No More Cold Calling

JUNE 10, 2021

So, I did my “feet on the street” research. I asked salespeople and sales leaders I knew if they liked to get referral introductions. Get meetings with prime prospects in one call. I was increasingly concerned with all the focus on technology and the disregard for human interaction. I get a lot of push-back on this.)

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Partners in Excellence

NOVEMBER 9, 2023

We want to get a desired outcome without doing all the work one would normally have to do to achieve that outcome. ” (I did get a lot of value from the book.) Why waste the time, once we get the order, we’re on to something else. Technology has become our savior. In work, we constantly look for shortcuts.

Discount 119

Discount Pipeline Opportunity Tools 119

No More Cold Calling

JANUARY 4, 2018

It’s time we remember the value of getting personal. So, put down the gadgets and really be with the people who matter. Technology, of course. With all the cool tech toys we have at our disposal, it’s far too easy to get stuck in a digital un-reality. So, thank you! What’s missing? Show Your Gratitude .

Referrals 287

Referrals Social Media Cold Calling Sales Qualified Lead 287

Sales 2.0

FEBRUARY 1, 2023

Acuity enables B2B sales teams “to improve sales productivity in implementing prospecting and customer growth strategies using flexible process technology and Artificial Intelligence (AI).” So those problems are not yet available to AI.” And once they exist, they can be explored and improved using data science… as-a-service.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

No More Cold Calling

AUGUST 8, 2019

So, how do we prepare our kids for their future careers when we don’t know what jobs will look like, what skills they will need, or what sort of challenges they’ll face that we haven’t even considered? Here’s what’s happening: We’re so enamored with technology that we forget: People do business with people, not with bots.

Face-to-face 237

Face-to-face Referrals Cold Calling Negotiation 237

No More Cold Calling

MARCH 15, 2018

And technology will eliminate the time-consuming, face-to-face aspect of communication. Digital technology certainly helps facilitate conversations, but when it comes to relationship-building, technology can also be a hindrance, a distraction, and a crutch. But we’ve never been surrounded by so much of it.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

No More Cold Calling

JULY 24, 2014

This is not a rant about technology. The two of them trust each other and value the relationship, so the exec didn’t need to shop the market. Relationships like this are how deals get done,” he said. Building relationships takes time, so it’s important to start demonstrating your trustworthiness right out of the gate.

Social Media 273

Social Media Referrals Cold Calling Sales Qualified Lead 273

Sales and Marketing Management

OCTOBER 26, 2020

The flowering of virtual sales channels and tools flies in the face of four myths, as documented by Bain & Company’s recent survey, conducted with Dynata, of more than 300 B2B buyers and sellers in the US, UK and Canada. Myth 3: Only small deals or accounts are appropriate for virtual sales. Reimagining Sales Coverage.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Partners in Excellence

SEPTEMBER 14, 2023

While millions are invested in these tools, too often, sellers aren’t using them as they should, as a result they aren’t getting the productivity improvements, while we continue to spend money on these things. Sadly, we see too many people implementing technology poorly.

CRM 129

CRM Proposal Maximizer Up-Sell 129

No More Cold Calling

OCTOBER 16, 2014

And technology will eliminate the time-consuming, face-to-face aspect of communication. Old but Not Irrelevant People have always been fascinated with—and even enthralled by—technology. But we’ve never been surrounded by so much of it. People have always been fascinated with—and even enthralled by—technology.

Face-to-face 291

Face-to-face Transportation Pivotal Social Media 291

Sales and Marketing Management

FEBRUARY 4, 2019

It’s no wonder cluttered offices are so common—countless tasks and poor organization tools lead to piles of “I’ll get right to that.” In no time, that clutter becomes mental baggage that weighs on us constantly. But as the maze of cubes came down, so did privacy and the ability to focus. Provide the right technology.

Study 216

Study Intent Sales System 216

John Barrows

FEBRUARY 10, 2020

This was an interesting discussion, where Shruti explains how prospecting teams in future will be using just-in-time learning technology to help them do the right thing more often on sales calls. Advancing Technology To Make Us Smarter. And so what is the happy intermediary state? Subscribe on Spotify.

Prospecting 109

Prospecting Scale Hiring Social Media 109

SalesLoft

FEBRUARY 29, 2024

“I don’t think many of us come into sales management because we want to be CRM jockeys, right?” So it’s important for IBM to break down the process for newbies on milestone-based assessments: a day in a life, week in a life, month in a life of a seller, and what the expectations and responsibilities are for each new milestone.

Coaching 52

Coaching Call-back Outbound Inbound 52

BuzzBoard

DECEMBER 22, 2023

AI technologies have transcended their initial novelty, becoming indispensable aides in streamlining processes and augmenting human capabilities. Even as technology has delivered a deluge of data and analysis, we struggle to synthesize insights at the speed modern business demands. Moving too far too fast can easily backfire.

Maximizer 105

Maximizer Tools Lead Rank Pivotal 105

Partners in Excellence

DECEMBER 7, 2023

All provide us more information, “insight,” and capability with which to engage our customers. Top performers are already using these tools with tremendous advantage, and they always have because that’s what top performers have always done. We brag about technology stacks, “Mine is bigger than yours!”

Face-to-face 117

Face-to-face Revelation Tools CRM 117

Understanding the Sales Force

SEPTEMBER 14, 2014

The Fax Machine provided us with a way for one to reach many, without paying for postage. People were using the PC at that time, but not for the things we use them for today. Back then a PC''s primary use was for spreadsheets and word processing. Those four technologies have changed the face of my businesses.

Prospecting 274

Prospecting Face-to-face Direct Mail Travel 274

No More Cold Calling

NOVEMBER 12, 2013

Digital communication only takes us so far. Generation Y loves technology. So it’s completely logical that many of them prefer communicating digitally rather than talking in person. I get the appeal. It’s quick and easy, and it’s what they are used to. Emotion Trumps Emoticons. Comment Here.

Airlines 281

Airlines Small Business Small Business Enterprise 281

No More Cold Calling

JUNE 28, 2018

When we showed my 85-year-old aunt how to use a computer, she told us she still hadn’t figured out how the telephone worked, so don’t bother. What’s changed is technology. They know how to prospect, and they understand that people, not technology, are their competitive edge. What’s trust got to do with it?

Prospecting 197

Prospecting Harvest How To Call-back 197

Partners in Excellence

JULY 13, 2020

We need to focus less on the technology, but more on human to human interaction. How do we work together to get things done? 7% is about what we say, the rest of it is how we say it–both our tone of voice and the myriad of body language, facial expressions, and other cues we get or give when we are speaking.

Video 93

Video Meeting Tools Data 93

Pipeliner

JUNE 23, 2023

Continuing our series on complexity , let’s now examine how we harness the vast complexity involved with today’s technology. To accomplish this, we have utilized cybernetic principles, as illustrated in the technology portion of the Pipeliner Philosophy Wheel. A CRM solution is quite complex.

NetSuite 98

NetSuite Oracle Pipeline CRM 98

Marc Wayshak

JANUARY 5, 2022

You’ve only got 24 hours in a day, and you’ve got to sleep a little…so your time is really the most valuable resource you have. Even so, most salespeople spend their days as if they have unlimited amounts of time. One of my sales mentors always used to say that salespeople should only be doing activities that get us paid.

Face-to-face 103

Face-to-face Gatekeeper Sales Qualified Lead Call-back 103

No More Cold Calling

NOVEMBER 13, 2013

It doesn’t qualify our prospects, and it certainly doesn’t set us up to make quota. Marketing can only take us so far. For more on how relationships drive sales, get your copy of my new book, Pick Up the Damn Phone!: Or get the digital version for your Kindle or Nook. It doesn’t close deals.

Inbound 253

Inbound Lead Rank Lead Scoring Small Business 253

Smooth Sale

JUNE 7, 2023

For the skeptics, consider how far society has come from transportation, initially being horse and buggy, to Model T cars, sports-oriented models, and now electric vehicles. The newness of AI technology will likely lead us to an answer of ‘no’ to the question. gives us the lowdown on #artificialintelligence.

Strategy 78

Strategy Lead Rank Transportation Hiring 78

Zoominfo

JANUARY 15, 2019

The conclusion of 2018 not only allows us to look back and fine-tune our business strategies, but it also affords us the opportunity to reflect on a few things we got right this year. So, allow us to indulge. Let’s get started! 90% of top salespeople use social selling tools. Keep reading!

Social Selling 185

Social Selling Cold Calling Social Media B2B 185

No More Cold Calling

OCTOBER 30, 2014

If you want startling results in 2015, the time to get your ducks in a row is now. Many of us adopt this mantra as we progress in our careers. Guest blogger Megan Totka, chief editor for ChamberofCommerce.com , reminds us why permission is key. But we’ve never been surrounded by so much of it. Read more.)

Referrals 276

Referrals Cold Calling Ideal Customer Profile Networking 276

No More Cold Calling

AUGUST 29, 2019

Get your priorities straight. I need to listen to my own advice instead of getting distracted by my ever-burgeoning inbox, neverending social media conversations, and not-so-quick breaks to check Facebook. It’s so darn easy today to veer from our priorities. I didn’t plan to start my referral business so soon.

Referrals 166

Referrals Closing Lead Gen Social Media 166

No More Cold Calling

NOVEMBER 30, 2017

The last thing I felt like doing on a Saturday was standing in line at the pharmacy, but I decided to get it over with. She went to another computer, came back, and told me that insurance didn’t cover my prescription, so it wasn’t filled. We believe technology is a panacea. Why Do People Make So Many Lead Generation Mistakes?

Referrals 176

Referrals Cold Calling Sales Qualified Lead Lead Rank 176

Pipeliner

JULY 7, 2020

We can certainly say that finding our way totally out of this crisis is taking far longer than expected. The only big winner is technology. If you have a business model being supported by technology, or you have services that deal with such, you’ll make it through the crisis. Technology Trend Increasing.

Trends 88

Trends Call-back Follow-up Examples 88

Zoominfo

MAY 8, 2019

Although many of these tips are valid, the key to improving your B2B sales process is far simpler than you might think– and it comes in the form of company and contact data. Let’s get into it! We now offer a variety of different products and services that extend far beyond basic lists and databases. Bypass gatekeepers.

Data 193

Data Sales Process B2B Company 193

Allego

JANUARY 12, 2022

Whether you call them New Year’s resolutions or goals, many of us are setting action items to help us improve in 2022. So, even when in-person meetings become safer, a hybrid approach will remain. That means you must get serious about virtual selling and help your team develop and sharpen their virtual selling skills.

How To 116

How To Selling Skills Collateral Microsoft 116

Zoominfo

MAY 9, 2022

The most successful sales teams rely on a combination of sophisticated technology and human expertise to ensure they’re selling the right product, to the right prospect, at the right time. Whether your sales team is one person or 100 people, there are limits to how efficient you can get without using modern software solutions.

Scale 130

Scale Sales Automation Hiring ROI 130

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. An uncertain economy and changing professional landscape have only exacerbated the situation.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

No More Cold Calling

MAY 30, 2020

Or so he thought.) Do they know how to get referrals? His so-called referral program couldn’t be measured and didn’t hold sales reps accountable for results. Technology Can Wait … What About You? “ How People, Not Technology, Seal the Deal. Since then, the problem has only gotten worse. Terrific,” I said.

Referrals 156

Referrals Airlines Cold Calling Scale 156

MTD Sales Training

JANUARY 2, 2019

It can give us motivation and drive to go where we might not have thought we could and achieve things we might not have thought possible. How can we give ourselves that massive push to go for something that would inspire us to tap into our potential? What’s so special about a BHAG? One way is by setting ourselves a BHAG!

Sales Goal 222

Sales Goal How To Energy Motivation 222

No More Cold Calling

JULY 19, 2012

Technology may power sales research, but people power the close. Is the so-called Buyer 2.0 You need only read the reviews on Amazon or scan Yelp.). The Internet and technology are great, but you are the ultimate sales technology.). Yes, prospects research us and know about us. more informed?

Buyer 267

Buyer Social Media Media Vendor 267

BuzzBoard

SEPTEMBER 5, 2023

In the realm of business-to-business (B2B) interactions, where customer experience reigns supreme, innovative technologies continue to reshape the way companies interact with their clients. So, What Is an AI-powered Avatar? This is because your chatbot is too much of a bot with little to no human-like interaction qualities.

Customer 59

Customer B2B Face-to-face Pivotal 59