No More Cold Calling

APRIL 1, 2016

Director of sales strategy at a large B2B software company, Amy is tenacious. Social media is a place to begin conversations, which leads to building relationships. Posting without a personal message isn’t being social; it’s just clicking buttons. And that’s why so many salespeople get social media all wrong.

Referrals 120

Referrals Cold Calling Sales Qualified Lead Social Media 120

No More Cold Calling

SEPTEMBER 15, 2011

We give them sophisticated software—Cloud CRM applications, aggregated intelligence, appointment setting, marketing automation, and social media tools—among others. New salespeople get an office phone, too—which most don’t answer because they are never at their desks. We call their cell phones instead.

Hiring 248

Hiring Territories Salary Social Media 248

No More Cold Calling

APRIL 29, 2018

Ways to leverage social media to widen your reach. Just as we ditched our legacy software, we must ditch our legacy history, and the legacy processes that are stalling our growth. I also discuss: What gets in the way of asking for referrals. What it takes to earn introductions to prime prospects. Ditch the Status Quo.”).

Referrals 136

Referrals LinkedIn Examples Cold Calling 136

No More Cold Calling

APRIL 9, 2015

It’s not complicated to teach people how things work—a software system, a sales training program, a consulting process, a social media platform. .” But you can’t point at people, tell them to do something differently, and expect a miraculous change. But that’s not building sales acumen.

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

No More Cold Calling

OCTOBER 17, 2019

How does one internet security company, one CPA firm, one law firm, one consulting firm, one IT firm, one software company, or one small business owner differentiate themselves? I can guarantee you it’s not by sending cold emails, cold calling , or stalking people on social media. After all, everyone is doing that.

Referrals 39

Referrals Cost per Acquisition Cold Calling Sales Qualified Lead 39

No More Cold Calling

APRIL 18, 2019

Customers now have access to all kinds of software tools, online demos, predictive analytics, and social media platforms. I don’t think so—in the traditional sense. But they’re certainly more informed, and that has changed much about selling. For the most part, they have access to the same information that we do.

Airlines 332

Airlines Customer Referrals SalesForce 332

No More Cold Calling

JULY 31, 2014

Social selling works, but only when we remember to put the “social” back in social media. I met Sean Burke—chief revenue officer of KiteDesk—when his company named me one of the 30 top social sales influencers in the world. We delete emails like robots. Phone conversations are what really drive sales.

Marketing Qualified Lead 304

Marketing Qualified Lead Lead Rank Sales Qualified Lead Prospecting 304