No More Cold Calling

AUGUST 1, 2019

You’re going to pay me how much for referral business? It’s also why you need a referral program. It’s also the ultimate sales advantage. Trust is how deals get done. Sales has always gotten a bad rap, but it’s gotten much worse as sales channels have evolved. Referral makers don’t want your money.

Referrals 289

Referrals System Cold Calling Social Media 289

Mindtickle

JUNE 22, 2023

Let’s not beat around the bush: nobody likes getting cold calls. Buyers are already short on time, and the last thing they want is to listen to another sales pitch. This means customers are scrutinizing purchases more and are even more reluctant to take a cold call. First things first: Is cold calling legal?

Cold Calling 98

Cold Calling Lead Rank Lead Scoring Ideal Customer Profile 98

Alice Heiman

MARCH 7, 2023

A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an appointment for an Account Executive (AE) to deliver a sales pitch. The SDR in turn calls the prospect and sets up a sales call for the AE to pitch.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

SalesFuel

MARCH 19, 2024

Organizations spend billions on B2B sales training every year. New employees must be educated on how the company sells. Despite the heavy investment in training, some businesses won’t benefit as much as they should. That’s because they overlook the way the B2B sales world has changed.

B2B 52

B2B Training Hiring Lead Rank 52

Smooth Sale

MARCH 10, 2024

Photo by Andrea Schit z via Pixabay Attract the Right Job Or Clientele: Do You Know How To Increase B2B Sales? As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands.

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

Vengreso

JUNE 12, 2023

Some sales leaders immediately disregard the principles, claiming it is just another buzzword. Others are caught in the constant grind of achieving quota and cannot fathom trying to implement a new sales plan. They engage less frequently with sellers and when they do, it is much later in the sales cycle.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Alice Heiman

APRIL 11, 2023

Is your sales team struggling to have conversations with the right buyers? Better prospecting is the most direct path to increase sales conversations. Wendy Weiss takes us through the four steps to improve your sales team’s ability to schedule sales calls. Watch the podcast below or on our YouTube channel.

Lead Rank 125

Lead Rank Sales Qualified Lead Conversion Prospecting 125

No More Cold Calling

JULY 5, 2018

My new LinkedIn sales training courses take out the guesswork! Just getting prospects to return calls is hard enough. They’re bombarded with cold calls, cold emails, and pitches on social media. So, how do you cut through the noise and actually talk to your buyers? Is selling really tougher today?

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

No More Cold Calling

SEPTEMBER 6, 2018

How does your team work when no one is looking? For the first time ever, clients are asking me how to build a “referral culture.” Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. And they know the best referral programs require a sales culture where referrals are top priority.

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

Zoominfo

FEBRUARY 7, 2023

When developing a sales strategy, many leaders aren’t sure where to begin. Whether you’re starting from scratch or looking to revamp an existing sales strategy, creating campaigns based solely on instincts or assumptions is no longer acceptable. To craft an effective modern sales playbook , data and analytics must reign supreme.

Strategy 130

Strategy Lead Rank Lead Scoring Hiring 130

No More Cold Calling

JULY 20, 2018

Don’t assume your team knows how to ask for referrals. He figured they knew how to get referrals because he told them to do it. I asked how that approach was working for him. Sales pros always agree that they get their most qualified leads when they get referrals. It’s a cop out, creepy, and a sales faux pas.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

Pointclear

NOVEMBER 8, 2017

Here is a check list to help you see how you’re doing: DEFINE A LEAD: Does every department in your company share a common definition of a lead? See this article for my advice on “How to Establish a Meaningful Lead Definition.”. TARGET, SEGMENT AND TEST: How often does your team analyze lists? They had not.

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

No More Cold Calling

DECEMBER 29, 2019

All my online content and programs are now streamlined and simplified to be more accessible for you. Once you get that out of the way, check out what you might have missed from No More Cold Calling this month: Want Results? Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great?

Referrals 207

Referrals Cold Calling Social Media Travel 207

Mr. Inside Sales

MAY 1, 2020

Whatever, whenever, it’s best to have a good plan in place to make working from home as efficient as possible—regardless of how long you have to do it. How’s that for a good thing to come from this pandemic! I can help: I just released a 7-Session Core Inside Sales Training program, On Demand. See it here.

Strategy 159

Strategy Face-to-face Call-back Cold Calling 159

No More Cold Calling

NOVEMBER 20, 2019

Vengreso is celebrating Black Friday by offering 50% off the Selling with LinkedIn for Individuals training course. Vengreso (mostly) agrees with me, and this 100% on-demand course is the most convenient and affordable way to learn LinkedIn sales methods. Learn how to use LinkedIn, so people find you and you find them.

LinkedIn 209

LinkedIn Referrals Cold Calling Inbound 209

No More Cold Calling

JULY 1, 2018

Here’s what you might have missed last month from No More Cold Calling. Wondering how to get leads? Every sales rep asks that question, and surveys of sales leaders confirm that getting leads in the pipeline is their top challenge. Obviously, if these cold calling tactics worked, reps would get leads in the pipe.

Cold Calling 180

Cold Calling Referrals Sales Qualified Lead Lead Rank 180

The Pipeline

APRIL 8, 2013

In the piece there was a statistic attributed to the Harvard Business Review that stated: “Harvard Business Review: 90% of C-level executives say that they never respond to cold calls or email blasts”. Now I can’t speak for the e-mail blast part, but as for the responding to cold calls part – “Horse manure!

Cold Calling 292

Cold Calling Referrals Social Media Objections 292

No More Cold Calling

AUGUST 14, 2019

I would work with small-to-medium companies to craft their sales strategy. There’s always a silver lining to getting sacked. I didn’t plan to start my referral business so soon. But then I was fired. Just like that, my manager gave me the news. I had a sense something might be going on, since I’d recently lost a big deal to a competitor.

Referrals 291

Referrals Cold Calling Survey Scale 291

No More Cold Calling

MARCH 5, 2020

Your customers are your best source of qualified sales leads. “If One of the first things I ever wrote about was enrolling your clients as part of your sales team. How do you do that? You learn how to ask for a referral from a client—and then you ask every single one of them. You need more qualified sales leads.

Referrals 432

Referrals Sales Qualified Lead How To Lead Rank 432

Act!

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

Highspot

JANUARY 4, 2024

Achieving revenue targets can be tricky, and it’s tempting to overlook training. A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. The trick is knowing what training program and techniques to use. Why sales training is important.

Training 92

Training Lead Rank Hiring Course 92

No More Cold Calling

JUNE 15, 2017

I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. It was 20 years ago, when I was working as an account-based sales rep , and I lost the biggest deal of my career. We were thought leaders; we had visibility; and the client loved our solution for advanced sales training.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

Highspot

JULY 18, 2023

When you’re planning how you’ll build a successful sales strategy, it’s important to know where you’re starting from and where you want to end up. It’s essential that you clearly map out every step your sales team needs to take between the onset of a sales training program and its completion.

Training 52

Training Hiring Scale Exercises 52

No More Cold Calling

OCTOBER 1, 2018

Stop cold calling on social media. You’re not one of those people who blast me with a sales pitch after I accept your LinkedIn invitation, are you? How People, Not Technology, Seal the Deal, had just been published. For the first time ever, clients are asking me how to build a “referral culture.” Everyone loses.

Referrals 159

Referrals Cold Calling Negotiation Social Media 159

No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You can’t shortcut relationships, and there are no shortcuts to how to ask for referrals. While all salespeople love to receive referrals, most are uncomfortable asking for them, and many sales leaders don’t believe referrals can scale. Why Ask for Referrals?

Referrals 297

Referrals Scale How To Lead Rank 297

No More Cold Calling

MAY 30, 2020

Find out what you missed from No More Cold Calling this month. How can parents even focus with little kids running around? How do couples share workspaces? How are extroverts expected to keep their heads up when they’re isolated from friends and colleagues? It doesn’t have to be a formal mentoring program.

Referrals 156

Referrals Airlines Cold Calling Scale 156

Zoominfo

FEBRUARY 22, 2021

But in reality, many people who work in sales are also motivated to help other salespeople succeed and advance their careers. Following the right sales influencers on social media channels can give you a lot of insight into best practices, new trends, tips and advice, and help you find ways to connect with prominent thought leaders.

Social Media 205

Social Media Influencer Media Hiring 205

Allego

APRIL 16, 2024

Generative AI has changed the game in sales. Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. Not so fast, says AI expert Sam Richter. “The You must humanize your communication.

Hiring 62

Hiring Scale Proposal Analysis 62

The Pipeline

JANUARY 22, 2019

At its root, whatever we may call it, it is a reaction to something we said. By going on offence, I am not suggesting putting the buyer on the defensive, which is what many do these days by questioning what the prospect they called is using and why. By Tibor Shanto. You are the Subject Matter Expert after all. A Rose By Any Other Name.

Objections 267

Objections Prospecting SME Cold Calling 267

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like?

B2B 52

B2B Training Top of Funnel B2C 52

Smooth Sale

JULY 25, 2023

Photo by The Digital Artist via Pixabay Attract the Right Job Or Clientele: Will You Study How to Implement AI to Increase Business? Jeffrey Maganis, co-founder of AI Unlock, provides our guest blog, Will You Study How to Implement AI to Increase Business? ” Do you want to know how you get ahead of the AI sales revolution?

Study 78

Study Scale How To Hiring 78

Highspot

OCTOBER 24, 2023

Sales training can be like sailing the high seas – an always-on adventure where focus, navigation, and teamwork are vital. We’ve curated a collection of the best sales training tips so you can build a program that will put wind in your team’s sails to navigate an uncertain selling landscape and outperform every quarter.

Training 52

Training Hiring Coaching Course 52

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Training 98

Training Hiring Construction Case Study 98

Smooth Sale

MARCH 13, 2024

Photo by Tammydz via Pixabay Attract the Right Job Or Clientele: How to Use Your Company Car to Increase Sales Now How to Use Your Company Car to Increase Sales Now Are limiting thoughts driving less traffic to your business? Our collaborative blog offers insights on How to use your company car to increase sales now. _

Company 102

Company Hiring How To Social Media 102

Hubspot Sales

JULY 27, 2023

This is a significant drop from just a year before when sales success reached around 26%. They need to achieve more with less, making sales enablement more important than ever. Companies have access to AI tools to support their sales efforts. In this post, you'll learn how AI can power your sales enablement strategy.

Sales Enablement 68

Sales Enablement Lead Rank Lead Scoring Strategy 68