No More Cold Calling

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Your Lead Gen Is Broken (Here’s How to Fix It)

No More Cold Calling

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. None of us stands out during prospecting. Talk to any software vendor, and they can’t wait to show you their cool software. Problem is, buyers don’t actually buy software. Try this instead. That’s a fact. Can I Trust You?

Lead Gen 397
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Truth Bomb: Salespeople All Look Alike to B2B Buyers

No More Cold Calling

Talk to any software vendor, and they can’t wait to show you their cool software. But buyers don’t actually buy software. They buy what the software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. Our messages are mostly digital, and they all sound the same. You’re different.

B2B 177
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How to Build Trust and Generate Leads with a Referral Program

No More Cold Calling

Talk to any software vendor, and they can’t wait to show you their cool software. Problem is, buyers don’t actually buy software. They buy what your software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. Our messages are mostly digital, and they all sound the same.

Referrals 276
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Are You Telling the Truth About Asking for Referrals? [Q3 Referral Selling Roundup]

No More Cold Calling

Referrals are how most people prefer to do business, whether they’re looking for a good restaurant or a new software vendor. It takes roughly eight touches for sales reps to reach cold prospects. When you ensure that referrals come first in your business development plan, referral selling becomes a scalable prospecting strategy.

Referrals 373
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I Don’t Want Your Deck

No More Cold Calling

Software salespeople, in particular, love to give demos, thinking if someone agrees to a demo, the prospect is qualified and can go into the CRM as a lead. A prospect is not a lead until you speak with that person and ask your qualifying questions. How do you make life easier for your prospects and Referral Sources?

Referrals 286
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’Tis the Season to Expand Your Referral Network: November Referral Selling Insights

No More Cold Calling

Invite prospects and clients to come along with you. My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer. That comment came from the CEO of a fast-growing software company. Most everyone’s in a good mood and open to talking about themselves.

Referrals 238
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Social Selling is Personalized Selling

No More Cold Calling

Social selling is a way to discover, engage, and interact with potential prospects. Sellers now have more opportunities to accomplish all three of these goals—with more prospects than we dared dream of in the past. Prospects also have the opportunity to find us like never before. Listen to and learn about your prospects.