No More Cold Calling

JUNE 28, 2018

Referrals and relationships were how to prospect. They know how to prospect, and they understand that people, not technology, are their competitive edge. The post Do You Know How the Telephone Works … or How to Prospect? Was it easier to do business? Absolutely. No phone calls. Deals were closed with a handshake. By Matt Heinz.

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Prospecting Harvest How To Call-back 197

No More Cold Calling

SEPTEMBER 13, 2012

This blog headline, “How to Get Your Prospects to Call You Back,” nearly sent me screaming out of my office. Getting prospects to call you back is deceptively simple. Receive a referral introduction from a trusted colleague of your sales prospect, and you will always receive a call back. Why even ask this question?

Call-back 290

Call-back Prospecting Referrals How To 290

No More Cold Calling

SEPTEMBER 22, 2016

We’ve all made this prospecting mistake: The customer told us her challenges. We jumped ahead to the easy part of prospecting—offering solutions—and didn’t take time to demonstrate the impact our solutions could make on the client’s business. The Problem with Your Prospecting. The post Are You Derailing Your Prospecting Success?

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Prospecting Decision Maker Face-to-face Cold Calling 120

No More Cold Calling

NOVEMBER 17, 2016

A prospect is ready to buy and reaches out to your sales reps, who close the deal with little effort. But it’s not a reliable lead generation strategy, because your sales reps didn’t initiate prospecting. Too many sales organizations now rely on incoming requests and outgoing emails to grab prospects’ attention. How about you?

Cold Calling 120

Cold Calling Prospecting Referrals Social Media 120

No More Cold Calling

NOVEMBER 22, 2011

Asking your prospect to engage in the process does. Consider this sales scenario: You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. Why won’t your sales prospect return your messages? Everyone Has a Job (the Prospect, Too). You call, you email. You’re dumbfounded.

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Closing Prospecting Proposal Referrals 285

No More Cold Calling

JANUARY 26, 2017

A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. But the prospect had only given him four days’ notice. It’s true in prospecting, and it’s true in team-building—especially today as sales teams are increasingly dispersed.

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Face-to-face Prospecting Decision Maker Conference 120

No More Cold Calling

MAY 7, 2015

I know that feeling first-hand, and so does anyone who prospects through referrals. Our job gets even better with referral introductions from people our prospects know and trust. Think about the last time you contacted a referred prospect. “I want to purposefully attract the kind of clients where we can deliver our best work.”

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Prospecting Referrals Ideal Customer Profile Decision Maker 120

No More Cold Calling

SEPTEMBER 7, 2012

Many of us believe that because our business is complex and sophisticated, that only certain people are good connections – meaning that only certain people make good business-development prospects. The conservative conversion metric when you receive an introduction to a qualified prospect is 50 percent. You don’t have time to prospect?

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Referrals Prospecting Cold Calling Call-back 219

No More Cold Calling

OCTOBER 1, 2015

Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results. Convert prospects into clients at least 50 percent of the time (usually more than 70 percent). Meet with hot prospects while your competitors are still figuring out how to get in. Is that how you want to spend your selling time?

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Referrals Lead Rank Lead Scoring Prospecting 120

No More Cold Calling

DECEMBER 7, 2023

In my experience, at least half the people you ask for referrals will introduce you to your ideal prospect. Referred prospects convert to clients a minimum 50 percent of the time (most salespeople tell me it’s closer to 70 percent). 10 people introduce you to your ideal prospect. No more than 20. 5 are a perfect fit.

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Referrals Scale Decision Maker Sales Qualified Lead 194

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

MAY 19, 2015

With a few clicks of a button, we learn all about our prospects—both personally and professionally. Want prospects to like you? Even something as simple as a shared birthday or hometown can help you sell more, and sell bigger! Small talk, then, becomes something much deeper. Personal connections couldn’t be more important in sales.

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Social Media Prospecting Sports SAP 120

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. Referrals help you ace Part One and set you up for success in Part Two.

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Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. None of us stands out during prospecting. When they get introductions from people their prospects know and trust, they walk straight into meetings with your ideal clients. Not getting the ROI you expected from your lead-gen tactics?

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Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

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. A sales leader in Europe needed the same splash of cold water.

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Decision Maker Referrals Face-to-face Social Media 156

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. For sellers, this makes access to prospective buyers the first chokepoint. How do you get access to your prime prospects? Referrals can transfer earned trust from a customer to a prospect.

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Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

MAY 25, 2023

You ensure they receive referral introductions to their prime prospects—from people those prospects know and trust. Reps cold call, send cold emails, do cold outreach on social media, and rely on marketing to nurture prospects and send them qualified leads. In groundbreaking research by Steve W. You’re different. You stand out.

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B2B Buyer Referrals Sales Qualified Lead 177

No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it. To gain access, sales professionals must abide by the new rules of prospecting.”. STOP Cold Calling.

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Cold Calling Social Media Telemarketing Referrals 365

No More Cold Calling

FEBRUARY 1, 2024

Image attribution: Werayuth Tessrimuang ) Until your salespeople actually talk to potential referral sources, they don’t know how those people are connected to their prospects. When your reps automate referral introductions, they lose the chance to learn more about their prospects. How does the referral source know the prospect?

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Social Media Referrals Media Lead Generation 194

No More Cold Calling

DECEMBER 21, 2023

I’m introducing a Referral Selling System to ensure companies build a referral culture, source only qualified leads, get meetings with their prime prospects, and close business quickly. They know what you have to offer and what types of prospects can benefit from it. I’m doing the same on two fronts (so far): 1. Everything is a system.

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Referrals Social Media Cold Calling Sales Qualified Lead 156

No More Cold Calling

APRIL 16, 2020

At least, that’s what many prospects have come to believe. How Your Prospects Choose Whom to Trust. And just as importantly, who do your clients and prospects trust? They hear the word sales and think of the stereotypical used-car salesman. Top salespeople are different. They understand that their job is to help their clients.

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

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. percent of salespeople said that 50 percent or fewer of their initial prospects were a good fit. Suddenly it became almost impossible. Unless … Breaking News. There is an answer to seller access. What’s old is new again.

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Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

MARCH 30, 2023

My prospects are on my side. If a prospect isn’t a good fit, I know when to stop before I go down the competitive rabbit hole once again. I also know when I have earned the right to ask those prospects for referrals. You send emails making the business case for why these prospects should talk to you.

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Referrals Cold Calling Social Media Call-back 156

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. 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. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

OCTOBER 1, 2020

It takes roughly eight touches for sales reps to reach cold prospects. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Yes, your most predictable and measurable prospecting tool is your very own sales team, asking for referrals.

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Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

OCTOBER 1, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. It’s just a symptom.

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Referrals Decision Maker Cold Calling Social Media 316

No More Cold Calling

JANUARY 14, 2021

So, I’m committing to spending time on-camera answering your questions and sharing powerful tips and methods to revolutionize your prospecting. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? Always free. Always fabulous! All episodes are recorded, so you won’t miss out. Think again.

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Gatekeeper Referrals Cold Calling Telemarketing 265

No More Cold Calling

DECEMBER 19, 2019

Prospects don’t care about your facts. Prospects don’t care about you … or me, for that matter. He was frustrated that reps weren’t calling high enough, it took way too long to reach a prospect, and they weren’t making quota to boot. Want to learn more about connecting with prospects? Facts and more facts. No one cares.

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

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. What does that say about your team’s prospecting prowess? Shorten the sales process because prospecting time collapses.

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Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

MARCH 31, 2021

They recognized that asking clients for referrals was the way to gain access to prime prospects. Or are you taking a new, fresh, and measurable approach to prospecting? The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. They were smart. How do I know this? How about you?

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Referrals Cold Calling Sales Qualified Lead Call-back 371

No More Cold Calling

MAY 3, 2018

Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy. They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. That’s how to prospect for sales.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

No More Cold Calling

JUNE 24, 2021

Explain why prospects should meet you. When your referral source offers to introduce you, they should let your prospect know that reason. Here’s a referral example email I send when I’m introduced to a prospect, and I always copy my referral source:: “Hi (First Name); “It was great of (insert name) to introduce us.

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Referrals Outsourcing Services Sales Outsourcing Meeting 256

No More Cold Calling

JUNE 6, 2019

But very few understand how to incorporate technology into their prospecting strategy. 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. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

No More Cold Calling

MARCH 16, 2017

Cold calling is bottom-of-the-barrel prospecting. It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. It doesn’t matter how much research your reps conduct, or how much they know about their prospect companies and the trigger events. Lead generation shouldn’t be that tough.

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Sales Qualified Lead Cold Calling Lead Rank Lead Scoring 232

No More Cold Calling

SEPTEMBER 28, 2017

Every salesperson in their right mind wants to grab every possible tool to accelerate account based sales development, look smarter, shorten prospecting time, and score meetings with decision-makers. If it takes eight to 12 touches to reach a prospect, that tool is too dull. No other prospecting strategy comes close.

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Account Lead Rank Lead Scoring Referrals 245

No More Cold Calling

JANUARY 24, 2019

My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. Regardless of the way you reach out—via email, social media, text, direct mail, or even a knock on the door—prospects are cold as ice unless they know who you are and expect to hear from you. What Is Cold Calling?

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Cold Calling Referrals Sales Qualified Lead Lead Generation 269

No More Cold Calling

MAY 28, 2020

I wrote that book because I was horrified when reps started telling me they didn’t need to talk to prospects and clients anymore. This was even the premise of my second book, Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal. Since then, the problem has only gotten worse.

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Social Media Referrals Cold Calling Social Selling 391