No More Cold Calling

AUGUST 27, 2015

All September posts will focus on women in sales. In the meantime, learn more about referral selling in this month’s posts: Don’t Confuse “Target Market” with “Ideal Client” It’s not marketing’s job to identify and nurture your ideal clients, or to convert them into qualified prospects. That’s the job of sales people.

Referrals 120

Referrals Cold Calling Lead Rank Lead Scoring 120

No More Cold Calling

AUGUST 25, 2015

Sure, referral leads are top-notch, but they don’t just appear. I dug a little deeper and learned the statistic referred to the Net Promoter Score (NPS)—a tool many companies use to survey clients about their willingness to recommend these businesses to others. Don’t let customer service reps ask for referrals.

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

No More Cold Calling

JUNE 18, 2015

Enter the world of referral selling. You’ll discover how to get more referrals—and seal more deals—all while working less. Once you experience the success of a referral-prospecting strategy, there’s no turning back. Once you experience the success of a referral-prospecting strategy, there’s no turning back.

Referrals 120

Referrals Cold Calling How To Call-back 120

No More Cold Calling

OCTOBER 15, 2015

Don’t alienate your social networks by asking for referrals the wrong way. Or worse yet, to ask for referrals? Worse yet, perhaps they plan to spam me with sales pitches that are just as impersonal as their attempts to connect. And neither are your prospects, customers, or referral sources. Where’s the “hello?”

Referrals 120

Referrals LinkedIn Social Media Ideal Customer Profile 120

No More Cold Calling

SEPTEMBER 23, 2014

The people who drop off the face of the earth until they need a referral or want an introduction to someone in your network. Social media is a great tool for researching prospects and Referral Sources, and for positioning yourself as a thought leader. But it is not the place for a sales pitch. Ask how you can help.

Social Media 281

Social Media Cold Calling Referrals Face-to-face 281

Sales Hacker Training

MARCH 14, 2023

Here’s a list of the best lead generation tools on the market today. These solutions range from CRM tools to exit-intentlead capture to sales management tools to marketing software and beyond. We’ve broken down the best lead generation tools into four distinct categories. 1) Outreach.io

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

No More Cold Calling

OCTOBER 24, 2013

You already know that referrals are the most effective and powerful way to attract new customers. But referral selling doesn’t just happen. It’s an intentional, proactive sales strategy. A disciplined, measurable referral system delivers every time. It becomes your primary business-development outreach.

Sales Process 266

Sales Process Referrals Small Business Small Business 266

No More Cold Calling

JUNE 19, 2014

When you receive referral introductions from people these executives know and trust, your prospects (and their gatekeepers) will happily take your call. Learn more about the power of referral selling from some of this month’s blog posts: Forget B2C or B2B—Focus on H2H Instead. Read “ [Message to Management]: It’s Not Your Problem.”).

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

No More Cold Calling

AUGUST 15, 2013

The average tenure of a sales manager is just 18 months. Yet, our sales teams need strong leaders more than ever. Sales is not a job for the faint of heart. Sales is not a job for the faint of heart. Sales management is not a job for the faint of heart either. You’re a salesperson.

Face-to-face 234

Face-to-face Referrals Salary Cold Calling 234

No More Cold Calling

NOVEMBER 11, 2014

That’s why all the sales and marketing automation tools in the world will never replace the power of a knowledgeable, experienced salesperson with a great referral network. Smarter than the Average Algorithm The problem is, we get so enamored with technology that we forget it’s only a tool to make human beings more effective.

Cold Calling 277

Cold Calling Small Business Small Business Enterprise 277

No More Cold Calling

JANUARY 29, 2015

Forget the Shiny Toys and Wondrous Bobbles Salespeople are continually bombarded with messages about the latest productivity tools, marketing automation platforms, lead-sourcing apps, and social selling strategies. The problem is, we are not productive with the tools we already have. We forget that technology is only a tool.

Referrals 120

Referrals Hiring Cold Calling Top of Funnel 120

No More Cold Calling

NOVEMBER 6, 2014

Join me for a Top Sales World webinar you won’t want to miss. Sale s has always been social. It’s just that some of the tools have changed in the digital age. Or you can make the connections you already have stronger—a strategy that’s much more likely to grow your referral network and fill your sales pipeline with hot leads.

Webinar Metrics 235

Webinar Metrics Networking Cold Calling Social Selling 235

No More Cold Calling

SEPTEMBER 5, 2013

Your Sales Challenge. Most sales organizations struggle with two major business-development challenges: 1. Referral selling addresses both of these challenges. As an executive or sales leader, when are you willing to take a meeting with a salesperson? Your Sales Advantage. Comment Here.

Referrals 227

Referrals Hiring Small Business Small Business 227

No More Cold Calling

NOVEMBER 20, 2014

I couldn’t believe I was the second most endorsed person in my LinkedIn network for referrals. I’ve written many colleagues asking them to endorse me for referrals. If you think I’m tops for referrals, please endorse me for that skill on LinkedIn. I’ve never proactively asked for endorsements.

Social Media 286

Social Media Media Referrals Social Selling 286

No More Cold Calling

AUGUST 26, 2014

Or worse yet, more people than necessary get involved–using that ever so wasteful tool called, “reply all.” What should have been simple and easy snowballs into complexity—despite our efficiency leveraging the tools to improve our efficiency. Associations Enterprise Sales Management Salespeople Small Business'

Cold Calling 296

Cold Calling Call-back Small Business Small Business 296

No More Cold Calling

JULY 3, 2014

Guest blogger, Todd McCormick, shares three reasons listening matters in sales management. It was your typical sales conference—except the speaker wasn’t typical. I was particularly intrigued that he was a sales leader for a marketing firm, which gave him a unique understanding of both customer-centric professions.

Referrals 290

Referrals Airlines Small Business Small Business 290

No More Cold Calling

NOVEMBER 14, 2013

Your competitors have access to the same data, social-selling tools, and marketing applications that you do. They’ve probably read the same sales blogs and articles, and they know how to use LinkedIn. The secret to real sales success: Relationships. Associations Enterprise Sales Management Small Business'

Competition 218

Competition Referrals Gatekeeper Social Media 218

No More Cold Calling

NOVEMBER 5, 2013

There are hundreds of great applications that help us work more efficiently—including CRM, marketing automation, social-selling tools, and more. You use technology to facilitate your sales process—to conduct research , find referral sources, organize information, and provide buyers with valuable information. So what do you do?

Sales Technology 249

Sales Technology Small Business Small Business Enterprise 249

No More Cold Calling

MAY 30, 2013

Even though most salespeople haven’t met quota in years, sales managers have greater expectations than ever. Only 63 percent of sales reps met quota in 2012, according to the 19th annual CSO Insights Sales Performance Optimization study , the same number as the previous year. Click here to read more.

Quota 214

Quota Meeting Sales Qualified Lead Cost per Lead 214

No More Cold Calling

DECEMBER 19, 2013

Now is the perfect time to follow up with your clients, prospects, and Referral Sources. Mark Hunter and Andy Paul revealed that 40 to 80 percent of sales leads are never followed up on. .” For more referral-selling success secrets, check out the latest from No More Cold Calling: 4 Tips for Holiday Networking Success.

Follow-up 237

Follow-up Face-to-face Referrals Social Media 237

No More Cold Calling

NOVEMBER 21, 2013

The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. To learn all about the role of technology and referrals in sales, get your copy of my new book: Pick Up the Damn Phone!: It’s been nominated as the “ 2013 Top Sales and Marketing Book ” by Top Sales World.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

No More Cold Calling

FEBRUARY 24, 2015

Here are three lessons salespeople can learn from this failed attempt to connect: Strangers on social media don’t want to hear your sales pitch. Social media is a great tool for researching prospects and Referral Sources, and for positioning yourself as a thought leader. Prove you actually know how to use LinkedIn.

Social Media 120

Social Media Cold Calling Referrals LinkedIn 120

No More Cold Calling

APRIL 2, 2015

What’s the most powerful sales tool at your disposal? Each of these social apps and online platforms promises a killer feature that will streamline the sales process and make us all rich. That app is referral selling. But selling is (and has always been) a person-to-person business. Salespeople love their apps.

Referrals 120

Referrals Cold Calling Guarantee Networking 120

No More Cold Calling

MARCH 5, 2015

” That’s what a shocked colleague asked when I told him I was including my entire referral process in my first book, No More Cold Calling. Social media is a great tool for researching prospects and referral sources, and for positioning yourself as a thought leader. But it is not the place for a sales pitch.

Networking 120

Networking Social Media Referrals Cold Calling 120

Allbound

SEPTEMBER 12, 2018

Each of these companies operates a comprehensive partner program, providing benefits to their partners ranging from the free use of software to referral commissions—even helping them celebrate their wins on social media. Referral Partners. Sales / Support Partners. 3 Types of SaaS Partner Programs.

Commission 112

Commission Referrals Hubspot Marketo 112

No More Cold Calling

AUGUST 11, 2015

Without strong relationships, your sales career is DOA. Salespeople are asking the wrong questions: What are the best sales techniques? What tech tools will help me generate hot leads and land new clients? Yes, you are the very best tool in your sales toolkit. That’s the job of sales people.

Referrals 120

Referrals Cold Calling Twitter Facebook 120

Increase Sales

MARCH 17, 2015

Some say selling is different today than yesterday.Whether this is true or untrue, small business owners still must hire top sales candidates quickly. businesses having under 20 employees, a bad hire is extremely costly. With 97.7% of all U.S. For him, salespeople had become a liability. A Bit of History.

Hiring 70

Hiring Small Business Small Business How To 70

No More Cold Calling

MAY 21, 2015

If people on your current team won’t get with the program, set them free to find a sales organization that’s still stuck in the Wild West. Once everyone is on board with referral selling, set revenue goals for each person. So how do you fill your sales pipeline with nothing but hot, qualified leads? With referrals.

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

The Pipeline

JULY 4, 2011

Let’s begin by stating clearly that cold calling is alive, doing well as part of an overarching client acquisition process that includes other elements such as referrals and inbound marketing; in fact the only time it does not work is when you don’t do it, which is why it doesn’t work for many who choose not to do it.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

The Pipeline

JULY 29, 2011

Sales and marketing are merging for small businesses and require strong collaboration for larger companies. Sales and marketing lead generation tools follow this suit. But the smaller a company is, the more their internal people need to do and the less tools they will have to help them.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Salesmate

JUNE 23, 2020

SaaS business owners work with a limited budget. So, when you set the flow of your business process, start discovering the pattern and cut down the amount of manual work. Smart tools, such as CRM, or automation software can ease the manual labor and let you focus more on the business process.

CRM 126

CRM Hiring Software Software 126

The Pipeline

OCTOBER 5, 2011

I suspect that cold calling, like other sales techniques continues to evolve, right along with other methods. In and of itself, cold calling, like referrals or other prospecting methods is not the end all and be all. Online Sales Board. Small Business Advice … Is Cold Calling Dead? link] #smallbiz #business.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

Gong.io

JULY 20, 2022

Small business owners. Sales organizations. Is a real estate agent more likely to close than a small business owner? Your sales ICP takes all of these factors into account and says: “Of all the kinds of customers we could be targeting, these are the kinds that will be most valuable to our long-term success.

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 62

Sales Hacker

JANUARY 4, 2022

Ideal tools for great prospecting [24:18]. Help us plant 50,000 trees this holiday season, and sign up using a friend’s referral link. We started working with small businesses, now we’re working with SaaS and professional services companies. Ideal tools for great prospecting [24:18]. This should be ops.

Cold Calling 76

Cold Calling Outbound Segment Call-back 76

Nutshell

JANUARY 14, 2020

What’s the Length of a SaaS Sales Cycle? The Unique Challenges of SaaS Sales. The Most Important Metrics for SaaS Sales. SaaS Sales Techniques That Work. Stages in a SaaS Sales Process. Essential Software Tools for SaaS Sales. What Is SaaS Sales? Type of Customer.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

No More Cold Calling

MAY 19, 2015

Unfortunately, social selling is usually misunderstood as navigating the sales process using only tools like Twitter, Linkedin, or Facebook. Personal connections couldn’t be more important in sales. Start with a referral introduction, look them up on social media, and then make the personal connection to seal the deal.

Social Media 120

Social Media Prospecting Sports SAP 120

PandaDoc

MAY 26, 2022

Without referring to and analyzing this information, your sales strategy has no foundation on which to be built. Note that if you’re a small business owner, you may have access to this information without knowing it. What does the sales team do once they receive that inbound lead? Research your competition.

Strategy 52

Strategy Buyer Persona Top of Funnel How To 52