No More Cold Calling

The Phrase of the Year Is Seller Access

No More Cold Calling

Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? A sudden decline in seller access. When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople.

It’s Exciting to Manage a Multi-Generational Workforce

No More Cold Calling

Why entitlement may actually be a good thing. Remember when your parents told you to turn down that loud, obnoxious music? Actually, they yelled, because otherwise you wouldn’t have heard them. They griped about “kids today” and wondered what this next generation was coming to.

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Don’t Miss This Event: The Gatekeeper Died

No More Cold Calling

Register for Back in The Black Sales TV—first episode on January 19. The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Actually, it’s more like Talk Radio, but on video. Why am I doing a monthly Sales TV Show?

Are You Telling the Truth About Asking for Referrals? [Q3 Referral Selling Roundup]

No More Cold Calling

Get the latest from No More Cold Calling. I used to think it was just sales newbies who struggled with referral reluctance. They simply hadn’t built their networks or their confidence. When seasoned salespeople started admitting they also felt uncomfortable asking for referrals, I was shocked.

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

Why Are You Neglecting Your Customer Relationships?

No More Cold Calling

Your referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” ” That’s what a client recently asked me, and I was baffled by his revelation.

I’m Most Thankful for Our Human Connection

No More Cold Calling

This isolating year has been a harsh reminder that human connection still matters. It’s Thanksgiving Day here in the U.S., and I’m taking a break. 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.

Your B2B Lead Generation Sucks … 5 Reasons Why

No More Cold Calling

How to stop ignoring your best source of new revenue. Remember the Johnny Lee song, “Lookin’ For Love”? The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. Are you looking for your B2B sales leads in all the wrong places?

Introducing the Back in the Black Sales TV Show

No More Cold Calling

Join me for my first monthly broadcast. It’s a new year and time for a fresh approach to sales. That’s why I’m introducing Back in the Black , my new monthly sales TV show on the Sales Experts Channel! It’s a way to learn about short, fun, and insightful topics.

Sales Pipeline Dried Up? The #1 Way to Land Top Prospects Now

No More Cold Calling

Don’t panic—here’s how to get your phones actually ringing again. It’s a very scary time, with lots of uncertainty as we stay shuttered in place. We see deals in our sales pipeline postponed or disappearing. So, what do you do? You take action. Sales leaders: Lead generation must be your primary focus. Companies that take action, win. There’s no time to waste.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

How to Become Unstoppable in Sales

No More Cold Calling

What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? They fit together like hands and gloves. Get the referral, get the meeting.

Technology Can Wait … What About You?

No More Cold Calling

Please take care of yourself. “ The pendulum has swung too far in the direction of superficial online communications at a time people are hungry for true personal connection.” That’s my favorite quote from David Meerman Scott’s insightful article, “ The 2020s: From the Lonely Chaos of Digital to an Era of Humanity.”. You’ve heard the same message from me throughout this century: Salespeople have become overly reliant on technology to do their jobs.

Bust the Myth You Can’t Read Prospects’ Minds

No More Cold Calling

Do you know where your clients are? It’s not always about revenue growth. Wow, did I really say that? It surprises me, too, but different times call for different approaches. I was struggling with a new way to position referral selling during a recession. I knew companies needed to trim costs across the board. Laying employees off was just a first step. But I wasn’t sure what this meant for their businesses … or for mine.

Why Asking for Help Isn’t a Sign of Weakness

No More Cold Calling

You’re not a wimp—and there’s no reason to apologize. Everything’s changed in our world, and that includes the business world. In sales, asking for help used to mean you were a wuss. Definition, informal : a weak, cowardly, or ineffectual person; a wimp.) It felt like asking for a favor or pleading with prospects for business. Yep, wimpy. Good news: The mood around asking for help has done a complete 180.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Hey Sales Manager, Get Your Head Out of That Spreadsheet

No More Cold Calling

Poor leadership will cost you $3.5 million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. But I don’t think any sales manager listened, because more than half of reps are still missing quota. Why are we settling for this huge discrepancy?

Why Customer Experience Should Be Top of Mind for Sales Leaders

No More Cold Calling

Are you creating an experience that drives revenue and referrals? How much did you say that cost?” I asked the barista. I knew I heard him correctly, but I still couldn’t believe it was $5.50 for a cup of coffee—not a mocha, not a latte, not a cappuccino, just coffee. He told me that with a straight face—no smile, no welcome. In fact, he was rather rude. I just wanted a damn cup of black coffee. I walked.

Small Business Owners: The Future Is Your Responsibility

No More Cold Calling

Get out of the weeds. How many balls can you keep in the air at one time? Some business leaders are better jugglers than others, but everyone has their breaking point—or, rather, their dropping point. Juggling priorities is a challenge for every business owner. You’re overwhelmed with business development and all the things you need to do to attract and retain customers.

Leaders Without Moral Courage Let Their Employees Down

No More Cold Calling

Has management ever told you to take a break? Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy … really happy. All of that’s tough to achieve today, especially if our managers are constantly pushing us to do more, to work later, and to be available around the clock.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

How to Get Referrals and Finally Conquer Your Fear

No More Cold Calling

Asking for referrals feels riskier than cold calling. “I’m I’m not sure of the reason, but I have never been comfortable asking for referrals.” That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s track record, should feel confident about asking. I wasn’t surprised. It’s what I always hear. It doesn’t matter how long you’ve been in sales.

Why You Might Need to Quit Your Job

No More Cold Calling

You don’t have to work 60-hour weeks to be successful. My niece quit her job because she couldn’t handle the 60-hour workweeks while raising a family. She was stressed, had a short fuse, and didn’t smile much. I was getting increasingly worried about her health and was relieved when she quit. Sure, it was scary for her family for a while. One income was suddenly gone. But there’s always a silver lining to unemployment. For me, getting fired helped launch my referral business.

A Winning Sales Strategy Starts with Your Customer, Not with Digital

No More Cold Calling

Put people before technology in your prospecting. Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. It’s your company’s strategy for attracting customers. Not much has changed over the years. An executive reads the latest book and declares the precepts in the book are the company’s new strategy.

Surprise! All Intuition Isn’t the Same

No More Cold Calling

Did you know we have three different types of intuition? Darn, I wish I’d trusted my gut.” I won’t even try to count the times I’ve said that. Eventually, most of us learn that trusting our gut makes sense—which is a non sequitur, because making sense is not intuitive. Making sense is systematic and sequential, and intuition is the opposite. It’s a feeling.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

Why Technology Is Ruining Our Mental Health

No More Cold Calling

Do you really need to sleep with your phone? Call or text me anytime. You won’t disturb me. My phone and smartwatch are turned off when I’m sleeping. They’re nowhere near me. They’re in the kitchen charging. There’s nothing so urgent in my business that my sleep needs to be disturbed. We still have a landline, just in case our kids or grandkids need to reach us. I hope there’s never an emergency necessitating a middle-of-the-night call.

The Number of LinkedIn Contacts You Have Doesn’t Matter

No More Cold Calling

Connections and relationships are what count. Should I accept every LinkedIn invitation? I’m frequently asked that question. It’s a personal choice. Some people do. Some people only connect with people they know in real life. Others screen every invitation; they write to people first and ask why they want to connect. I’m in-between. I view every invitation. If people pitch in their invitations, I ignore them. Otherwise, if they’re in a sales-related field, I’ll often accept.

Why Would I Refer You if You Don’t Follow Up? [February Referral Selling Insights]

No More Cold Calling

Don’t ghost people. You’ll end up paying for it. A woman I know from my business group met me for coffee. She wanted to discuss having me speak to her team about referrals. We brainstormed the topic and discussed her investment. She made it clear that she wasn’t the final decision-maker and said she would follow up. I agreed to send her a topic outline and pricing. I broke my cardinal rule. I always have a follow-up call scheduled before I send anything, but I didn’t this time.

What You Can Do About the Glass Ceiling

No More Cold Calling

Here’s why women are good for the bottom line. When I published “ The Glass Ceiling Hasn’t Shattered Just Yet ” in February 2015, the post sparked more than 80 comments. Many said the same bias exists for immigrants, even those who are extremely qualified and speak English fluently. Several men responded that they wanted to see a different world for their daughters. That prompted me to write “ Men with Daughters Get It ” in honor of International Women’s Day 2015.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

Should You Throw Your Strategic Plan in the Trash?

No More Cold Calling

Successful sales execution requires more than sales technology. Joanne, the challenge is always in the execution.” That’s what a client told me more than 20 years ago, and I’ve never forgotten it. Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution. In most companies, as much as 50 percent of tech purchases are never implemented.

If Done Right, Your Referral System Won’t Actually Cost a Thing

No More Cold Calling

Referral makers don’t want your money. They want to know you’re trustworthy. You’re going to pay me how much for referral business? No thanks! When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. You won’t pitch, you’ll share best practices, and you’ll follow up. You’ll let me know if this was a good referral for you. You’ll send me a handwritten thank-you note , whether the referral worked out … or not.

How Getting Fired Actually Launched My Referral Business

No More Cold Calling

There’s always a silver lining to getting sacked. I didn’t plan to start my referral business so soon. But then I was fired. Just like that, my manager gave me the news. I had a sense something might be going on, since I’d recently lost a big deal to a competitor. But I didn’t expect to be fired. I left the office, went home, and took my dog for a hike. Sure, I shed a few tears, but there was really nothing I could do to change the situation. In hindsight, this was good news.

What Saleswomen Do Really, Really Well

No More Cold Calling

Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. Yet, many saleswomen outperform their male colleagues, and many men have admitted that to me when the other guys were out of earshot. Women in sales understand that relationships are built on trust, and we have the savvy and patience to foster strong personal and business relationships. That’s why we’re great at getting referrals.

How to Redirect Your Indirect Channels by Enabling the Right People

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years. Join Jay McBain from Forrester as he unpacks these future trends.

How to Attract Business in a Volatile Economy [March Referral Selling Insights]

No More Cold Calling

Waiting could be your Achilles heel—plus, everything you missed from No More Cold Calling this month. When the economy slows, the pace of decision making must pick up. Ram Charan , author of 25 books and consultant to CEOs, said that many years ago, but it’s even more relevant now. We need to take action to build our business in these tenuous times.

Want Results? Stop Your Pitching and Try Business Storytelling

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No one really listens to sales pitching anyway. Are you focused on business storytelling? Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? Newsflash: Nobody wants to hear that. What do you remember about a speaker, a movie, a novel? Not the ads for those events or products. You remember the stories. People are riveted by stories.

You’re No Different Than Your Competition

No More Cold Calling

Don’t believe everything you hear about selling in a digital world. You’ve probably heard the often-quoted statistic that says 57 percent of the buying process is complete before a customer talks to a salesperson. Rubbish. Believe that, and you’ll look like everyone else to your buyers. You’ll get in way too late. Your prospects will be confused about how your solution is different from the next guy’s. Sure, you might land the deal, but you certainly won’t make an impression.

Why You Need to Make Time for Asking for Referrals

No More Cold Calling

Getting referrals business should be top. priority in your sales prospecting techniques. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. That’s not happening with cold calling. Account execs remain overwhelmed with conflicting messaging, technology overload, and lack of resources. Teams are working all hours, lack sufficient sleep, and skipping vacation. Oh, and they’re not making quota—not even close.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.