No More Cold Calling

AUGUST 14, 2019

I didn’t plan to start my referral business so soon. Just like that, my manager gave me the news. I left the office, went home, and took my dog for a hike. I’d been thinking about starting my own company, and many people had encouraged me. My employer gave me two weeks to get my accounts in order.

Referrals 291

Referrals Cold Calling Survey Scale 291

Smooth Sale

MARCH 29, 2024

Many employers are vested in training skilled, loyal employees so you can build and breathe life into your career without needing to shop for new jobs. Otherwise, a stagnant career can lead to burnout and boredom. Worse, the more highly stressful issue is rising living costs.

Education 93

Education Hiring Coaching Networking 93

Sales and Marketing Management

AUGUST 20, 2018

The sales team was jumping on these opportunities, firing back an answer to the prospect’s question – often within minutes – and then following up with a phone call. Author: Paul Cherry I was working with a manufacturer of medical instruments that use lasers to measure blood flow. That’s why they had brought us in. Slooooow down.

Buyer 294

Buyer Call-back Follow-up Sales Qualified Lead 294

DiscoverOrg Sales

JUNE 6, 2017

SDR), the phone is a lot like the late ‘90s Pontiac Grand-Am I drove back in high school. Sure, it got me from point A to point B, but it wasn’t flashy enough to catch the attention of my peers. Leveraging DiscoverOrg’s direct-dial phone numbers for cold calling is kind of like putting premium gas in the tank.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

No More Cold Calling

DECEMBER 29, 2019

I cut my hair and added teal highlights. Because I’ve never colored my hair in my entire life. (I After years with the same clunky, ancient, unappealing website, I also gave my brand a modern look. All my online content and programs are now streamlined and simplified to be more accessible for you. I love it!)

Referrals 207

Referrals Cold Calling Social Media Travel 207

Smooth Sale

SEPTEMBER 12, 2023

My differentiator in corporate sales is to use a polite and inquisitive tone to bring negotiations to a successful conclusion. My Story Our communication style, including body language , significantly impacts the outcomes. Upon receiving a call, the person on the other end ranted and trashed my seeming tactics.

Negotiation 106

Negotiation Insurance Insurance Hiring 106

No More Cold Calling

FEBRUARY 14, 2019

So, it’s logical that younger generations prefer digital communication rather than picking up the phone and having a conversation. So, it’s logical that younger generations prefer digital communication rather than picking up the phone and having a conversation. Here’s how to generate leads and get call-backs. Well, sure.

Lead Gen 307

Lead Gen Call-back Lead Rank Lead Scoring 307

Smooth Sale

DECEMBER 14, 2022

Ross’ Journey “ “Ross, you are so resilient and persistent”… for quite a while now, this is what I have had my friends say to me. My purpose is to help develop managers into becoming good leaders. When I began my coaching journey, the coach was a term more attributed to a football team than to business.

Pivotal 78

Pivotal Hiring Coaching Follow-up 78

MTD Sales Training

JULY 13, 2012

One of the most frustrating things in the world is to call a company for information and hear something like: “Thank you for calling Absb*&#! One of the most frustrating things in the world is to call a company for information and hear something like: “Thank you for calling Absb*&#!alh, Sales Person: “Thanks for calling Ethan.

Majestic 284

Majestic Cold Calling Up-Sell Closing 284

Smooth Sale

JULY 10, 2023

We must answer the question, Are you ready to make lemonade? My Story Although we enjoyed a holiday getaway with family and friends, the mishaps began then. It was hot, so my roommate and I decided to open the window to sleep better. Over the years, my followers grew, and I learned from many. and prepare accordingly.

Social Media 78

Social Media Travel Hiring Lead Rank 78

No More Cold Calling

JULY 20, 2018

Tim told me his team was “doing referrals.” Here are five common referral misconceptions that drive me up a tree (this is how NOT to get referrals): Getting a name is OK. You won’t find answers to any of these questions on social media. Don’t assume your team knows how to ask for referrals. Dead silence. A big problem.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

No More Cold Calling

JUNE 23, 2019

What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. Today, sales leaders tell me I can skip the stats. This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask.

Referrals 297

Referrals Scale How To Lead Rank 297

Smooth Sale

SEPTEMBER 14, 2023

My Story Yesterday was ‘one of those days’ when nothing appeared to work correctly. Fortunately, professional assistance enabled me to continue with the project at hand. She admitted it took years to realize that patiently waiting out a solution will more likely yield the answers we seek. Often, our patience precedes ambition.

Hiring 106

Hiring Networking Guarantee Influencer 106

Sales and Marketing Management

OCTOBER 3, 2018

The sales team was jumping on these opportunities, firing back an answer to the prospect’s question –often within minutes -- and then following up with a phone call. Author: Paul Cherry I was working with a manufacturer of medical instruments that use lasers to measure blood flow. That’s why they’d brought us in. Slooooow down.

Buyer 191

Buyer Call-back Follow-up Sales Qualified Lead 191

Keith Rosen

JUNE 19, 2020

While I was working on my phone, a waitress came over and introduced herself. “Hi, But for some reason, the way she asked me was different. “Let’s I acknowledged the observation, yet felt compelled to get back to my e-mails and texts as quickly as possible, before the coffee and food arrived. she inquired.

Call-back 130

Call-back Coaching Hiring Hotels 130

No More Cold Calling

JUNE 19, 2014

One assistant told me many cold callers lie and tell her the CEO asked them to reach out. One assistant told me many cold callers lie and tell her the CEO asked them to reach out. Why Your Video Doesn’t Work for Me. Are you tired of talking to people without any decision-making power? Of course you would. Think again.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

Partners in Excellence

MAY 25, 2022

But what astounds me is how poorly we manage those leads we get. In my news feed, I saw an article about an interesting research study on sales performance/productivity. I filled out their form, my name, email, title, company… I download the white paper. My interest is, clearly, about the research.

Follow-up 68

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 68

Hubspot Sales

APRIL 2, 2018

Things to Say On the Phone. “I Thanks for the introduction, [coworker]. Let me know if you have any questions.”. I wanted to confirm you got my last email.”. Let me make sure I understand your concern … ”. Let me see if there’s something I can do.”. Tell me about your goals.”. It’s been a while.

Prospecting 130

Prospecting Call-back Proposal Follow-up 130

Smooth Sale

JULY 11, 2023

Today, I wanted to share my experience of shifting from a “cushy” government job that I could have stayed in for 30+ years to the field of SaaS sales and how I managed to do it successfully. For ten years, including as a teenager, I worked varying part-time jobs in my hometown’s Recreation & Culture department.

Hiring 78

Hiring Ideal Customer Profile LinkedIn Influencer 78

No More Cold Calling

OCTOBER 5, 2017

That sent me over the top. It also made me curious: Why is it that posts about lead generation for account based sales never mention referrals , but tout emails, phone calls, videos, custom content, direct mail, social media, ads, webinars, events, testimonials, case studies, etc.? Here’s why. Well, you get the picture.

Referrals 279

Referrals Top of Funnel Account Scale 279

Smooth Sale

APRIL 24, 2023

My recent encounters and messaging received raised the question, ‘Are your offers receiving the results you desire?’ My recent encounters and messaging received raised the question, ‘Are your offers receiving the results you desire?’ I wanted to help him present a strong case, but only if I agreed with his answers.

Hiring 78

Hiring Lead Rank Lead Scoring Networking 78

Score More Sales

FEBRUARY 10, 2014

I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. For me, I am always hearing about how the telephone is dead and how people don’t want to use it anymore. image courtesy of Docusign.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

No More Cold Calling

JUNE 23, 2019

What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. Today, sales leaders tell me I can skip the stats. This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask.

Referrals 228

Referrals Scale How To Lead Rank 228

Partners in Excellence

MAY 26, 2023

My thinking is, rather than developing a conventional training program, I want to create a challenge for the participants. ChatGPT has been very enthusiastic about helping train sellers. But in it’s enthusiasm to start training sellers, it’s started pitching me on how good it can be.

Case Study 99

Case Study Face-to-face Tools Study 99

SBI Growth

MAY 4, 2013

Every year, Sales Reps are forced into mandatory training. The question Reps want answered: how does this training help me make more money? My advice to Sales Reps: stop complaining and do something about it. If the training is bad, suggest a better alternative worth your time. Stay Relevant. Buyer-Centered.

Training 303

Training Buyer Persona Decision Maker Influencer 303

No More Cold Calling

MAY 25, 2017

You are so busy answering the door that you don’t greet people. As somebody at a marketing agency recently said to me : “We keep firing out those emails. You’re hosting a dinner party at your home. On the night of the party, your first guest arrives with two friends. The doorbell rings again and again, and a flurry of guests arrive.

Account 288

Account Social Media Social Selling Twitter 288

Smooth Sale

SEPTEMBER 16, 2022

My Story: For generations, the mandate to work how I dictate was in vogue. My style of interruption in the corporate arena was to ask questions that created a need to consider alternatives and disrupt the norm. The sales manager was tasked with joining me on an appointment with a prospective client. Confirm no exceptions exist.

Lead Rank 78

Lead Rank Lead Scoring Leads Marketing Qualified Lead 78

Smooth Sale

JUNE 3, 2022

Today’s story theme is to answer the question, ‘How do you want others to remember you? ’ My Story. I learned to ask many questions in my youth because I never quite understood what most people were thinking. On occasion, my questions set some back on their heels, particularly adults.

Hiring 78

Hiring ACT Networking Lead Rank 78

Smooth Sale

JUNE 22, 2022

My Story: Software is a Hard Issue for Non-Techies. Like everyone else, and admittedly, frustration will set in for me. While the need was understandable, it baffled me why a replacement was not available to help. The person answering the phone said approximately, ‘That’s tough luck’ and was unwilling to investigate the matter.

Retention 78

Retention Hiring Networking Software 78

No More Cold Calling

JUNE 29, 2017

My cell phone rang. I didn’t recognize the number, but I decided to answer anyway. As soon as the caller told me he was with the San Francisco symphony, I rolled my eyes, thinking, “Oh no, they’re going to ask me for money.”. How did Ronnie get me from “no way” to “of course”? How could I refuse?

Referrals 149

Referrals Cold Calling Account Travel 149

Vengreso

JULY 12, 2023

And now, thanks to social selling , it’s hopefully a big part of your professional life as well. There are many answers, including leveraging a page out of Ben Green’s playbook and utilizing his social media tips. Chances are if you are in sales, social media is already a prominent part of your personal life.

Social Media 52

Social Media Media Social Selling Face-to-face 52

Smooth Sale

SEPTEMBER 1, 2022

Back then, I was upset by the monologues the men gave me about their superiority. Yet they never wanted to know a thing about me. Even after considerable experience with selling was mine, one hiring manager blew me off. It proved to be the best of my career. Interviewing for jobs was similar.

Hiring 78

Hiring Sales Qualified Lead Lead Rank Lead Scoring 78

Smooth Sale

MARCH 21, 2022

Often, the realization arrives too late that the answer is ‘no.’ Recent offers of a marketing variety came my way. The money is never my top priority. Instead, my sales qualifications include: Liking the person with whom I would be potentially working for the implementation.

Sales Qualified Lead 78

Sales Qualified Lead Opportunity Hiring Proposal 78

Vengreso

MARCH 18, 2021

Whether you are a sales leader looking for a new role or an aspiring sales rep looking for your first sales job, you will want to listen closely to what my guest has to say. My guest in this episode of the Modern Selling Podcast is Richard Harris , a seasoned SaaS leader and consultant. So LinkedIn is my most optimized page.”.

Hiring 110

Hiring Salary Ideal Customer Profile LinkedIn 110

Partners in Excellence

JANUARY 26, 2021

In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. We’ve mechanized the process, focusing on our efficiency and less the customer buying experience. We inflict mass, meaningless outreaches across increasing numbers of channels and increasing volumes of suspects.

Face-to-face 119

Face-to-face B2B Buyer Vendor 119

Smooth Sale

MARCH 29, 2022

The choice is always ours to delete or block a sender, but that’s last on my agenda. Ongoing issues include: No familiarity with my work, yet they want to train me on how to improve. But instead of showing my anger, I ask why the person holds a particular belief. No surprise that the answer was ‘none.’

Opportunity 78

Opportunity Lead Rank Lead Scoring Leads 78

Partners in Excellence

JULY 12, 2022

” More seems to be the universal answer to all sales problems. Rather than upping the ante, continuing with the “volume” answer, it might be interesting to understand what is driving customers away, why they aren’t responding, even though they may be looking to buy.

Customer 68

Customer Face-to-face Survey Analytics 68