No More Cold Calling

AUGUST 14, 2019

Prospects trust us. Thus, No More Cold Calling was born. I got very lucky as a first-time author, and my book— NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust —was picked up by Warner Books. It’s changed how we prospect, but it hasn’t changed how deals get done.

Referrals 291

Referrals Cold Calling Survey Scale 291

The Pipeline

OCTOBER 12, 2013

October 23 - Time – Prospecting – And Getting the Jump On Both. October 24 – Cold Calling: How to Handle the Objection. Set the time aside now, and learn how the three combine will help you sell better now, and into 2014! Click here for more detail and registration. What’s in Your Pipeline? Tibor Shanto .

Webinar Metrics 273

Webinar Metrics Cold Calling Decision Maker Face-to-face 273

The Sales Hunter

JUNE 22, 2014

Check out the video to see what I mean: Copyright 2014, […]. Blog Closing a Sale Cold-Calling pricing Professional Selling Skills Prospecting Sales Motivation profit sales motivation sales motivation video video sales' They wait till Tuesday or Wednesday before they pick up momentum in their week.

Motivation 226

Motivation Video Cold Calling Selling Skills 226

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

JANUARY 16, 2014

Now is the time to kick your prospecting efforts into overdrive, build a strong pipeline for 2014, and determine if you’re really getting the most traction out of each and every day. Most salespeople only spend about 10 percent of their workdays actively selling, and another 10 percent on prospecting, according to Augusoft.

Referrals 224

Referrals Cold Calling eBook Small Business 224

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

No More Cold Calling

OCTOBER 9, 2014

I actually listened to his message because he outlined how his company and No More Cold Calling were aligned. It’s our job as smart, strategic sales pros to deliver value—real value—and we can only do that if we’ve invested time in researching our prospects. Cold calling or emailing me won’t get you anywhere.

Cold Calling 280

Cold Calling Small Business Small Business Call-back 280

SBI Growth

AUGUST 14, 2013

Not long ago, you could cold call and email your way to appointments. Signs this is happening to you are: Customers and prospects are declining meeting requests. You get RFPs from prospects you haven’t been talking to. They were likely referred to you by someone you trust, not a cold call.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

The Sales Hunter

MARCH 19, 2014

Most likely you’re writing your sales prospecting emails while working on a desktop or laptop computer and that alone is going to hurt you. Copyright 2014, Mark Hunter “The Sales Hunter.” Chances are you’re making one of the following fatal mistakes. Reason is simple. ” Sales Motivation Blog.

Cold Calling 278

Cold Calling Selling Skills Follow-up Prospecting 278

No More Cold Calling

SEPTEMBER 18, 2014

By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. How to Get Prospects to Call You Back.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Sales 2.0

JUNE 29, 2014

If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. Find trigger events that show changes in your prospect’s environment, giving you a reason to approach them and potentially enough instability that they may switch vendors.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

The Sales Hunter

JANUARY 2, 2014

Copyright 2014, Mark Hunter “The Sales Hunter.” Blog Cold-Calling Networking Prospecting Sales Motivation cold calling prospecting sales call sales motivation sales prospecting' Here’s the link: Yes! I want the Monday Sales Motivation Video!

Cold Calling 192

Cold Calling Motivation Call-back Networking 192

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

MARCH 17, 2015

A new ebook from InsideSales.com tells how to turn cold calls into hot leads with referral selling. You really can stop cold calling. If only you weren’t graded on the number of dials you made or restricted from spending too much time on the phone with a prospect. There is no in-between.

Inside Sales 120

Inside Sales Cold Calling Wireless Decision Maker 120

No More Cold Calling

AUGUST 12, 2014

Anthony Iannarino’s brilliant post When Was the Last Time You … poses some eye-opening questions: When was the last time you met with a brand new prospect face-to-face? When was the last time you called one of your dream clients to schedule a face-to-face meeting? Was that call made more than 48 hours ago?

Face-to-face 266

Face-to-face Cold Calling Small Business Small Business 266

SBI Growth

SEPTEMBER 6, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.” Are they mainly a result of out-bound telemarketing & cold-calling? Cold-calling isn’t dead - it’s just not as likely hit at the right time with the right message. Closely examine your web site.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

Hubspot Sales

FEBRUARY 9, 2021

Cold Calling. First and foremost, he suggests that reps stop cold calling. He says, "Don't cold call anymore — cold calling returns about 1.25% yield if you take a list and indiscriminately call 100 people at random and say the same stupid script. Qualifying on the Connect Call.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

No More Cold Calling

DECEMBER 19, 2013

Now is the perfect time to follow up with your clients, prospects, and Referral Sources. Successful salespeople regularly follow up with every important contact —including leads, prospects, clients (current and former), and Referral Sources. Find out if they have any questions for you as they plan for 2014.

Follow-up 237

Follow-up Face-to-face Referrals Social Media 237

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. 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. Angry customers and prospects identify themselves as in the market.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Partners in Excellence

OCTOBER 4, 2014

I’ve clipped an image of his prospecting email, having blocked a lot of things for obvious reasons. As I later discovered, this person is an expert in prospecting and cold calling so I expected to learn a huge amount from his prospecting approach. The total number of words in his profile is roughly 180-200.

Prospecting 93

Prospecting eBook Cold Calling Promotion 93

No More Cold Calling

AUGUST 11, 2016

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. Internet-enabled CRM allowed salespeople to sell more efficiently and effectively anywhere in the world … social networks gave sellers unprecedented insights about their customers and prospects …. of the U.S.

Face-to-face 120

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

Sales 2.0

OCTOBER 22, 2014

A couple of weeks ago I went to the 2014 version of Inbound with about 10,000 other people and was thrilled to not only attend David’s talk but get him to do an interview about his new book and his thoughts on social selling. For example, a company that still insists on cold calling and judges reps by the number of calls made per day etc.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

The Sales Hunter

MARCH 7, 2014

Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling. Hesitation to call customers and especially to call prospects. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Social Selling Emphasis : Social Selling is a modern prospecting methodology that fills the funnel with opportunities. And in turn increasing sales sooner than then outdated prospecting: cold calling and email.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. First, it depends. What is your sales process? Care to share?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

DiscoverOrg Sales

DECEMBER 27, 2017

VIDEO] How to Get 30% Response Rates with Prospecting Emails. If you spend a lot of time thinking about how to give that prospecting email a fresh spin, we’re right there with you. We’ve got the prospecting email down to a science. Turns out, prospects really like to feel special. We’re glad this one topped the list!

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

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. It’s what great salespeople do all the time—whether we’re online, on the phone, or meeting with clients and prospects in person. In doing so, we become trusted resources.

Networking 120

Networking Social Media Referrals Cold Calling 120

The Pipeline

DECEMBER 22, 2014

Sure some are sticking with their predictions, because if you say it enough it may come true one century, and there will always be those lost souls who are so deathly afraid to pick up the phone to prospect who wish with all their hearts that this is the year that clod calling does die. So what does 2015 hold for sales?

Data 275

Data Cold Calling Revenue Social Selling 275

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. As you’re planning for 2014 , don’t just give your sales team an annual quota and expect them to make it rain. What referral-selling goals have you set for your team in 2014? Set manageable goals instead. The media is flooded with articles about resolutions right now.

Referrals 240

Referrals Small Business Small Business Enterprise 240

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). These are business contacts with an “in” to someone you’ve deemed a qualified prospect. Additionally, you’ll have more insight into your prospect.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. Plus, check out the latest from No More Cold Calling: We’re Smarter Than Our Buyers. You can’t depend on your marketing department to generate real leads.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

SBI Growth

MAY 11, 2013

Prospecting for leads is being replaced by Social Selling. Connect your customer to one of their dream prospects. What cold calling was in 1997 referrals will be in 2014. Sales VPs need to make the number this quarter. Sales Managers want more new business. Sales Reps need more leads. But it always gets repaid.

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. For obvious reasons.

Sales Goal 98

Sales Goal Call-back Pivotal Cold Calling 98

SalesforLife

MAY 13, 2019

One of the big challenges that has hit the sales community since 2014 has been the “New Privacy Era,” we are entering into with Canada, Europe leading the way, and likely soon the US will be implementing various privacy policies that affect sales reps, and how they communicate with buyers. 2006-2014: The Portable Sales Era.

Policies 73

Policies ACT Hiring Face-to-face 73

Crunchbase

DECEMBER 11, 2020

Data needs to be readily available to use for prospecting , sales calls and to see how sales reps are measuring against their goals. With data, the days of spending eight hours cold calling are over. Find prospects that match your ICP with Crunchbase Pro – try it free. Identify the right customers.

Industry 98

Industry Data Ideal Customer Profile Face-to-face 98

No More Cold Calling

MAY 21, 2015

percent of sales reps made quota in 2014, according to the CSO Insights Sales Performance Optimization study. Get these in writing Before reps meet with referred prospects, provide coaching tips and discuss the following: What did you learn about the prospect from your Referral Source? Put down that ice-cold phone.

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

Understanding the Sales Force

JULY 8, 2014

Here are my top 5 examples of salespeople who are busy, but not very successful: They spend long hours researching companies and prospects, reach out on LinkedIn, send InMails, emails and make calls, but have few takers for meetings. Image Credit Lightspring via Shutterstock.com (c) Copyright 2014 Dave Kurlan'

Top of Funnel 251

Top of Funnel Proposal Coaching Networking 251