No More Cold Calling

JUNE 29, 2023

Here’s what you might have missed from No More Cold Calling this quarter. For nearly three decades, my sole focus has been helping growing companies leverage referrals to drive revenue. Is it working? Your most neglected sales channel is your existing client base. If your answer is yes, let’s chat.

Referrals 177

Referrals Channels Cold Calling Scale 177

No More Cold Calling

MARCH 5, 2020

Your customers are your best source of qualified sales leads. “If If your customers aren’t selling for you, you won’t have customers.” No, I didn’t pay him to promote asking for referrals. No, I didn’t pay him to promote asking for referrals. How do you do that? He’s just a very smart man.

Referrals 432

Referrals Sales Qualified Lead How To Lead Rank 432

No More Cold Calling

JUNE 24, 2021

How to ask for referrals and other FAQs. After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. In no particular order, here are the most common referral selling questions I hear … 1. How do I get over my reluctance to ask for referrals?

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Meeting 256

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals.

Referrals 328

Referrals Sales Management Hiring Scale 328

No More Cold Calling

OCTOBER 27, 2020

What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? Get the referral, get the meeting. Sonia is absolutely right about that, and she even created this unique video that brings the referral message home. Sonia is dedicated to referral selling. How about you? .

Referrals 317

Referrals Hiring Webinar Metrics How To 317

No More Cold Calling

AUGUST 28, 2014

If no one’s returning your calls, you must be cold calling. I see you. I’ll wait for you to leave a message, but you won’t. Recently I filled out a form on a website for one of my prospects and requested a demo. I ‘m calling regarding your interest in our system. What Are You Waiting For?

Call-back 282

Call-back Prospecting Cold Calling Referrals 282

No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. Why Ask for Referrals?

Referrals 297

Referrals Scale How To Lead Rank 297

Janek Performance Group

SEPTEMBER 28, 2021

From subject to signature, top salespeople know the importance of crafting great prospecting emails. After all, an email is often a prospect’s first impression, and it can be the difference between calling or deleting you. Also, too many sales pros think they just need the basic idea, and the prospect will do the rest.

Prospecting 117

Prospecting How To Social Media Call-back 117

No More Cold Calling

SEPTEMBER 20, 2018

Do you have the wrong KPI? If you’re like most sales leaders, you’re tracking the wrong referral metrics and spinning your wheels. 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

The Pipeline

FEBRUARY 20, 2020

I see many salespeople march through the first quarter, heads down working their plan. The further you are into the year, the more your options narrow, you want maximum options. The further you are into the year, the more your options narrow, you want maximum options. Invest in Your Success.

Referrals 274

Referrals Pipeline Decision Maker Pivotal 274

No More Cold Calling

JULY 20, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. Too many account based selling teams over-rely on technology to reach their prospects. The goal of account based sales development is to land and expand within named accounts.

Account 285

Account Referrals Lead Generation Cold Calling 285

Sales Gravy

SEPTEMBER 1, 2023

If You Don't Take Action, You Won't Get Results In this episode of the Sales Gravy Podcast, Jeb Blount and David Newman, author of Do It! When you track where the money is going, you can prepare for unexpected events and pivot when necessary. Believing that "if you build it, they will come" is a fallacy.

Sales Qualified Lead 85

Sales Qualified Lead Decision Maker Prospecting Strategy 85

No More Cold Calling

AUGUST 1, 2019

Referral makers don’t want your money. You’re going to pay me how much for referral business? When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. You won’t pitch, you’ll share best practices, and you’ll follow up. Referrals aren’t about money.

Referrals 289

Referrals System Cold Calling Social Media 289

No More Cold Calling

MAY 2, 2019

More than half of Americans either own or work for a small business, and those companies create about two out of every three new jobs in the U.S. Most small business owners founded their companies based on their experience within a certain industry or professional role. Was anyone going to come and learn how to sell by referral?

Small Business 316

Small Business Small Business Referrals Hiring 316

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground.

Ideal Customer Profile 87

Ideal Customer Profile B2B Prospecting Gatekeeper 87

No More Cold Calling

OCTOBER 5, 2017

Does your sales team struggle to get referrals? When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. Well, you get the picture. Sales leaders don’t take time to implement a referral system. If you know anybody …”). Here’s why.

Referrals 279

Referrals Top of Funnel Account Scale 279

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. Why Ask for Referrals?

Referrals 228

Referrals Scale How To Lead Rank 228

No More Cold Calling

JUNE 27, 2013

If you depend on marketing to score your leads, you can forget about hitting your numbers. Prospecting is not the job of your marketing department. It’s your job. And it’s your most important job. Following up on poor leads is a waste of your sales time. Marketing is Great, But….

Lead Rank 272

Lead Rank Prospecting Lead Scoring Inbound 272

No More Cold Calling

OCTOBER 19, 2017

Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? It makes no sense at all, because every sales leader and account based sales rep knows that referrals are their hottest leads and best business. Are you wondering? No harm, no foul. Crushing.).

Referrals 265

Referrals Account Cold Calling Social Media 265

eGrabber

FEBRUARY 19, 2024

In the world of sales and marketing, prospecting lists are the backbone of any successful campaign. But what exactly is a prospecting list, and how can you build one that yields the best results? This blog post will help you know about it in detail. What is a Prospecting List? Understand who your ideal customer is.

Ideal Customer Profile 59

Ideal Customer Profile Prospecting Trade Show How To 59

No More Cold Calling

FEBRUARY 2, 2018

Describe your ideal client. Does everyone know your ideal client profile? That means three-quarters of account based sales teams have failed to complete the first step in asking for referrals—making it clear who they want to meet. Referral introductions are as qualified as leads can get. percent answered yes.

Referrals 220

Referrals Ideal Customer Profile Sales Qualified Lead Top of Funnel 220

Mr. Inside Sales

AUGUST 23, 2020

First the pandemic; then being sent home to work; then finding it hard to contact people—who are also working from home…. Are prospects going to answer their phones? Here are 5 things you can do right now to prepare for a good fall, and a happy holiday season to come: 1. They want to—and need to—buy what you are selling.

Face-to-face 220

Face-to-face Referrals Call-back Quota 220

SalesFuel

APRIL 25, 2024

Are you one of the lucky B2B sellers who has a Customer Success Manager (CSM) on staff? Dedicated CSMs focus on ensuring that customers achieve their desired outcomes which drives retention and supports your sales career. Well, if you’re like many of us, the team is you, and the task is daunting. How much came from referrals?

Hiring 52

Hiring Scale Referrals Promotion 52

No More Cold Calling

AUGUST 10, 2017

Don’t let account based selling teams cold call. You know it’s true: All things being equal, we work with friends. All things not being equal, we work with friends. Account based selling teams find it increasingly challenging to reach their target prospects. So, how do you get that first call?

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

No More Cold Calling

MAY 18, 2017

If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. High-performing account-based sales professionals don’t waste time cold calling, especially not at night or on weekends. How a Referral Introduction Opens the Door to the C-Suite.

Gatekeeper 224

Gatekeeper Account Referrals Decision Maker 224

Crunchbase

JUNE 7, 2023

As a salesperson, much of your success relies on prioritizing the right prospects. Going after the most promising leads first can have a huge impact on your conversion rates, engagement and revenue. By focusing on the right prospects, you can streamline your efforts, speed up the sales cycle and ultimately close more deals.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Buyer Intent 52

The Sales Hunter

SEPTEMBER 17, 2019

Whether you’re building a prospecting plan from scratch or reviewing your existing plan, ask yourself these 8 questions. I have said this before, but I will say it again- the biggest improvements you can make to your prospecting are to the little things. You may make a sale, but it won’t last.

Ideal Customer Profile 129

Ideal Customer Profile Prospecting Segment Referrals 129

Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. They can provide companies with perpetual revenue, and they can solidify your organization’s reputation as a great company to work with. To do this at scale, you need systems and a repeatable process in place. That’s a huge jump. The secret?

Referrals 177

Referrals Company Scale Case Study 177

No More Cold Calling

JUNE 15, 2017

Referrals might be your silver lining. It was 20 years ago, when I was working as an account-based sales rep , and I lost the biggest deal of my career. We had a stellar account-based selling team. How to Generate Leads—Even When You Lose the Deal. But there’s one I’ll never forget. I knew everyone.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

No More Cold Calling

JUNE 7, 2018

Because what you’re already doing isn’t working. Your lead generation tactics aren’t driving bottom line revenue. And how can a B2B referral program drive up those numbers? Talk to any software vendor, and they can’t wait to show you their cool software. They don’t want to see your demo. You have a choice.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

PandaDoc

FEBRUARY 24, 2023

In order to develop an efficient sales process, every company must develop a sales prospecting strategy as a priority. Thus, successful commercial prospecting will allow your company to increase sales, revenue, and customer lifetime value. Finding prospects through social networks has become essential for salespeople.

Paid Content 52

Paid Content Channels Webinar Metrics Ideal Customer Profile 52

PandaDoc

FEBRUARY 24, 2023

In order to develop an efficient sales process, every company must develop a sales prospecting strategy as a priority. Thus, successful commercial prospecting will allow your company to increase sales, revenue, and customer lifetime value. Finding prospects through social networks has become essential for salespeople.

Paid Content 52

Paid Content Channels Webinar Metrics Ideal Customer Profile 52

Sales Hacker

MARCH 8, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. Stuck trying to engage a prospect? Support on pipeline movement.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

Crunchbase

FEBRUARY 22, 2021

B2B sales prospecting isn’t always as exciting and glamorous as other parts of the sales routine, as you can imagine; it’s far more behind the scenes and challenging. In fact, sales leaders agree that prospecting is the hardest part of the sales process. Find more prospects with Crunchbase Pro – try it free.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

No More Cold Calling

SEPTEMBER 28, 2017

It’s time to sharpen your sales tools. 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.

Account 245

Account Lead Rank Lead Scoring Referrals 245