No More Cold Calling

Starting a Small Business? It Doesn’t Have to Be So Tough

No More Cold Calling

I didn’t know what you need to know before opening your own business. I knew nothing about starting a small business. Luckily, the economy was great in 1996, and my niche was referral selling (still is), so I at least knew how to build a small business sales pipeline.

Sales Reps Not Closing Sales? Try This

No More Cold Calling

This broken link is to blame for sales teams’ biggest closing mistakes. “My My salespeople can’t close.” This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. It’s just a symptom.

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Don’t Let This Bad Sales Behavior Derail You [Q3 Referral Selling Roundup]

No More Cold Calling

Plus, here’s what you might have missed from No More Cold Calling this summer. I’m embarrassed by the bad sales behavior that blasts us every day. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel.

Look at the Camera Already [The Importance of Eye Contact in Virtual Sales]

No More Cold Calling

This is the most common mistake sellers make when video conferencing. I really hate my webcam. (Ok, Ok, hate is a strong word.) I have a good camera, but I don’t like the way I look. Unfortunately, the camera doesn’t lie.) I feel totally uncomfortable staring into my camera.

Your Guide to Using Conversational Marketing to Drive Demand Generation

What is conversational marketing really about? This guide will examine the market forces at play, shifting buyer trends, how to leverage conversation marketing, and the tactics involved in adopting it for a B2B demand generation strategy.

How to Reach Decision Makers Every Time

No More Cold Calling

A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. Part Two: Everything that happens after that. Referrals help you ace Part One and set you up for success in Part Two.

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.

Celebrating 25 Years in Referrals: My Story

No More Cold Calling

Why I made referral selling my life’s work. The year was 1996. I was working for a global consulting and training firm. The economy was booming, and my colleagues encouraged me to go out on my own. I had no name for my company, but I knew my focus.

Your Lead Gen Is Broken (Here’s How to Fix It)

No More Cold Calling

Not getting the ROI you expected from your lead-gen tactics? Try this instead. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. Every sales leader says their #1 prospecting challenge is getting leads in the pipe.

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I Was Neglecting My Customer Relationships

No More Cold Calling

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

An Innovative & Creative Problem Solver Approach to Selling in the Medical Device Space

Speaker: Steve Goldstein, Sales Leader

Currently in sales or involved in a business that depends on strong sales results? Join Steve Goldstein, Sales Success Coach, Motivational Speaker and Medical Device Sales Leader from Gold Selling LLC. You will absorb critical strategies to become a trusted partner in greater sales success.

Women Sales Leaders: From Pioneers to Modern-Day Trailblazers

No More Cold Calling

Who paved the way for women in sales? Picture yourself in 1900. You didn’t have the right to vote or run for office. Your job was to take care of your household, your children, and your husband. If you had to work, you only had a few options: nurse, housekeeper, cook, or factory worker.

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Referral Selling Insights: Q1 Roundup

No More Cold Calling

Here’s what you might have missed this year from No More Cold Calling. If you were asked last year how your day was, your answer would have been: “It’s 2020.” That said it all—at least for businesses that were negatively affected by the pandemic.

Celebrating 7 Trailblazers on International Women’s Day

No More Cold Calling

Even slow progress is worth celebrating. Today is International Women’s Day, and I’m reflecting on women pioneers—trailblazers who paved the way for women in sales, entrepreneurship, engineering, law, and other male-dominated professions. And that includes women in my own family.

For Salespeople, Trust Matters Most in Times of Crisis

No More Cold Calling

Why do you trust some people and not others? Trust is a word we use indiscriminately, but we do not trust indiscriminately. How do we define trust? How do we get our arms around such an emotional word?

Product Sales Training – Transformed for Results

Effective product sales training delivers features, benefits, and sales focused content so reps become strategic advisors and develop unique solutions for informed buyers. On-demand cloud-based training is the preferred solution. Managers and sales reps confirm that in this whitepaper. Download the whitepaper today!

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’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.

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 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”?

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

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.

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.”

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.

How to Make Real Connections in the Era of Virtual Sales Meetings

No More Cold Calling

Referral sellers have been relationship-building their way through the pandemic. Video conferencing is a great way to get face to face with clients. But while it may be as close as you can get to in-person, it’s not, and you’re not.

It’s Time to Stop Obsessing Over Leads

If leads are no longer the main goal for your marketing and sales teams, what should you focus on instead to measure success? And how can you optimize your program to create more qualified sales opportunities, faster? Download the eBook today to find out how!

Why I’m Grateful for Referrals—and for YOU [Q2 Referral Selling Roundup]

No More Cold Calling

Plus, what you might have missed from No More Cold Calling. I learned a lot more about gratitude after recently celebrating the 25th anniversary of No More Cold Calling. People told me how much I impacted their lives and businesses.

Answering Your Most Burning Referral Selling Questions

No More Cold Calling

How to ask for referrals and other FAQs. After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. Maybe even more frequently than before.) I’m going to answer them right now.

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!”.

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.)

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.

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.

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.

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.

Want Results? Stop Your Pitching and Try Business Storytelling

No More Cold Calling

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?

LinkedIn + ZoomInfo Recruiter: Better Data for Better Candidates

Check out our latest ebook for a guide to the in-depth, wide-ranging candidate and company data offered by ZoomInfo Recruiter — and make your next round of candidate searches faster, more efficient, and ultimately more successful.

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.

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?

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.

Sales Managers: Think You’re Ready for Referrals?

No More Cold Calling

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Yep, most of us are lazy and lack discipline. I’m including myself here. It’s a lonely world for account executives.

Transform Your Product Sales Training to Drive More Sales

Virtual selling—and training—is here to stay. As buyers and sellers pivot to a post-pandemic digital landscape, solution-based selling and deep product knowledge is vital to win well-informed buyers. Find out the best practices on how to transform your product sales training to drive more sales.