No More Cold Calling

NOVEMBER 4, 2014

Here’s a snippet: The worst possible thing that any smart B2B organisation could do is take the 57% statistic too literally, or to assume that late-stage engagement has somehow become the inevitable norm.

Cold Calling 265

Cold Calling Small Business Small Business Vendor 265

No More Cold Calling

FEBRUARY 28, 2019

Would it surprise you that Albert Einstein was a loner? He got his ideas while playing his violin or disappearing into the woods for hours. Then in 1905, at the age of 26, he penned his famous papers on the theory of relativity, with which he upended the world of physics. What was the secret to his creative and scientific success?

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

No More Cold Calling

AUGUST 19, 2014

But underneath all of that are people building relationships with other people, doing favors, earning trust, conversing, relating, connecting, etc. To the casual observer, social media can look like a cluttered landscape of hash-tags, likes, and Klout scores. Read the rest of the article.). Begin a Conversation.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

No More Cold Calling

NOVEMBER 30, 2019

Do television sitcoms teach us something about the way we relate to each other that isn’t true? . Here’s how Amazon describes it: How did Fidel Castro fool the CIA for a generation? Why did Neville Chamberlain think he could trust Adolf Hitler? Why are campus sexual assaults on the rise?

Referrals 257

Referrals Loyalty Cold Calling Fashion 257

No More Cold Calling

NOVEMBER 15, 2013

Read the rest of his article to learn how we can put the “public” back in public relations and the “social” back in social media. We’re broadcasting and not connecting, talking and not listening, calendering not investing, justifying and validating not creating value.

Social Media 209

Social Media Marketing Small Business Small Business 209

No More Cold Calling

MARCH 31, 2019

They couldn’t possibly relate to my experience and my challenges. The other two were in their 40s and worked for large corporations. One of them had children. I felt restless and disengaged. They weren’t speaking to me. I’d been there, done that. I have two daughters and four grandchildren. I’m a working mother and a working grandmother.

Referrals 240

Referrals Hiring Decision Maker Cold Calling 240

No More Cold Calling

DECEMBER 10, 2013

And, I don’t know anyone who has more than five minutes of actual experience and credibility in implementing successful social selling strategies who made the promise that using social media would cure the pervasive problems – many of them people, process and behavior related – that plague sales teams.

Data 248

Data Social Media Small Business Small Business 248

No More Cold Calling

NOVEMBER 18, 2016

I certainly related to her story, and I’m sure you will as well. Send the extra four copies to your prospects, clients, and colleagues. Not just because it’s holiday season, but because Jill provides workable solutions to get us out of overwhelm. Pre-order your five copies now.

Cold Calling 120

Cold Calling Call-back Trends Study 120

No More Cold Calling

FEBRUARY 5, 2015

Ask any man, and he will agree that women relate to each other differently than women relate to men, or than men relate to each other. .” We ask insightful questions that come to us naturally. Women form trusting relationships with each other almost immediately. Maybe that comes from being mothers, aunts, or cousins.

Cost per Acquisition 120

Cost per Acquisition Small Business Small Business Enterprise 120

No More Cold Calling

JUNE 29, 2019

Otherwise, if they’re in a sales-related field, I’ll often accept. Others screen every invitation; they write to people first and ask why they want to connect. I’m in-between. I view every invitation. If people pitch in their invitations, I ignore them. However, when I invite someone to connect, I always include a personal message.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

No More Cold Calling

SEPTEMBER 16, 2014

Limiting workplace email seems radical, but it’s a trend in Germany, where Volkswagen and Deutsche Telekom have adopted policies that limit work-related email to some employees on evenings and weekends. “Then they can come back to work with a fresh spirit.”. Absolutely. It not only could, but it should. Read the rest of the article.).

Policies 275

Policies Cold Calling Enterprise Enterprise 275

No More Cold Calling

JUNE 9, 2019

No, it has not changed the way we talk to prospects, how buyers relate to us, and why they choose us over our competition. Technology has changed many aspects of our lives, but has it changed the way we sell? Yes, it enables us to more effectively gather information, conduct research, and identify connections.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

NOVEMBER 29, 2012

Networking and referrals are related, and there is a big difference between them. Referrals and networking—these business-development activities look different, feel different, and are different. Showing Up Counts. Networking is what we do to expand our connections, get ourselves and our brand known, and exchange ideas.

Referrals 201

Referrals Networking Sports Groups 201

No More Cold Calling

NOVEMBER 22, 2011

Related: “How to Seal the Deal with Real-Life Results” ). You leave the sales meeting excited and confident that you have the deal. The customer gave you every buying signal you ever learned. Sales Success Starts Before the Follow-Up.

Closing 285

Closing Prospecting Proposal Referrals 285

No More Cold Calling

OCTOBER 28, 2014

Stop working on the airplane, and try thinking about things that aren’t work-related. They’re always percolating somewhere in our brains, but sometimes we need to break out of our routines in order to access them. So get outside. Take a walk or a drive. Or spend time talking shop with other people who inspire you.

Nonprofit 289

Nonprofit Hiring Conference Small Business 289

No More Cold Calling

AUGUST 11, 2016

Bureau of Labor Statistics, in 1999 there were 12,938,130 workers in sales and sales-related occupations the United States. My colleague, Jason Jordan, makes this case in his fantastic article, “ Salespeople vs. the Internet: Who Is Winning? ” He writes: According to the U.S. Impressively, that number represented 10.2%

Face-to-face 120

Face-to-face Social Media Cold Calling Call-back 120

No More Cold Calling

JUNE 6, 2019

No, it has not changed the way we talk to prospects, how buyers relate to us, and why they choose us over our competition. Technology has changed many aspects of our lives, but has it changed the way we sell? Yes, it enables us to more effectively gather information, conduct research, and identify connections.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

No More Cold Calling

MAY 14, 2012

Maybe you’ll look at people walking into the restaurant and play a game together: guess where they’re from, how they’re related, where they’ve just been, how old they are? How about sharing our experiences, insights, observations, points of view, funny stories, or books we’re reading? You can’t laugh or converse with a phone.

Conversion 289

Conversion Airlines Facebook Campaigns 289

No More Cold Calling

JULY 3, 2014

employees say their bosses rarely or never listen to their work-related concerns, according to research from DDI and Harris Interactive. But the greatest executives know their employees have even more valuable insights and ideas to offer: They’re the ones who talk to customers on a daily basis. Do you really live that belief out, though?

Referrals 290

Referrals Airlines Small Business Small Business 290

No More Cold Calling

OCTOBER 8, 2015

Then she moved into a business-related role, where she interfaced with the company’s foundry in Taiwan. Once she got into the working world, she constantly looked for new challenges. Every year or two, she switched roles—from product development, to test engineering, to design. Ellen found the business side much more interesting.

Engineering 120

Engineering Negotiation Compensation Research 120

No More Cold Calling

MARCH 22, 2019

They couldn’t possibly relate to my experience and my challenges. The other two were in their 40s and worked for large corporations. One of them had children. I felt restless and disengaged. They weren’t speaking to me. I’d been there, done that. I have two daughters and four grandchildren. I’m a working mother and a working grandmother.

Travel 278

Travel Cold Calling Call-back Face-to-face 278

No More Cold Calling

MARCH 18, 2011

As a result, many related metrics (e.g., And yet, only 44% of firms responding to our 2011 Sales Performance Optimization survey have a formal definition agreed upon by both sales and marketing. quality/quantity of leads generated by marketing, percentage of leads generated by reps versus marketing, etc.)

Sales Qualified Lead 253

Sales Qualified Lead Marketing Qualified Lead Leads Lead Generation 253

No More Cold Calling

APRIL 10, 2014

He speaks frequently on a wide range of business, sales, leadership, and related topics—and has addressed audiences in more than 40 countries around the globe. He has helped organizations develop and execute high-impact strategies and programs in these areas. Visit www.partnersinexcellenceblog.com to learn more.

Webinar Metrics 209

Webinar Metrics Small Business Small Business Buying Cycle 209

No More Cold Calling

JANUARY 19, 2012

When people have jobs, they spend money, buy products and services, pay sales tax, use tax, and a whole host of other consumption-related taxes. When sales increase, companies hire people. They also pay income taxes. America needs more sales… and so do you! How Will You Generate More Sales in 2012?

Referrals 209

Referrals Hiring Licensing Distribution 209

No More Cold Calling

APRIL 14, 2015

What This Means for Women in Tech Sales I’m sure there are a million explanations for these disparities, and for the fact that Silicon Valley and San Francisco both ranked relatively poorly in the study. Some of these explanations might even be totally reasonable and legitimate. But do we really have to move to Kansas City? I think not.

Small Business 120

Small Business Small Business Margin Cold Calling 120

No More Cold Calling

AUGUST 18, 2015

Richard has authored numerous articles related to sales effectiveness and co-authored several books. The diversity of clients ranges from consulting firms such as McKinsey and Booz & Allen, to medical devices companies such as Boston Scientific and Smith and Nephew, to conglomerates like Textron. Learn more at SalesMomentum.com.

Hiring 120

Hiring Scale Cold Calling Compensation 120

No More Cold Calling

MARCH 24, 2015

Happiness Relates to In-Person Contact Major university research across the country indicates that relationships and social interactions keep us healthy and mentally alert, and contribute to our longevity.

Face-to-face 120

Face-to-face Meeting Hiring Skype 120

No More Cold Calling

OCTOBER 22, 2015

She’s blown her credibility—if she had any in the first place.) With your permission, I’d like to send a calendar invite for 15 minutes of your time to discuss your current status as it relates to CRM. How does your availability look this week? She doesn’t have my permission.

Cold Calling 120

Cold Calling Decision Maker Referrals Wireless 120

No More Cold Calling

JULY 18, 2019

59% of buyers reported watching a business-related video at least weekly. So, I would argue that you may not be the only one who feels that way about video, but it is a much smaller percentage of people today. Now, you may ask, what about buyers? Video is still one of the top 5 marketing tactics.

Video 228

Video Face-to-face Consumer Hubspot 228

No More Cold Calling

OCTOBER 29, 2015

Change a perspective from how you see something to how the customer can relate to it. To help you do this, profile your customer and find language the customer relates to. Seek expertise when you hit a wall. Frame information using specific, tightly focused language. So, we put Ms.

Hiring 120

Hiring Google Face-to-face Ideal Customer Profile 120

No More Cold Calling

OCTOBER 10, 2013

Generally speaking, referred prospects accelerate through the sales pipeline at a much faster rate than other types of opportunities, and are also more receptive to providing future referrals. Pick Up the Phone and Hit the Ground Running. Rather, I called everyone I knew who I thought could benefit from my services.

Cold Calling 298

Cold Calling Referrals Maximizer Small Business 298

No More Cold Calling

FEBRUARY 13, 2014

But you must also establish trust so they relate positively to you as a person and believe what you say. How well you relate to them. Yes, you must be informed and insightful when helping clients identify and solve business problems, offering evidence of value with hard metrics. Your non-verbal presence. Whether you share their goals.

Hiring 174

Hiring Fashion Small Business Small Business 174

No More Cold Calling

OCTOBER 23, 2014

Regardless, piquing the interest of our audience has always been the cornerstone of the sale, and is especially critical as marketers become increasingly competitive and cutthroat. Popularized by entrepreneur and author Seth Godin in the late 1990s, ‘permission marketing’ experienced an explosion in the wake of the Internet.

Cold Calling 312

Cold Calling Marketing Small Business Small Business 312