitors, new strategies … the list goes on and on. We’re all suffering from data overload.

Face-to-face 196

Face-to-face Small Business Small Business Enterprise 196

No More Cold Calling

SEPTEMBER 23, 2014

Social media is a great tool for researching prospects and Referral Sources, and for positioning yourself as a thought leader. Please don’t invite me to connect on LinkedIn if you just want to sell me something. But it is not the place for a sales pitch. And never, ever ask me for a referral introduction on LinkedIn.

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Social Media Cold Calling Referrals Face-to-face 281

No More Cold Calling

FEBRUARY 6, 2014

You’d be surprised who IT firms are now hiring for sales and consulting positions—people with hospitality and restaurant backgrounds. Does your sales team know how to have a business conversation? Because they know how to talk to people.

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Closing Hiring Referrals Small Business 251

No More Cold Calling

AUGUST 23, 2018

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. According to that report, the only sales position that will continue to thrive is that of the skilled, consultative salesperson (i.e.,

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Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

OCTOBER 1, 2019

You’ll be well positioned for Q1 and beyond. Once they learn how, they vow to adopt a referral approach for 2020. You already know the power of referral introductions. Now’s the time to ask for them and begin conversations with your prime prospects. I’d had it.

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Referrals Pipeline Sales Qualified Lead Cold Calling 209

No More Cold Calling

JULY 14, 2011

She seemed very comfortable and obviously received excellent training on positioning the two options. I don’t know how many applications she received, but I was fascinated by her explanation and even more fascinated that now flight attendants are selling. Was anything in it for her? I have no idea—probably just part of her job.

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Benefit Positioning Sales Prospecting 248

No More Cold Calling

MAY 3, 2012

The scenario is positively different when you’ve been introduced. He’s asking questions—when he could have found the answers on the Internet. He’s pitching his product. How fast can I get this guy out of here? Get Personal, Get In Person. You begin a friendly conversation talking about how you both know the Referral Source.

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Referrals Conversion Meeting Video 255

No More Cold Calling

APRIL 6, 2017

Or do you unequivocally believe and trust that you have a referral system in place to drive revenue, save your job, and position your company for sales success? Are you “all in” with referral selling, or just trying it on? Are you telling your team to ask for referrals? If you’re not committed to the process, your team won’t be either.

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Guarantee Referrals Prospecting Lead Generation 233

No More Cold Calling

AUGUST 7, 2014

No matter what one’s position in life may be—CEO, vice president of sales, regional sales manager, president of a country, or general of an army—we all have the same amount of time: 24 hours a day, 168 hours a week, 52 weeks a year. Here’s his take: “Our clients are constantly asking us where sales managers should spend their time.

Hiring 274

Hiring Small Business Small Business Enterprise 274

No More Cold Calling

NOVEMBER 3, 2011

Position, Set, Deliver. Case studies have their place: they’re collateral on your website, you may include them in a proposal, or leave them behind after a presentation. How many clients do you think read them word for word? Are they nice to have? To establish credibility and prove you know your stuff, yes. To close a sale?

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Case Study Collateral How To Face-to-face 240

No More Cold Calling

AUGUST 12, 2014

And your position gives you unique, valuable insights. Meanwhile, youre out there talking to peopleat different companies and across multiple industrieshearing stories about what is working and what isnt. Knowledge is power. Thats what clients want from youthe value of your experience and expertise.

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Face-to-face Cold Calling Small Business Small Business 266

No More Cold Calling

FEBRUARY 7, 2013

These in turn create a chain of positive results that feed off of each other to generate even better performance. Your goal should be to build a virtuous sales cycle (see Andy Paul’s upcoming article, on the Virtuous Sales Cycle). A virtuous sales cycle means applying best sales practices consistently to produce above-average results.

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Sales Cycle Lead Rank Lead Scoring Education 315

No More Cold Calling

MAY 2, 2013

Referrals are positive, powerful, and upright. To hide your true intentions suggests that you’re either dishonest or that you believe asking for referrals is pushy, salesy, or intrusive. Let’s clear this up right now: Asking for a referral is NOT asking for a favor. Referrals are built on truth and integrity.

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Referrals Social Media ROI Small Business 224

No More Cold Calling

MARCH 14, 2013

My existing clients and customers This was foolish, because these people were perfectly positioned to make repeat purchases and give me referrals. My potential clients These were people I had met with or given information to, but who had not bought. I made the mistake of thinking they were not worthwhile contacts.

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Referrals Advertising Advertising Networking 288

No More Cold Calling

MARCH 29, 2018

Usually, the president and CEO knew others in their positions and had forged strong relationships, because that’s how business was done. (They mailed it.) That was our data. We also discussed deals with others in our company who had connections in our prospect companies. Read “ Is Your Lead Generation Data Leading You Astray?

Lead Generation 199

Lead Generation Referrals Sales Qualified Lead Lead Rank 199

No More Cold Calling

MAY 19, 2016

We judge them by their age, their job positions, the way they dress, the way they speak, and the cars they drive. They base their decisions on assumptions about who these people know. These are the sales snobs. I’ve been surprised time and time again by the people others know. We readily stereotype people.

ACT 260

ACT Referrals Social Media Cold Calling 260

No More Cold Calling

MARCH 8, 2012

Almost every year, for nine years, informal chats positioned the show in the top ten network programs. “. “On Person to Person , people conversed with Murrow, and, starting in the fall of 1959, with Charles Collingwood, as host. Murrow wanted the series “in spite of television,” to “revive the art of conversation.”. Person to Person Is Back.

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Skype Networking Conversion Video 250

No More Cold Calling

AUGUST 11, 2015

Too many people are in sales positions, but are not sales professionals. Ultimately, attaching the word “professional” after the title of “Sales” needs to be earned. It’s earned through hours of study, practice, review, and ongoing commitment to improvement. Read the rest of Art’s article for more.)

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Referrals Cold Calling Twitter Google 120

No More Cold Calling

MARCH 8, 2019

Women aren’t applying for sales positions. What they should be doing is developing programs to keep these valuable employees up-to-date on technology advances, policy changes, customer feedback, and anything else they need to know. How often and in what format? Ask them what they need and want. There’s another wrinkle.

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Hiring Referrals Networking Conference 247

No More Cold Calling

SEPTEMBER 30, 2011

Position your company as the expert with a specific product or a specific market niche. Become the Expert: When money is tight, companies hire experts—they can’t afford to make mistakes—especially now. This is counter-intuitive. We think the more we do, the better, but the opposite is true. There’s a difference between price and payment.

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Referrals Hiring Decision Maker Social Media 240

No More Cold Calling

JANUARY 13, 2015

But during interviews with several people who were already in that position, he learned they only spent about 5 percent of their time coaching. When he reviewed the company’s job description for sales managers, he noted that about 85 percent of their responsibilities included coaching.

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Coaching Hiring Small Business Small Business 120

No More Cold Calling

JANUARY 21, 2016

If your lead generation techniques position you as a low-cost provider, then you probably have a fulfillment process that is automated and efficient. You get what you pay for. Clients who try to beat your sales team down on price will continue to expect the same level of expertise and responsiveness.

Lead Rank 168

Lead Rank Lead Scoring Buyer Leads 168

No More Cold Calling

SEPTEMBER 7, 2017

That shuts people up fast, while putting her in a position of leadership and strength. One of my colleagues, a partner in a national CPA firm, has her response ready whenever this scenario occurs. She immediately says, “I’m so glad you liked my idea.” Ask for advice from others —men or women.

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Account Lead Rank Hiring Cost per Acquisition 224

No More Cold Calling

SEPTEMBER 1, 2015

I’ve spoken before about the “imposter syndrome” in which women feel they’re not qualified to be in higher positions. She writes: At the end of the day, I think the real issue is a matter of confidence—or lack of it.

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Hiring Sales Qualified Lead Referrals Cold Calling 120

No More Cold Calling

FEBRUARY 9, 2012

It’s the quality of your leads, not the massive number of leads, that make the positive difference in your business development. What a great headline, and it isn’t mine. It pulled me in. I had to find out if referral generation was integral to fewer, yet heartier leads. It wasn’t, but this excerpt is still worth sharing.

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Sales Qualified Lead Leads Marketing Qualified Lead Hubspot 149