No More Cold Calling

FEBRUARY 1, 2024

And why does taking these conversations offline give your sales team a competitive advantage? Clients tell me it ticks them off when they receive automated requests for referrals on social media. It’s not only presumptuous; it’s rude—and a big sales mistake. Get offline to get your referral. That’s not cold calling.

Social Media 194

Social Media Referrals Media Lead Generation 194

Understanding the Sales Force

JANUARY 22, 2024

That exact same thing happens to salespeople on their sales calls. And if you have a professionally built, predictive scorecard, like those we create for our clients, the score might be below 60 and warning you that there is a good chance you WON’T get the business! ” How would we work together?

Closing 212

Closing Proposal Discount Decision Maker 212

Mr. Inside Sales

AUGUST 14, 2020

Have you ever stopped and examined your attitude about sales? When someone asks you what you do for a living, are you embarrassed to say you’re in sales? See, I was smarter, better, had more to offer than just “sales.”. My real attitude was that sales was a pushy occupation for people who couldn’t do anything else.

Face-to-face 295

Face-to-face Call-back Gatekeeper Decision Maker 295

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

Partners in Excellence

MARCH 10, 2024

Preface: I’m departing from my normal process of introducing a new story about selling. She’s been in sales for less than a year. It’s her first real sales role. It’s caused me to reflect and look deeper into myself than I might have. After the class, she sent a note thinking me.

Hiring 110

Hiring Face-to-face Up-Sell Follow-up 110

Bernadette McClelland

APRIL 30, 2023

The Meaning behind Courage, Endurance and Mateship As I donned my Akubra and draped my Aussie flag around my neck crafting a makeshift scarf, we headed off to the ANZAC Day Service at the oval of the Stanley Marketplace hosted by the AUSDenver community. At the going down of the sun and in the morning We will remember them.

Pivotal 195

Pivotal Conversion Marketing Sales 195

Partners in Excellence

APRIL 11, 2024

More importantly, at least to me, Jill is an important mentor to me. She has been a very willing coach, helping me think and execute at higher levels. She and I are concerned with the increased polarization we see in our communities and society. Why I Love Sales Sales was never a career option I aspired to.

Face-to-face 105

Face-to-face Sales Methodology Compensation Segment 105

No More Cold Calling

DECEMBER 10, 2020

Many of us have turned into our parents, and now we deliver the same message to our kids and our grandkids, and to the employees in our multi-generational workforce. Many of us have turned into our parents, and now we deliver the same message to our kids and our grandkids, and to the employees in our multi-generational workforce.

Face-to-face 421

Face-to-face Motivation Hiring Guidelines 421

No More Cold Calling

JUNE 4, 2020

The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I was speaking in London in May of 2016, and I figured it would be a hop, skip, and a jump from there. At the very least, it would be much closer than flying from California. I knew Barb as a fellow member of Women Sales Pros.

Travel 309

Travel eBook Call-back Cold Calling 309

No More Cold Calling

NOVEMBER 8, 2021

Your referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” ” That’s what a client asked me a couple years ago, and I was baffled by his revelation. How can smart, experienced sales reps let their customer relationships wither?

Referrals 227

Referrals Customer Revelation Networking 227

No More Cold Calling

NOVEMBER 23, 2021

A total pain, if you ask me. I got to know people professionally, as well as personally. I got to know people professionally, as well as personally. We went from shaking hands to looking at a camera. If virtual sales training was ever needed, this was the time. It still does for me.) I Can’t See You.

Video 289

Video Cold Calling Exercises Conference 289

Understanding the Sales Force

JULY 17, 2023

Based on the non-stop rain and humidity we have had for the last 6 weeks in Massachusetts, you could probably make a case that not only do we now have a rainy season, but where our house is located, we must live in a rain forest. When I chose option #3 we were qualified. Hold that thought. Disconnected.

Groups 156

Groups Comparison Buying Cycle Exercises 156

Partners in Excellence

APRIL 15, 2024

Preface : Barry Trailer has been a leader in researching/surveying sales performance and providing deep insights into that performance. We always exchange stories of sitting at those tables, doing designs on paper. That’s why I’m interested in Sales!” Why Am I So Interested in Sales?

Lead Rank 110

Lead Rank Lead Scoring Retail Engineering 110

No More Cold Calling

JUNE 10, 2021

The economy was booming, and my colleagues encouraged me to go out on my own. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. That got me thinking. Decrease the cost of sales. My client was thrilled, of course.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Mr. Inside Sales

MAY 15, 2020

If you have benefited from my material or blogs and scripts I provide, then would you be willing to take a minute to nominate me? There are two categories below that would help me tremendously: . 2) To nominate for the AA-ISP Top 25 Most Influential Inside Sales Professionals, please go here: [link].

Face-to-face 268

Face-to-face Gatekeeper Decision Maker Licensing 268

Mr. Inside Sales

FEBRUARY 5, 2021

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your prospects will trust you more, and you’ll appear more professional. Sales reps LOVE to talk. Your script.

Face-to-face 258

Face-to-face Hiring Sales Qualified Lead Gatekeeper 258

Partners in Excellence

MARCH 4, 2024

Immediately after that, he started sending me questions and ideas. Since then, we have constant conversations–and a few debates—about selling. I love Page’s perspective, it comes from deep thinking and deep reading from a variety of topics. From my ‘Poppy,’ I first learned about sales.

Hiring 73

Hiring Up-Sell Energy Engineering 73

Understanding the Sales Force

OCTOBER 25, 2023

Then, I believed that the recipe appeared simple enough for me to follow and bake those apple fritters myseslf. And that, somehow, leads me to sales performance. We know that 50% of all salespeople suck, but with one huge difference from my baking. On the bright side, I do know how to use the microwave oven!

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

No More Cold Calling

SEPTEMBER 28, 2023

Here’s what you might have missed from No More Cold Calling this quarter. Mark, a salesman with an enterprise company, invited me to connect on LinkedIn. I accepted his standard invitation, thinking he might be a good connection, and sent him a personal message, inviting him to contact me with any questions about referral selling.

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

Zoominfo

OCTOBER 5, 2023

In a perfect world, sales professionals would spend most of their time talking with eager prospects who’ve done the homework, seen the marketing campaign, and asked for a meeting. And doing it well, at scale, is a skill that separates the best sales reps from the rest. Let’s see how.

Cold Calling 130

Cold Calling Scale Lead Rank Lead Scoring 130

No More Cold Calling

MARCH 25, 2021

Who paved the way for women in sales? Much depended on your social status as a woman, and whatever you did, you would be paid far less than men for doing the same job (a problem we still haven’t solved). Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Modern Trailblazers.

Hiring 379

Hiring eBook Cold Calling Scale 379

No More Cold Calling

DECEMBER 30, 2021

Find out what you might have missed from No More Cold Calling in recent months. They not only help me build my pipeline, but I love working with them. I’m well aware we can’t do everything we’d like. How do I ask for a referral from customers I haven’t spoken with in two years?” I admit those were excuses.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

Janek Performance Group

APRIL 23, 2024

In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. Although the idea itself is by no means new (a brief history is below), awareness of its importance and value in business – including for sales reps – is now reaching a critical mass of awareness. There’s a problem, however.

Social Media 62

Social Media Media ACT Follow-up 62

Partners in Excellence

MARCH 17, 2024

One line stood out, “But the most powerful reason is because sales make me feel useful.” I’m afraid that to answer the question, I have to first give a long explanation of how I came into the world of sales. I need to explain it because, at the beginning of my working life, I really hated sales.

Engineering 73

Engineering Study Software Software 73

Zoominfo

NOVEMBER 18, 2020

We go together like lamb and tuna fish. (Or Whichever way you slice it, Jake Shaffren, former Sales Development Representative (SDR), Account Executive (AE) and current Director of Sales and Brad Metz former SDR and current AE made a pretty dynamic duo. At ZoomInfo, we have no shortage of good accounts to go after.

Hiring 246

Hiring Scale Account Intent 246

Partners in Excellence

FEBRUARY 28, 2024

” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling. One can be interested in selling but for the wrong reasons, which then becomes a hindrance for sales success.

Lead Rank 102

Lead Rank Lead Scoring Ideal Customer Profile Customer 102

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Sales professionals need to become influencers — kind of.

Hubspot 91

Hubspot Lead Rank Data Social Media 91

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. There's AI — obviously — and all the ways it's changing how we sell. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024. Let's dive in.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Scale 98

SalesProInsider

OCTOBER 13, 2022

You’ve probably never heard the term professional loneliness , but many of us have experienced it–and felt it. I define professional loneliness as not having someone “at the ready” at work. Oh, and I decided I would run this business from my home, as I didn’t want to waste time with traveling to an office before and after hours.

Travel 126

Travel Small Business Small Business Call-back 126

Zoominfo

NOVEMBER 20, 2020

We sat down with William Wright, Senior Account Manager, SMACT Works to talk through his experience with ZoomInfo Engage. . Serving organizations ranging from medium-sized businesses to Fortune 500 companies in the public sector, healthcare, education and commercial sectors, we needed to recruit sales professionals. “We

PeopleSoft 221

PeopleSoft Oracle Enterprise Enterprise 221

Partners in Excellence

MARCH 9, 2024

At the time, he was running sales and Germany, later ran sales in EMEA. Throughout all my professional life it never felt like “selling” or “following a career plan”. Please let me explain with some anecdotes. We had won a big deal for a fully electronic white goods controller with a renown German company.

Engineering 73

Engineering Negotiation System Meeting 73

Hubspot Sales

SEPTEMBER 27, 2023

I’ve officially hit my “We're in the rain, we might as well get wet,” moment with AI and, in turn, have finally decided to embrace ChatGPT. I asked it to argue with me about whether AI will replace conventional salespeople from the perspective of “It absolutely will.” This is what we had to say.

Scale 104

Scale Face-to-face Analytics Analysis 104

Partners in Excellence

MARCH 5, 2024

They come from varied industries ranging from motorcycles and extreme sports, professional services, software/SaaS. Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year. They come from all parts of the world. Keep looking at their stories.

Sports 107

Sports Territories Maximizer Industry 107

Anne Miller

MARCH 13, 2024

Each was professional, followed a conventional formula and each was well delivered. Creating images with words underscores your message and distinguishes you from the crowd.” A marketing company: We are marketing Sherpas; we lead you safely up the inevitable mountain of business challenges you face to achieve your goals.

Lead Rank 118

Lead Rank Networking Face-to-face Follow-up 118

Partners in Excellence

MARCH 26, 2024

But what really interested me were Bill’s perspectives on where buying and selling is headed and how we must change our engagement strategies to work with buyers more impactfully. I want to stay in the game long enough to see the old sales practices retired and the new digital selling model take hold.”

Hiring 95

Hiring Lead Rank B2C Conference 95

Partners in Excellence

MARCH 8, 2024

The response from ChatGPT was pretty much what I expected. What was fascinating was the sharp contrast with the dozens of responses from outstanding sales practitioners I’ve been sharing. What was fascinating was the sharp contrast with the dozens of responses from outstanding sales practitioners I’ve been sharing.

Incentives 77

Incentives Incentive Compensation Salary 77

Partners in Excellence

MARCH 22, 2024

But the thing that’s always struck me is is deep involvement, in support of his teams, with the customers. His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. I grew up in a family of professionals. It just happened.

Hiring 73

Hiring Retail Engineering Call-back 73