No More Cold Calling

JUNE 27, 2019

Salespeople often forget that social media is the place to begin a conversation and begin a relationship. 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. I never pitch. Very few, I expect.

LinkedIn 307

LinkedIn Social Media Networking Cold Calling 307

No More Cold Calling

AUGUST 23, 2018

It’s not, because that’s not what social media is for. What Is Social Selling? . Social selling is a misleading term. Done right, it doesn’t actually involve selling, which is good, because no one wants to be sold to on social media. Why Is Social Selling Important? 5 Social Selling Don’ts.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

OCTOBER 1, 2021

How do I sell effectively on social media? Is Asking for Referrals on Social Media Rude? Far too many sales teams get social selling all wrong. Social media is the place to begin a conversation and begin a relationship. Read “ Is Asking for Referrals on Social Media Rude? ”).

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

No More Cold Calling

DECEMBER 7, 2023

While your competition is still playing around on social media, sending cold emails, and trying to identify decision-makers, your sales team can be in the conference room sealing deals. After all, decision-makers don’t take cold calls or respond to sales pitches from strangers on social media. It’s really a no-brainer.

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

No More Cold Calling

DECEMBER 6, 2019

It’s email blasts, video calls, text messages, and cold outreach on social media. Whether you’re sending direct mail, knocking on doors to make an in-person sales call, sending unsolicited email, or prospecting on social media —your leads are cold, and your outreach is uninvited. STOP Cold Calling.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

No More Cold Calling

JULY 29, 2014

Here’s why your social media strategy is falling flat—and how to bring it back to life. Save it for when your prospects genuinely like and trust you, because strangers on social media couldn’t care less. Social media can help start conversations that lead to true connections, but only if you show up as a person.

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

No More Cold Calling

APRIL 9, 2020

Since then, social media has continued to grow in popularity, usage, and complexity, but my point—that people, not tweets, seal the deal—is just as true today. Email, texting, social networking—these certainly have a place in business today, but none of them replaces the power of an in-person connection. Do I use technology?

Conversion 305

Conversion Face-to-face Social Media Referrals 305

No More Cold Calling

SEPTEMBER 28, 2023

They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. Yet, far too many sales teams depend on email, texts, and social media for generating sales leads. In fact, they were lagging by 27 percent. Their outreach took too long. But is it as effective?

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

No More Cold Calling

JULY 10, 2014

George runs a social media company. He is tech savvy and up-to-date on the do’s and don’ts of social media. And he called himself a social media expert. Associations Enterprise Salespeople Small Business collaboration connections referral network Social Media social networking'

LinkedIn 267

LinkedIn Social Media Referrals How To 267

No More Cold Calling

JUNE 29, 2019

So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Salespeople often forget that social media is the place to begin a conversation and begin a relationship. In the world of social media, less is more.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

No More Cold Calling

APRIL 15, 2021

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. Reps cold call, send cold emails, do cold outreach on social media, and rely on marketing to nurture prospects and send them qualified leads.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

MAY 25, 2017

In this month’s guest post, Tim Hughes discusses social media offenses and how account-based selling teams can avoid them. Account-based sales reps know better than to treat people that way in real life, so why treat people that way on social media? Here’s his take: Social Selling Is About Relationships, Not Broadcasting.

Account 288

Account Social Media Social Selling Twitter 288

No More Cold Calling

MAY 25, 2023

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, B2B salespeople are still struggling to win and retain customers. Yet, when Salesforce surveyed sales pros in 2022, only 28 percent said they expected to meet or exceed quota this year.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

No More Cold Calling

FEBRUARY 28, 2019

You have email, social media, and smartphones at your fingertips. How long does it take to make one more call, send one more email, or contact someone you know on social media to schedule a phone call or a get-together? If you’re heads-down on your projects and don’t prospect, you’ll have no pipeline when you surface.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

No More Cold Calling

AUGUST 19, 2014

If you’re asking strangers on social media for referrals, you’re like the guy at a networking event who shoves his card in people’s face and asks for theirs in return. It’s driven by relationships and trust, not social media connections. In social media, the people are the media.”.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

No More Cold Calling

JULY 27, 2023

They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. Yet, far too many sales teams depend on email, texts, and social media for generating sales leads. In fact, they were lagging by 27 percent. Their outreach took too long. But is it as effective?

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

No More Cold Calling

SEPTEMBER 11, 2014

Social selling exposes your business to a world of opportunity. A Brit writes to me on social media and wants to discuss referral selling. These are all true stories of social media connections that turned into international business conversations—no passport required. The Joy of Social Media.

Social Media 264

Social Media Skype Referrals Media 264

No More Cold Calling

JANUARY 24, 2019

Regardless of the way you reach out—via email, social media, text, direct mail, or even a knock on the door—prospects are cold as ice unless they know who you are and expect to hear from you. Social media has further complicated the cold calling discussion by introducing the idea of “warm” calls. What Buyers Want.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

No More Cold Calling

JUNE 9, 2019

So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. You can send them cold emails, pitch them via text, or stalk them on social media. They don’t fill your pipeline with qualified B2B leads. Don’t believe me?

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

MAY 28, 2020

Conversations have become less frequent, email spam has skyrocketed, and social media is the new breeding ground for sales pitches. That’s not how social selling works. I wrote that book because I was horrified when reps started telling me they didn’t need to talk to prospects and clients anymore. Maybe, if you sell widgets.

Social Media 391

Social Media Referrals Cold Calling Social Selling 391

No More Cold Calling

MAY 24, 2018

There’s technology to generate leads online, artificial intelligence, predictive analytics, social media and document automation, and search engine optimization. Social media is often the biggest tech distraction of all for salespeople. Sales productivity tools are everywhere, but do they really enhance productivity?

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

No More Cold Calling

AUGUST 30, 2018

There’s no such thing as a warm anything in sales—an email, phone call, social media outreach, or even a knock on the door. Misperceptions, because salespeople have forgotten the social part of social selling. It’s not, because that’s not what social media is for. Referrals are HOT, HOT, HOT! Believe that?

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

No More Cold Calling

NOVEMBER 2, 2018

Social media lead generation can work. What’s so bad about asking for referrals on social media? Use social media to identify potential referral sources, but then have a conversation to get the referral. Sue expanded her network into the C-Suite, and she and George have become business friends.

Referrals 253

Referrals LinkedIn Social Media Ideal Customer Profile 253

No More Cold Calling

DECEMBER 14, 2017

They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. Today, many account based sales teams depend on email, texts, and social media for generating sales leads. Their outreach took too long. She finally asked her team: “Did you ever close business over email?”

Account 228

Account Face-to-face Decision Maker Social Media 228

No More Cold Calling

AUGUST 1, 2019

Now they have a wide-open platform on social media and email. Until something changes, salespeople will continue to cold call , harass strangers on social media, and (in the process) erode trust in our profession. Sales has always gotten a bad rap, but it’s gotten much worse as sales channels have evolved.

Referrals 289

Referrals System Cold Calling Social Media 289

No More Cold Calling

MARCH 16, 2017

If all they have are names, they’re cold calling, whether those came from people, bought lists, or social media. More and more, sales professionals use social media as an indispensable sales and prospecting tool. Social media is a great way to identify mutual contacts who could provide referrals.

Sales Qualified Lead 232

Sales Qualified Lead Cold Calling Lead Rank Lead Scoring 232

No More Cold Calling

MARCH 30, 2023

There’s no such thing as a warm call, a warm email, warm social media prospecting, or even a warm knock on the door. The warm call fantasy goes something like this: You’ve researched prospects on social media, identified trigger events, and gathered information from social intelligence.

Referrals 156

Referrals Cold Calling Social Media Call-back 156

No More Cold Calling

JUNE 6, 2019

So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. You can send them cold emails, pitch them via text, or stalk them on social media. They don’t fill your pipeline with qualified B2B leads. Don’t believe me?

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

No More Cold Calling

JANUARY 31, 2013

Social media doesn’t “warm” your call, you do. They know how you’re connected through social media, where you used to work, and where you went to school. Many salespeople believe that if they reach out to prospects armed with relevant research and data, they’re not cold calling (or cold e-mailing).

Referrals 207

Referrals Cold Calling Conversion Social Media 207

No More Cold Calling

MAY 9, 2019

Whether you’re a solopreneur, salesperson, or CEO of a small business, you feel the constant push/pull between prospecting, working with existing customers, managing social media, and staying in touch with everyone (which can seem like an unending task).

Small Business 329

Small Business Small Business Face-to-face Social Media 329

No More Cold Calling

SEPTEMBER 23, 2014

DON’T Cold Call on Social Media. Social media is a great tool for researching prospects and Referral Sources, and for positioning yourself as a thought leader. If you’re sending sales offerings to strangers on social media, you’re pretty much cold calling. But it is not the place for a sales pitch.

Social Media 281

Social Media Cold Calling Referrals Face-to-face 281

No More Cold Calling

JUNE 13, 2019

Here’s a snippet of his post: Social Networking and the Increasing Burden on Mental Health. Barely a week passes without another study raising concerns about our compulsive use of smartphones and social media. By Daren Dodd.

Wireless 311

Wireless Face-to-face Social Media Cold Calling 311

No More Cold Calling

SEPTEMBER 8, 2016

If you want to be seen as a trusted resource—a top-notch B2B sales pro with expertise to share, not just a product to push—you can’t use social media to blast strangers with sales pitches. Social media is a place to begin conversations, to begin relationships. Do you need to become a social media expert?

Social Media 120

Social Media Ideal Customer Profile Telecommunications Hiring 120

No More Cold Calling

NOVEMBER 27, 2013

Thanks to the Internet and social media, there’s a new version of what I call the “warm call fantasy.” It goes like this: You’ve researched prospects on social media , identified trigger events, and gathered information from social intelligence. How do you use social media for sales? Comment Here.

Social Media 220

Social Media Referrals Cold Calling Small Business 220

No More Cold Calling

MARCH 29, 2018

Just because someone agrees to connect on social media does not make that person a qualified sales lead. Strangers on social media do not. There actually was a time before the internet, before social media, before apps, and before sales technology tools. Sorry to say it, but they’re not.

Lead Generation 199

Lead Generation Referrals Sales Qualified Lead Lead Rank 199

No More Cold Calling

JUNE 28, 2012

Social media, blogs, pay-per-click advertising, and SEO are all excellent strategies for attracting prospects when they’re still in the research stage, before a sales rep has gotten involved in their buying process. Network through social media. You should be as well.

Social Media 267

Social Media Cold Calling InsideView Customer 267

No More Cold Calling

JUNE 1, 2018

They know what customers want to see, and how and when they want to see it, and they know their own social media goals. Listen in on the conversation between me, Bonnie, Lori Richardson of Score More Sales, and Michael LaBate, head of program development and operations for SAP’s global social selling program.

Referrals 153

Referrals SAP Social Media Cold Calling 153