No More Cold Calling

NOVEMBER 21, 2013

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? If so, you can forget about exceeding quota in 2014. You can probably guess what the vice president of sales told his team: Just ignore all leads from marketing, because they suck.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

No More Cold Calling

DECEMBER 30, 2014

Here’s what you might have missed from No More Cold Calling this month. Goodbye, 2014. Which broken sales strategies should we leave in the past (ah-hem, cold calling )? And certainly not when you cold call. Hello, New Year! And which tactics will help us keep our pipelines full in 2015 and beyond?

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

No More Cold Calling

DECEMBER 23, 2014

Phillip Twyford, director of sales and marketing for Tico Mail Works, had the exact same realization, which he outlines in this week’s guest post. I first started in marketing in 1987. Nothing replaces the power of an in-person connection. Here’s his take: “It struck me today at lunch just how quiet the kitchen was.

Face-to-face 276

Face-to-face Social Media Facebook Film 276

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Get them proficient with more marketing technologies? Storytelling has stood the test of time as a critical skill in sales and marketing?—?and But where to begin?

Marketing 226

Marketing Telemarketing Scale Education 226

Understanding the Sales Force

JULY 7, 2014

Understanding the Sales Force by Dave Kurlan N ot too long ago, before the advent of Social Selling, if a salesperson needed to add new opportunities to the pipeline there were basically two options: Make Cold Calls; or. Call Existing Customers for Referrals and Introductions. I know who I would rather call.

Leads 282

Leads Marketing Qualified Lead Cold Calling Referrals 282

The Pipeline

NOVEMBER 13, 2014

Said the Cold Call To The Socialite. Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling. Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

SBI Growth

AUGUST 24, 2013

Your Reach on LinkedIn will be one of your best sales assets in 2014. Furthermore, compare it to the 1-3% cold calling success rate. LinkedIn Profiles, Reach & Referrals is how you make your number in 2014. What else can you do to make the number in 2014? Bottom line for 2014: the buyer has evolved.

LinkedIn 310

LinkedIn Buyer Persona Referrals Networking 310

The Pipeline

JUNE 30, 2014

July 1, 2014 is the day the new Canadian Anti-Spam Legislation goes into effect. But the reality is that those Nigerian princes will still be hitting your inbox, of course given that it is 2014 most now end up directly in the junk box. But for the most part I can’t complain here, because the other big winner here is: COLD CALLING !

Cold Calling 120

Cold Calling Government Direct Mail Advertising 120

No More Cold Calling

SEPTEMBER 18, 2014

The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. reaching out to individuals with offers and follow-ups) is different than social marketing (i.e., No one leaves a message when they’re just cold calling a list.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

SBI Growth

AUGUST 14, 2013

Not long ago, you could cold call and email your way to appointments. They were likely referred to you by someone you trust, not a cold call. 1-3% - cold calling appointment rate (source: American Association for Inside Sales Professionals). An unknown call to your mobile phone?

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

Sales 2.0

OCTOBER 22, 2014

I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. David pretty much defined content marketing about the same time Hubspot were thinking that way and now Hubspot is a newly-minted public company. I read that book in 2008 and it rocked my world. Sound familiar?

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

Sales 2.0

JUNE 29, 2014

Get a referral into your prospect so you can avoid those “old school cold calls that suck” (you know the ones that take 200 calls to get one qualified meeting). I first created this framework from stressing out about the lousy results my inside sales team was getting cold calling. I literally wrote on a napkin.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

DiscoverOrg Sales

JUNE 15, 2018

I think about this idea of “training” a lot when I talk to VPs of Sales and VPs of Marketing who tell me that they are just going to rely on their Rolodexes and their CEOs network because “cold calling is dead,” and people don’t answer their phones anymore. Our CEO is allergic to outbound cold calling.”.

Outbound 120

Outbound Cold Calling Webinar Metrics Revelation 120

SBI Growth

JULY 23, 2013

Marketing worries about the brand’s consistency. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Understanding the drivers of Sales Force Effectiveness in 2014. It is a risk mitigator, branding engine and market research mechanism.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

The Sales Hunter

MARCH 7, 2014

Are you quick to tell Marketing you lose too many sales because the sales materials aren’t any good? Do you feel the market is just not right and that must be the reason customers aren’t buying from you? Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

No More Cold Calling

AUGUST 11, 2016

Marketing automation, CRM, social media , and other technology tools enable sales reps to sell more efficiently and cost effectively. In May of 2014 (the most recent data available), the BLS asserted that there were 14,248,470 such workers employed in the U.S. Connect with No More Cold Calling. You’ve heard it.

Face-to-face 120

Face-to-face Social Media Cold Calling Call-back 120

Sales and Marketing Management

JULY 19, 2018

His targets are a motley group of real estate salesmen who cold-call their way through leads taken from handwritten response cards (hey, it was 1992!). He joined Conversica in 2014, where he has helped sell and lead triple digit growth for three consecutive years in a row since 2015. The qualified leads.

Sales Qualified Lead 185

Sales Qualified Lead Lead Rank Lead Scoring Leads 185

DiscoverOrg Sales

DECEMBER 27, 2017

An acquisition, sales and marketing tips, and thought leadership that often bucks the trend. If you rely on email for sales and marketing, it might be reassuring to know that cold email isn’t usually considered SPAM … except when it is. Learn The Truth About Cold Email from our resident expert.).

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

Understanding the Sales Force

JANUARY 28, 2014

Marketing and Sales Feedback Loop Can Help You Grow. Closed You may be wondering how this is any different from the days of making 40 cold calls/day. The reality today is that this model might not require any cold calls to generate those 31 Conversations each week. Do Technical Salespeople Need Sales Training?

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Understanding the Sales Force

APRIL 14, 2014

Over the years I have questioned the impending death of other important areas like cold-calling, selling, sales process, salespeople and more. Some of them are marketers who, in order to push their applications, must convince you that marketing can handle both finding and closing sales - all via the internet.

Top of Funnel 250

Top of Funnel Inside Sales Conference Webinar Metrics 250

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. Our inboxes are crowded with email marketing messages chock-full of New Year’s resolution products and programs. As you’re planning for 2014 , don’t just give your sales team an annual quota and expect them to make it rain. Set manageable goals instead. Forget Shaking the Trees.

Referrals 240

Referrals Small Business Small Business Enterprise 240

No More Cold Calling

MARCH 5, 2015

” That’s what a shocked colleague asked when I told him I was including my entire referral process in my first book, No More Cold Calling. Today, we don’t call this giving stuff away. We call it “social engagement,” and it’s critical to increasing B2B sales effectiveness. In doing so, we become trusted resources.

Networking 120

Networking Social Media Referrals Cold Calling 120

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012). You can get this download by signing up for SBI’s Sales & Marketing research review here. This is the way the market is pointing. Hands down.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

No More Cold Calling

JANUARY 6, 2015

Thanks to readers like you, 2014 was a great year. Perfect timing as we pivot to both accelerating my expert authority in the business and speaking more concisely to our target market. I want to let you know how much everyone enjoyed your presentation to our sales and marketing teams yesterday. Your book is fantastic.

Referrals 120

Referrals Cold Calling Twitter Small Business 120

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. Because of the broad scope of prospecting, it requires varying sales and marketing techniques. Traditional tactics include cold calling or cold emailing , or even buying prospect lists from third-party providers.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

SalesforLife

MAY 13, 2019

In the early 2000s I worked at Dun & Bradstreet, selling sales and marketing databases. 2000-2005: Transformation Era: 2000 - Marketing automation was in its infancy ( Eloqua - now Oracle – was only founded in 1999), so generating leads by email wasn't as strong as it was today. 2006-2014: The Portable Sales Era.

Policies 73

Policies ACT Hiring Face-to-face 73

SBI Growth

MAY 11, 2013

We recently attended a Sales and Marketing Event with two of our customers. What cold calling was in 1997 referrals will be in 2014. Debt is created by taking an interest and helping them find their next job. Events are the best way to get introduced to decision makers. There were two very different answers.

Hiring 300

Hiring Referrals Decision Maker Ideal Customer Profile 300

Salesmate

SEPTEMBER 1, 2021

This myth is by those people who believe that they need to make 100 calls in order to get 5 leads and make 1 sale. I used to cold call businesses trying to sell them SEO services back in 2013-2014. I failed tremendously despite the fact I was making 30 calls a day. That’s lousy thinking. David Fernandez.

Sales Goal 98

Sales Goal Call-back Pivotal Cold Calling 98

No More Cold Calling

JANUARY 29, 2014

Jan 29 2014 2:00 pm. As salespeople, it’s our job to make the connections that matter – connections cemented with phone calls, not status updates.

Webinar Metrics 159

Webinar Metrics Social Selling Referrals Twitter 159

Igniting Sales Transformation

MARCH 20, 2019

SalesLoft , a hometown tech success here in the ATL, launched Rainmaker in 2014. Don’t rely solely on your marketing team to understand the characteristics of your ideal buyer. More importantly, you should be spending the bulk of your networking/prospecting/sales call time with ONLY those people!

Conference 101

Conference InsideView Cold Calling Scale 101

No More Cold Calling

JANUARY 8, 2015

Android and iPhone users age 18 and over spend 30 hours and 15 minutes using apps each month—a full half-day more than in 2011—according to a 2014 Nielsen study. Technology provides valuable tools for advertising, marketing, and sales research. Use your phone to make an actual phone call and have a real conversation.

Fashion 120

Fashion Twitter Small Business Small Business 120

Customer Centric Selling

OCTOBER 20, 2014

If you were thinking you were going to rely on 2014 carryover, then it''s the end of January and nothing has closed, you are late to the party. This is the final quarter of 2014. Discounting - what has it cost you in 2014? Vertical Markets - are you having greater success in one vertical versus another? Step 5: Tactics.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

No More Cold Calling

MAY 21, 2015

The Lone Ranger Rides No More In the past, when salespeople called on accounts, they walked in a client’s front door, and all decisions were made under one roof. Today a system is built in one part of the world, implemented in another, and marketed in another. This requires a shift in metrics, and in the seller’s mindset.

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

Partners in Excellence

OCTOBER 4, 2014

I receive lots of requests from sales and marketing experts to promote things they are doing, whether it’s a webinar, eBook, Book. There are usually interesting ideas, different approaches to selling or marketing, things that all of us can learn from. (I Most of the time I’m delighted to do so.

Prospecting 93

Prospecting eBook Cold Calling Promotion 93

DiscoverOrg Sales

MAY 7, 2015

Or at least that’s what a recent report by Forrester Research, an independent and leading research company in the marketing and technology space, has predicted. Consider Marketing Technology vendors and their target audience: marketers. By 2020, the B2B SALESMAN WILL BE DEAD. Source: [link] ).

Lead Rank 120

Lead Rank B2B Education Research 120

Your Sales Management Guru

AUGUST 5, 2014

This blog is dedicated to salespeople that never want to “dial for dollars” or who never want to make a cold call again! Smarter Salespeople: Power Network Map. Now that I have your attention…. What is the Acumen Power Network Map? What are the secret steps to the Acumen Power Network Map? Acumen Management Group Ltd.

Networking 84

Networking Jigsaw Cold Calling Ideal Customer Profile 84

LeadFuze

NOVEMBER 30, 2021

In 2014, marketing automation was the most popular new trend for sales teams across all industries. With all of this, it seems as though the job market is in trouble. In fact, when you are communicating with someone from a keyboard or email marketing department, it can seem more impersonal. It isn†t all bad. Be a Human.

Top of Funnel 52

Top of Funnel Hiring Scale How To 52