No More Cold Calling

AUGUST 16, 2012

Referrals #2 and #3: The Software Reseller. Ken also offered to introduce me to a software publisher as a keynote speaker for a future sales meeting which hundreds of sales professionals attend. We brainstormed options to train new people at the bank and also to reinforce referral sales skills for others on his team.

Referrals 207

Referrals Banking Software Software 207

No More Cold Calling

AUGUST 5, 2014

Software salespeople, in particular, love to give demos, thinking if someone agrees to a demo, the prospect is qualified and can go into the CRM as a lead. Sending too much information at the wrong time puts a wrench in your sales process. These folks might be curious, a competitor, or just kicking tires on their lunch break.

Referrals 286

Referrals Sales Qualified Lead Cold Calling Small Business 286

No More Cold Calling

NOVEMBER 29, 2018

That comment came from the CEO of a fast-growing software company. Do Words Make a Difference for Women in Sales? “I I want you to know it hasn’t gone unnoticed that there are no women on our sales team.” Not only were there no women, but the sales team was all white men of a certain age.

Referrals 238

Referrals Networking Scale Cold Calling 238

No More Cold Calling

DECEMBER 5, 2013

Combining his expertise in enterprise software applications, artificial intelligence, and sales methodology, he continues to revolutionize the sales effectiveness industry. Donal is CEO and founder of The TAS Group, which is his fifth global business enterprise.

Enterprise 232

Enterprise Enterprise Hiring Groups 232

No More Cold Calling

DECEMBER 8, 2011

Why is it the one of the first things we hear from a software salesperson is “I’d love to give you a demo”? Solid, smart sales are focused on our clients’ pain points, not on the tech demo. Of course you would. You want to show me your cool technology with all the bells and whistles. Bells and Whistles and Disinterest.

Trade Show 249

Trade Show Closing ROI Engineering 249

No More Cold Calling

JUNE 6, 2013

For example, if you sell software, a client may say his company will have justified their expenditure if they can increase productivity by at least 20 percent. Before you leave that first sales meeting, clarify and get agreement with your client on the criteria for a successful project. Ensure that you can justify your ROI.

ROI 258

ROI Conversion Loyalty How To 258

No More Cold Calling

APRIL 11, 2013

As President of Smart Selling Tools , she consults with many of the top sales-productivity software vendors as well as end-user organizations looking to select the right tools. What social-selling strategies have (and have not) worked for you? Nancy Nardin is the foremost expert on sales-productivity tools.

Social Selling 298

Social Selling Scale B2C Webinar Metrics 298

No More Cold Calling

FEBRUARY 2, 2012

If you sell software or financial services, you know exactly what I mean. However, unless you’re selling a commodity, nothing beats a personal conversation. You ask great questions and uncover hidden issues. You may learn that what the prospect thought they needed is indeed not the case. Read, “ Selling Is Never About Closing ”.) .

Airlines 228

Airlines Face-to-face Twitter Facebook 228

No More Cold Calling

OCTOBER 9, 2014

And he made the business case for his software application by quoting details about the results his clients were experiencing. I received a voicemail from Doug in Michigan, who invited me to meet with his CEO. I actually listened to his message because he outlined how his company and No More Cold Calling were aligned. All good so far.

Cold Calling 280

Cold Calling Small Business Small Business Call-back 280

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. Clients tell me not much has changed except now we give them a desk, a computer, and a password. We call their cell phones instead.

Hiring 248

Hiring Territories Salary Social Media 248

No More Cold Calling

JULY 19, 2012

He encounters prospects who think they know what their problem is and may have already identified software to solve this problem. Not always. In fact—not usually. One of my technology clients proved this point.

Buyer 267

Buyer Social Media Media Vendor 267

No More Cold Calling

AUGUST 9, 2012

I am a former software sales executive who just celebrated his 7 th anniversary as a LinkedIn member. Here are three different industries that can benefit from LinkedIn prospecting for three different reasons: 1. Information Technology: Tech geeks like me were the first people to get LinkedIn accounts. still ranks as the No.

Social Selling 261

Social Selling Ideal Customer Profile Industry LinkedIn 261

No More Cold Calling

AUGUST 24, 2017

They invest dollars in upgrading ERP Systems, marketing, equipment, and software each year, but for some reason, they don’t see value in upgrading the education provided to their sales and service teams. The real irony of this scenario is that CEOs are always looking for ways to make sure their companies are relevant.

Hiring 214

Hiring Account SalesForce Quota 214

No More Cold Calling

SEPTEMBER 7, 2017

You may have already heard about the Google software engineer who wrote a 10-page memo explaining why women are incapable of doing a man’s job in Silicon Valley—namely that we’re neurotic and lack professional drive. Women know how to build relationships that matter.

Account 224

Account Lead Rank Hiring Cost per Acquisition 224

No More Cold Calling

APRIL 29, 2018

Just as we ditched our legacy software, we must ditch our legacy history, and the legacy processes that are stalling our growth. First, we must give up the way we’ve always worked. Give up what we know to make room for sales innovation—new ideas, new processes, new inventions, new everything. Read “ Want to Up Your Prospecting Success?

Referrals 136

Referrals LinkedIn Examples Cold Calling 136

No More Cold Calling

JANUARY 19, 2012

His best-selling books, One Page Business Plan solutions and enterprise software are distributed through 500 licensed consulting firms. Jim Horan is an author, speaker, publisher and sr. advisor to business executives and high-performance sales organizations.

Referrals 209

Referrals Hiring Licensing Distribution 209

No More Cold Calling

APRIL 7, 2016

Download the free Kindle software and read it on any device. Obtain better customers, better margins, and better long-term relationships. Don’t miss the chance to get No More Cold Calling ™ on Kindle for 99 cents on April 14 ONLY. Don’t have a Kindle? Thank you for your ongoing commitment to referral selling.

Cold Calling 120

Cold Calling Referrals Margin Competition 120

No More Cold Calling

JUNE 13, 2013

How about ERP or Project Management Software? The problem is most prospects don’t believe you can deliver what you say you can deliver. Look at CRM or SFA systems over the years. Do you really think those delivered ROI as planned? I suggest proving you have impact and then leaving it to the buyer to establish a goal for your solution.

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

No More Cold Calling

JANUARY 7, 2016

However, he was too focused on building out the bells and whistles on his software to worry about follow-up. Ernest recognized he had a problem: He lacked a plan for consistent follow-up with current clients. After he finished outlining his sales process, he sat back and said: “That’s perfect. There’s nothing missing.”

Referrals 120

Referrals Lead Rank Sales Qualified Lead Lead Scoring 120

No More Cold Calling

SEPTEMBER 8, 2016

cloud software industry, discusses the importance of your online brand in this month’s guest post. Showing up online like you show up in person also means ensuring anything you post on public social media pages reflects the professional image you want prospects and clients to see. Ian Moyse, an executive sales leader in the U.K.

Social Media 120

Social Media Ideal Customer Profile Telecommunications Hiring 120

No More Cold Calling

SEPTEMBER 29, 2016

cloud software industry, discusses the importance of your online brand—and how to protect it—in this month’s guest post. You must show up online like you show up in person, because digital first impressions are as important as the real thing. Ian Moyse, an executive sales leader in the U.K.

Referrals 120

Referrals Cold Calling Webinar Metrics Discount 120

No More Cold Calling

MARCH 2, 2017

It used to be that you were at the top of your prospecting game if you targeted the Holy Grail of markets: software, semiconductor, manufacturing, professional services, networking, mobility, biotech. And yes, they will probably require some changes. Look beyond your niche.

Account 120

Account Referrals Banking Guarantee 120

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.

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

No More Cold Calling

APRIL 1, 2016

Director of sales strategy at a large B2B software company, Amy is tenacious. When she referred to herself as a “bulldog,” the idea conjured up images of a pushy, arrogant, aggressive, in-your-face salesperson—the kind none of us wants to be. But that’s not what Amy meant. She sells with confidence.

Referrals 120

Referrals Cold Calling Sales Qualified Lead Social Media 120

No More Cold Calling

MARCH 3, 2016

The bulldog in question is Amy, director of sales strategy at a large B2B software company. She’s dedicated and loyal—a dog with a bone who works hard to find the best possible solutions for her clients. And those are all great qualities for women in sales. Lessons from the Dog Pen.

Referrals 120

Referrals Scale Cold Calling Call-back 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? Your Competitive Advantage: A Referral Introduction. Buyers say we all look alike. 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. Are they truly smarter? 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

MAY 12, 2016

GENERAL: Important tips for software marketers. SPECIFIC: Three tips for software marketers that can increase revenues by 25% or more ! Let’s take a look at another way to give energy to a flat sentence: EXAMPLE: Our software can help users find files fast. Wouldn’t it be better to liven things up a bit?

Lead Generation 120

Lead Generation Leads Marketing Qualified Lead Cold Calling 120

No More Cold Calling

OCTOBER 29, 2015

She tells a remarkable story about how a software engineer at Google almost failed at selling his idea … until he changed his words. Chade-Meng Tan is a speaker and author, and the 107th software engineer hired by Google. That’s why I asked Linda Richardson for permission to share her fantastic blog post, “Body Language Myth Busted?

Hiring 120

Hiring Google Face-to-face Ideal Customer Profile 120

No More Cold Calling

APRIL 12, 2018

Just as we ditched our legacy software, we must ditch our legacy history, and the legacy processes that are stalling our growth. First, we must give up the way we’ve always worked. Give up what we know to make room for sales innovation—new ideas, new processes, new inventions, new everything. Success Can Get Messy.

Prospecting 99

Prospecting Referrals Decision Maker Cold Calling 99

No More Cold Calling

OCTOBER 1, 2017

You may have already heard about the Google software engineer who wrote a 10-page memo explaining why women are incapable of doing a man’s job in Silicon Valley—namely that we’re neurotic and lack professional drive. This month, I dedicated two blog posts to women in sales.

Referrals 136

Referrals Cold Calling Account Engineering 136

No More Cold Calling

JULY 31, 2014

One quick tip I picked up from it: Don’t rush to demo your software (which we totally DID). But regardless of the shortcomings in our execution, one thing is clear: Having live conversations with prospects is still the most effective way to secure new clients and get deals done. That’s why I enjoyed Joanne’s book, Pick Up the Damn Phone!

Marketing Qualified Lead 304

Marketing Qualified Lead Lead Rank Sales Qualified Lead Prospecting 304