No More Cold Calling

DECEMBER 13, 2018

Learn what you can do with phone offenders and how to create new norms, in this well-researched HBR article by Joseph Grenny and Kelly Andrews. Decades ago, research settled the question of whether you and I can do two things at once. Of course, putting your phone down is only half the battle. No, it’s not just you.

Face-to-face 294

Face-to-face Survey Cold Calling Research 294

No More Cold Calling

JULY 13, 2021

New research from Dave Kurlan and The Objective Management Group (OMG) backs up my claims. OMG’s research shows that an average sales force possesses 54 percent of the sales competencies needed to reach decision makers, but only 13 percent of salespeople are particularly good at it.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

OCTOBER 1, 2020

Research shows cold calling scripts and tricks don’t work, but referrals do. In fact, new research from the Sandler Center shows that while most companies still focus on cold calling and emailing, referrals are far more effective at generating qualified leads. Sales Leadership Is Missing It Big (and Here’s the Proof).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

FEBRUARY 7, 2019

“Imagination is the highest form of research.” Research shows that taking just a five-minute break and going outside is restorative. Albert Einstein. Ever have a good idea pop into your head, seemingly out of nowhere? At least that’s my “take.” Would it surprise you that Albert Einstein was a loner?

Cold Calling 280

Cold Calling Face-to-face Research Relationals 280

No More Cold Calling

FEBRUARY 21, 2019

Their research is fascinating and upends how we thought we learned. And while forgetting depends on many factors, research shows that, on average, students forget 70 percent of what we teach within 24 hours of the training experience (Figure 1). Brown, Henry L. Roediger III, and Mark A. Brain Science: Overcoming the Forgetting Curve.

Cold Calling 308

Cold Calling Training Research Study 308

No More Cold Calling

FEBRUARY 24, 2021

Gartner experts shared their research on seller access in a recent webinar, “ The Chief Sales Officer’s Leadership Vision for 2021.” Here’s the twist: Sellers have limited access to the customer buying journey, and Gartner’s research shows that buyers only spend 17 percent of their time with potential suppliers.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

APRIL 22, 2020

What’s more, research shows that helping others actually makes us feel good and that generosity is likely an important evolutionary adaptation for our species. He explains, “Social psychology shows people are eager to help—if you know how to ask.” If we are hardwired for altruism, why then is it so uncomfortable for us to ask for help?”.

Referrals 358

Referrals Cold Calling Call-back Research 358

No More Cold Calling

JULY 26, 2018

In a recent blog post, Dave Kurlan shared research from his company, Objective Management Group (OMG), about why salespeople can’t close. Salespeople say meeting with decision-makers is important, but the OMG research shows that only 10 percent of salespeople are actually reaching decision-makers. The Golden Ticket to the C-Suite.

Pipeline 184

Pipeline Decision Maker Closing Referrals 184

No More Cold Calling

JULY 27, 2023

It can help us research prospects, identify mutual connections (i.e., Research shows that you must get people to start liking you within the first few seconds of your relationship. It’s easier and faster than old-school sales techniques. But is it as effective? Not even close! But it doesn’t close deals.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

No More Cold Calling

JANUARY 3, 2019

That’s why I was fascinated to read Francesca Gino’s research in her HBR post: “The Business Case for Curiosity.” New research points to three important insights about curiosity as it relates to business. When they get curious, they bring the brain trust of the company together to solve the prospective client’s problems and win deals.

Google 299

Google Face-to-face Cold Calling Survey 299

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. The RAIN Group Center for Sales Research studied 488 B2B buyers who represented $4.2 That’s not selling. That’s order-taking.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

No More Cold Calling

DECEMBER 14, 2017

In fact, new research shows it’s not even close. According to new research from Cornell University and Western University, a face-to-face request is 34 times more successful than an email ask. One of the researchers, Vanessa K. It’s easier and faster than old-school sales techniques. But is it as effective? Email vs. Face Time?

Account 228

Account Face-to-face Decision Maker Social Media 228

No More Cold Calling

APRIL 11, 2019

I was shocked when I read about LRN’s State of Moral Research study. The fact is that managers who possess these qualities, embrace humility, and demonstrate moral courage are more likely to be trusted. And they’re definitely more effective. But they’re also in short supply.

Cold Calling 328

Cold Calling Exercises Study Research 328

No More Cold Calling

DECEMBER 29, 2017

Research has explicitly linked the use of wearables, apps and other technology to increased employee productivity, as well as reduced absenteeism, lower stress levels and decreased employer healthcare costs. By investing in digital technology , employers can boost participation in corporate wellness programs.

Company 0

Company Survey Study Promotion 0

No More Cold Calling

OCTOBER 9, 2014

Do Some Research, Why Don’t You? I might have forgiven Doug’s oversight several years ago, but there’s no excuse today for neglecting to do your research. We Should Be Smarter Than Our Buyers Salespeople must do exacting research. They’ve also researched what our competitors have to offer. Because Buyer 2.0

Cold Calling 280

Cold Calling Small Business Small Business Call-back 280

No More Cold Calling

DECEMBER 28, 2018

When Forrester conducted the same research two years later, in 2017 , they predicted that “upskilled inside sales will play an even greater role in all phases of SMB and enterprise sales than initially predicted in 2015.”. Yes, for those who sell commodities.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

No More Cold Calling

JULY 15, 2014

I didn’t know why it annoyed me so much until I found research supporting the emotional and social relevance of eye contact. In a creepy corollary, the researchers found that the eyes of characters on boxes of cereal marketed to kids were directed downward, and can meet the upward gaze of children in grocery store aisles.

Journal 287

Journal Social Media Cold Calling Enterprise 287

No More Cold Calling

JUNE 8, 2017

Research shows the key is less information and more insights. According to researchers from CEB, “Customers are increasingly overwhelmed and often more paralyzed than empowered.” The researchers evaluated dozens of selling strategies and discovered: A proactive, prescriptive approach increased purchase ease by 86%.

Account 201

Account Travel Cold Calling Buyer 201

No More Cold Calling

AUGUST 1, 2019

Salesforce research brief, Trends in Customer Trust, says fostering trust is the new business imperative. Martin’s research on buyers and the mistakes salespeople make. So, when I refer you, this person’s trust in me gets transferred to you. That’s the multiplier effect of trust. It’s also why you need a referral program.

Referrals 289

Referrals System Cold Calling Social Media 289

No More Cold Calling

JUNE 27, 2019

There’s research to prove it. Very few, I expect. Social selling success is not about the number of contacts, but about the number of true connections you have. In the world of social media, less is more.

LinkedIn 307

LinkedIn Social Media Networking Cold Calling 307

No More Cold Calling

JUNE 1, 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. But new research shows that confidence doesn’t have the same power for women as it does for men. That’s not selling. That’s order-taking.

Referrals 153

Referrals SAP Social Media Cold Calling 153

No More Cold Calling

SEPTEMBER 25, 2019

Check out this well-researched NPR article by José Luis Peñarredonda, “ What happens when we work non-stop.” I’m glad I was only going a short distance. I sensed his reaction time was off when he made two U-turns in the middle of city streets. Think you’re different?

Cold Calling 244

Cold Calling Promotion Research Revenue 244

No More Cold Calling

MAY 10, 2018

But new research shows that confidence doesn’t have the same power for women as it does for men. This research blows that whole “fake it ‘til you make it” thing out of the water, and proves what I’ve been saying for years: Women don’t have to act like men to succeed. Confidence Isn’t the Problem for Women in Sales .

Influencer 207

Influencer Cold Calling Study Call-back 207

No More Cold Calling

JULY 29, 2021

They didn’t plan agendas, do their research, or even check the clients’ LinkedIn profiles to identify shared interests, connections, and similarities. When you analyze what really went wrong with missed sales opportunities, you’ll typically discover that your sales reps didn’t make time to prepare for their meetings.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

JULY 16, 2014

I didn’t know why it annoyed me so much until I found research supporting the emotional and social relevance of eye contact. In a creepy corollary, the researchers found that the eyes of characters on boxes of cereal marketed to kids were directed downward, and can meet the upward gaze of children in grocery store aisles.

Journal 247

Journal Social Media Cold Calling Study 247

No More Cold Calling

AUGUST 16, 2018

New research from McKinsey finds that the digital world requires a human touch for salespeople to excel. The researchers write: There’s no doubt that digital is rocket fuel for sales organizations. But most likely 57 percent of reps won’t make quota this year. Or better yet, some old ones.

Fashion 219

Fashion Buying Cycle Social Media Survey 219

No More Cold Calling

MAY 24, 2018

If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Trends mean nothing unless you include your buyer in your research. That bright, shiny object might be rustier than you think.

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. Gartner research backs this up, suggesting that social engagement is the more appropriate term. Derry Finkeldey, research director at Gartner, puts it this way: . Researching Sales Leads. 5 Social Selling Don’ts.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

JUNE 13, 2019

The Pew Research Center, a US think-tank, reported that a quarter of American adults were “almost constantly” online. Ofcom, the UK communications regulator, found that two-fifths of adults looked at their phones within five minutes of waking up — rising to almost two-thirds for those under 35.

Wireless 311

Wireless Face-to-face Social Media Cold Calling 311

No More Cold Calling

FEBRUARY 28, 2019

Research shows that taking just a five-minute break and going outside is restorative. Their research is fascinating and upends how we thought we learned. I bet it happened when you were in the shower, going for a run, hiking, listening to music, or doing some other solo task that relaxed you. At least that’s my “take.” Brown, Henry L.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

No More Cold Calling

AUGUST 30, 2018

Reps fool themselves into believing that they’re not sending cold emails or making cold calls because they’ve researched their prospects and sent emails with catchy subject lines about why buyers should talk to them. New research from McKinsey finds that the digital world requires a human touch for salespeople to excel.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

No More Cold Calling

JUNE 10, 2014

According to new research from the University of Southern California’s Marshall School of Business, you are probably annoying your boss and colleagues. He writes: Do you check your phone for text messages or emails during business meetings?

Cold Calling 293

Cold Calling Small Business Small Business Enterprise 293

No More Cold Calling

SEPTEMBER 28, 2023

I’ve learned a ton, and I am impressed with her validated research as well as her ability to masterfully weave in her personal sales struggles and discomfort. What I am going to tell you is, in my 40+ years of selling and managing sales teams, I’ve never read anything like this.

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

No More Cold Calling

JULY 29, 2014

Use it to research your prospects so you can have richer dialogues—online and off. The latest research you can’t ignore about “social buyers” What it takes to get results as a social seller. And then the message. Read the rest of the article.). Why LinkedIn is NOT a numbers game. Click here to listen.

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

No More Cold Calling

JULY 16, 2014

I didn’t know why it annoyed me so much until I found research supporting the emotional and social relevance of eye contact. In a creepy corollary, the researchers found that the eyes of characters on boxes of cereal marketed to kids were directed downward, and can meet the upward gaze of children in grocery store aisles.

Journal 180

Journal Social Media Small Business Small Business 180

No More Cold Calling

JUNE 7, 2018

After all, the research about how much people trust our profession is pretty dismal. In groundbreaking research by Steve W. Others we need to get to know before we trust them or need to find out if others trust them. And there are still others we would never trust. This is a problem for many sales pros.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

No More Cold Calling

DECEMBER 6, 2019

It’s a treasure trove of research opportunities and a way to get your brand in front of your buyers. To gain access, sales professionals must abide by the new rules of prospecting.”. Simply put: Social media is a great place to begin conversations, to begin relationships. But it should NOT be another platform for cold calling.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365