Understanding the Sales Force

NOVEMBER 29, 2023

After I moved all of the legitimate and very illegitimate emails into trash, I identified 26 emails – all from yesterday – that were cold solicitations from BDRs, account managers, customer service reps, marketing reps, and even CEOs. I get around 600 of these shitty emails each month and two cold calls.

Meeting 193

Meeting Cold Calling Outbound Inbound 193

The Pipeline

SEPTEMBER 7, 2021

It’s a prospecting call, please stop apologising, it’s OK to do your job. But we are not given that choice, so we have to cold call. And if you are going to cold call, then by definition you will interrupt. In prospecting, that is asking a prospect who just blew us off, permission to call back.

Cold Calling 355

Cold Calling Call-back Prospecting Meeting 355

Increase Sales

APRIL 19, 2016

I don’t know who is teaching these SMBs to send cold calling social selling emails, but I wish they would stop already. 3 Fact: Cold calling works provided you have done your homework and have a compelling marketing message. Either way, send me a quick email or give me a call at (phone number).

Cold Calling 70

Cold Calling Social Selling Social Media Ideal Customer Profile 70

No More Cold Calling

SEPTEMBER 28, 2023

Here’s what you might have missed from No More Cold Calling this quarter. To stop acting like sales stalkers and start acting like salespeople (“people” being the operative word). Well, that was a splash of cold water, and you can guess the answer. Q3 Referral Selling Insights] appeared first on No More Cold Calling.

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

No More Cold Calling

OCTOBER 27, 2011

There’s nothing like a good, old-fashioned public humiliation to illustrate the difference between cold calls and hot referrals. You don’t believe in cold calling. You’re participating in a conference breakout session listening “live” to a sale rep cold calling into a company. Guess who’s uncomfortable?

Cold Calling 204

Cold Calling Referrals Webinar Metrics How To 204

KLA Group

JANUARY 2, 2020

By Kendra Lee It’s a new year, which of course means New Year’s resolutions and goals. As you set your sales resolutions and goals, consider how you will and won’t sell based on your natural sales talent to achieve your annual target. Please Let Me Just Make My Sales Goal My natural sales talent was. Read more.

Cold Calling 69

Cold Calling Sales Talent Course Sales Goal 69

Force Management

OCTOBER 31, 2019

He told me about a prospect who was furious when she realized she was on the other end of a cold call. The prospect yelled, “Are you really cold calling me right now? The other day I was working with a seller who was a little frustrated with how hard it is to get people on the phone.

Cold Calling 60

Cold Calling Prospecting Tools Sales Coaching 60

Markempa - Inside Sales

SEPTEMBER 8, 2014

I recently was called by the CEO of a small technology company who was wondering how to optimize his lead generation team’s cold calling efforts. He called me after two salespeople just quit, and he said, “I’m about to give up on cold calling and start doing inbound marketing.

Lead Nurturing 53

Lead Nurturing Cold Calling Lead Rank Lead Scoring 53

No More Cold Calling

OCTOBER 1, 2021

Plus, here’s what you might have missed from No More Cold Calling this summer. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. On that note, take a look at what you might have missed from No More Cold Calling about relationship building and referral selling ….

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

No More Cold Calling

NOVEMBER 26, 2020

I’m taking the time to appreciate my amazing family and friends, my clients who have become friends, and my remarkable team at No More Cold Calling. The holiday season won’t be the same for most of us, but instead of focusing on what (and who) we’re missing, we can take this time to stop and reflect on what we do have.

Cold Calling 358

Cold Calling Referrals Conversion Video 358

No More Cold Calling

DECEMBER 21, 2023

Here’s what you might have missed from No More Cold Calling this quarter. Cold outreach doesn’t work. Read “ Sales Tech That Doesn’t Work ”) The post Make a Change in 2024 [Q4 Referral Selling Insights] appeared first on No More Cold Calling. What will you do differently in 2024?

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

No More Cold Calling

FEBRUARY 1, 2024

That’s not cold calling. But that’s where digital referrals should stop. They conduct a discovery call with the referral source—the same as if they were speaking directly with a prospect. Some questions are more complex, and we’ll arrange a phone call. appeared first on No More Cold Calling.

Social Media 194

Social Media Referrals Media Lead Generation 194

No More Cold Calling

JANUARY 14, 2021

So why is your outreach still cold? And certainly not when you cold call. Newsflash: Most CEOs do not respond to cold calls or emails, and neither do their gatekeepers. One assistant told me many cold callers lie and tell her the CEO asked them to reach out. They know it’s a pesky telemarketer calling.

Gatekeeper 265

Gatekeeper Referrals Cold Calling Telemarketing 265

Engage Selling

FEBRUARY 7, 2013

Or that qualified contacts would take your call without hounding them? Top new business development sales people go beyond cold calling. Take the Stop Cold Calling Quiz and see if you’re ready. Read the first chapters now and test if you can stop cold calling here.

Cold Calling 48

Cold Calling Sales Qualified Lead Lead Generation Pipeline 48

Engage Selling

FEBRUARY 7, 2013

Or that qualified contacts would take your call without hounding them? Top new business development sales people go beyond cold calling. Take the Stop Cold Calling Quiz and see if you’re ready. Read the first chapters now and test if you can stop cold calling here.

Cold Calling 48

Cold Calling Sales Qualified Lead Lead Generation Pipeline 48

The Pipeline

JANUARY 28, 2020

What we call something will determine how we look at it, act, and react as a result. It paralyzes many sellers, which is a drag when you consider that rejection is part and parcel of cold calling. Let’s nail down what we mean by cold call: Any call that is not scheduled! Get In Their Head.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

No More Cold Calling

DECEMBER 27, 2022

Yes, sometimes December is super quiet, which means either clients aren’t ready, or you stopped prospecting. A few months ago, I published a blog post called When to Start Prospecting for 2023 , which explains that if you just started 2023 lead-gen in September, you’re already behind. NEWSFLASH: Buyer-Centric Sales Is NOT New.

Referrals 156

Referrals Prospecting Lead Gen Cold Calling 156

Zoominfo

MAY 19, 2020

What is a cold email? Many people seem to carry the misconception that any cold or unsolicited email is spam, and that spam is illegal. There is a lot to unpack here, but let me start by making clear that if all cold emails were illegal, we wouldn’t be driving successful email marketing campaigns for thousands of companies worldwide.

Guidelines 317

Guidelines ACT Campaigns Pharmaceuticals 317

No More Cold Calling

JULY 27, 2023

Well, that was a splash of cold water, and you can guess the answer. A sales leader in Europe needed the same splash of cold water. They will keep spinning their wheels until they learn how to engage clients in real sales conversations, until they stop typing and start talking.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

No More Cold Calling

JANUARY 31, 2019

Here’s what you might have missed this month from No More Cold Calling. I dreaded buying another car because of the pushy, in-your-face car salespeople, who are just like B2B sales reps cold calling you. The salesperson called and called, even after we told him to only communicate by email. Another lie.).

Cold Calling 222

Cold Calling Referrals Face-to-face Sales Qualified Lead 222

Mr. Inside Sales

JUNE 6, 2020

What’s the biggest mistake sales reps make with prospecting or cold calling? They call with what a client of mine once called, “commission breath.”. Read them, compare them to how you make calls, and then refrain from making these mistakes in the future. Cold calling mistake #1: Don’t pitch the gatekeeper.

Prospecting 161

Prospecting Gatekeeper Cold Calling Face-to-face 161

No More Cold Calling

APRIL 3, 2020

What do businesses typically do when clients stop buying and the sales pipeline dries up? No more wasting time with cold calls, cold emails, and a cold outreach on social media. Email joanne@nomorecoldcalling.com or call 415.461.8763. Reps get the introduction and get the meeting! Save Money. Reduce Costs.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

No More Cold Calling

MARCH 30, 2023

For more on Women’s History Month 2023 and more on referral selling, check out these blog posts you might have missed from No More Cold Calling this quarter Celebrating 3 STEM Trailblazers on International Women’s Day 2023 Imagine a woman earning a Bachelor of Science degree in civil engineering. You’ve put in the legwork.

Referrals 156

Referrals Cold Calling Social Media Call-back 156

Markempa - Inside Sales

SEPTEMBER 8, 2017

Learn how to improve your cold calling and prospecting efforts with lead nurturing to get better sales results and more qualified leads.

Lead Nurturing 52

Lead Nurturing Cold Calling Sales Qualified Lead Leads 52

No More Cold Calling

MARCH 25, 2021

Lucinda Prince started a trend that hasn’t stopped since—women in sales supporting each other, mentoring each other, and bringing other women with them on their way to the top. She took her passion one step further and created an eBook called ”Opening the Doors to Sales Opportunities.” Modern Trailblazers. I couldn’t agree more.

Hiring 379

Hiring eBook Cold Calling Scale 379

No More Cold Calling

DECEMBER 6, 2022

Literally : Considering most people literally misuse this word, I suggest we stop using it. I’m going to stop right now. appeared first on No More Cold Calling. It also makes salespeople lazy. Sales is about making connections that count. There is no “hack” to circumvent that. You crush grapes. How about you?

Fashion 207

Fashion Pivotal Cold Calling Quota 207

No More Cold Calling

FEBRUARY 22, 2018

Here’s her perspective: 6 Steps to Successful Referral Sales—Stop Cold Calling! Referral selling expert Joanne Black wants you to stop cold calling—and I’m pretty sure your customers would be with her. Think of the overwhelming benefits of a sales referral over a cold call. By Brigid Archibald.

Referrals 176

Referrals Cold Calling Customer SalesForce 176

No More Cold Calling

NOVEMBER 14, 2019

Stop confusing your buyers. I wasn’t cold calling , I was calling a referral—who, by the way, had no contact information on his email signature. The post Why Customer Loyalty Isn’t Always About More Choices appeared first on No More Cold Calling. I was so frustrated.

Loyalty 249

Loyalty Customer Cold Calling Fashion 249

No More Cold Calling

APRIL 29, 2019

Two phone calls later, with people promising to notify their transportation people and promising to call me, no one called. Check out these posts from No More Cold Calling this month. Stop Overlooking This if You Really Want Qualified Leads. Read “ Stop Overlooking This if You Really Want Qualified Leads.”).

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261

Mr. Inside Sales

JUNE 12, 2018

Cold Calling—3 Mistakes You Need to Avoid Now. Discover cold calling tips, best practices and techniques to avoid and learn ways that really work on how to make effective B2B cold calls for sales. With all the technology out there, some people like to say that cold calling and prospecting are dead.

Cold Calling 162

Cold Calling Gatekeeper How To Social Media 162

No More Cold Calling

AUGUST 30, 2018

Stop rationalizing. 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. Your outreach is cold as ice. I’m cold just thinking about it. Referrals are HOT, HOT, HOT! It’s the same on LinkedIn. How do you want to work? The answer should be obvious.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

Zoominfo

MAY 10, 2018

You make too many cold calls. You don’t need to work in sales to know the phrase, “cold calling.” Cold calling is a classic sales technique, but many sales professionals question its effectiveness. Less than 1% of cold calls result in a sale. Cold calling is ineffective 90.9%

Cold Calling 236

Cold Calling Top of Funnel Direct Mail Referrals 236

No More Cold Calling

APRIL 16, 2020

Buyers don’t trust salespeople, because many are arrogant and never stop pitching. Email joanne@nomorecoldcalling.com or call 415.461.8763. The post For Salespeople, Trust Matters Most in Times of Crisis appeared first on No More Cold Calling. In a word, it’s fidelity.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

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. The Evolution of Cold Calling. That’s still true, but cold calling has evolved as sales channels have evolved.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Hubspot Sales

AUGUST 21, 2023

Before the end of the day, you need to make 100 calls. Now all you need is a cold call script. And not just any script … the best cold call script ever. But before I give you the keys to the castle, let's learn more about cold calling and look at a typical cold call. (If

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

The Pipeline

OCTOBER 20, 2014

No ones like cold calling, well most don’t, so you can stop writing that e-mail telling me that you’re the exception that proves the rule. I don’t like it, I know it is god’s punishment to sales people, but it works, and I have made the connection between successful cold calls, a robust pipeline and the kids eating.

Cold Calling 300

Cold Calling Call-back Compensation Pipeline 300

Zoominfo

OCTOBER 14, 2018

With the rise of sales enablement technology and the variety of available communication methods, one might expect phone calls to become a thing of the past. Yet, cold calling is still a key component of B2B sales. The Problem with B2B Cold Calling. Cold calling is ineffective 90.9% Bad data costs U.S.

Cold Calling 198

Cold Calling B2B Decision Maker Data 198