No More Cold Calling

How to Ask for a Referral Without Getting Embarrassed

No More Cold Calling

Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Don’t get distracted; don’t get embarrassed. Relationships and referrals are what business is all about!

Do Words Make a Difference for Women in Sales?

No More Cold Calling

Watch what you say, and do what you say. . “I I want you to know it hasn’t gone unnoticed that there are no women on our sales team.” That comment came from the CEO of a fast-growing software company. Not only were there no women, but the sales team was all white men of a certain age.

How to Actually Scale Your Referral Business

No More Cold Calling

If you think referrals don’t scale, you’re just doing it wrong. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Then in the next breath, they tell me referral business doesn’t scale.

Cold Calling Techniques Make Your Pipeline Fat, but Not Fit

No More Cold Calling

Do you really need more leads? Sure, cold calling techniques put lots of leads in the pipe. Enough for management to see that reps made the requisite number of phone calls, email pitches, and social media connections. But are those really leads, or just smoke-and-mirror numbers?

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Are You Always “On”? (Here’s Why You Shouldn’t Be)

No More Cold Calling

Too much work and not enough play makes …. Working too much? You might not have a choice. Employers are more and more demanding. If you’re in sales, you assume you pretty much need to be “on” all the time, lest you miss an opportunity.

The Best Referral Programs Start with a “Referral Culture”

No More Cold Calling

How does your team work when no one is looking? For the first time ever, clients are asking me how to build a “referral culture.” Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda.

4 Reasons You Shouldn’t Get the Referral on LinkedIn

No More Cold Calling

How to connect beyond the click when asking for referrals. My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer.

Cold Calling vs. Asking for Referrals: Which Is Scarier? (October Referral Selling Insights)

No More Cold Calling

Here’s what you might have missed this month from No More Cold Calling. Most sales reps dread cold calling, but they don’t exactly fear it. After all, they have no skin in the game. If someone hangs up or sprays them with expletives, they move onto the next name on the list.

They Actually Said My Sales Lead Generation Is Old School

No More Cold Calling

But here’s what they’re missing on referral B2B lead generation.

It’s Time to Get Off the Hamster Wheel

No More Cold Calling

Happy Thanksgiving! It’s Thanksgiving Day here in the U.S., and I’m taking a break.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Would You Encourage Your Children to Pursue Sales?

No More Cold Calling

If not, what does that say about the state of sales ethics? The facilitator asked a provocative question: How many of you would tell your children to pursue a sales career? Everyone laughed, but no hands went up.

There’s No Such Thing as a Warm Call: August Referral Selling Insights

No More Cold Calling

Referrals are HOT, HOT, HOT! Stop rationalizing. There’s no such thing as a warm anything in sales—an email, phone call, social media outreach, or even a knock on the door. Unless your prospect knows who you are and expects to hear from you, you might as well step into a freezer.

Are You Tracking the Right Referral Metrics?

No More Cold Calling

Do you have the wrong KPI? If you’re like most sales leaders, you’re tracking the wrong referral metrics and spinning your wheels. Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted.

What Are Top Negotiation Strategies for Women in Sales?

No More Cold Calling

Make sure you’re getting paid what you’re worth. I don’t like to negotiate for my services. It’s uncomfortable, because I know the pricing and terms for my referral system are fair.

Social Selling: What You Should and Should NOT Do

No More Cold Calling

A Complete Guide to Putting the “Social” Back in Social Selling. Social selling has finally (and dangerously) reached buzzword status. Dangerously, because there are misperceptions about what it means, how to do it, and just as importantly, how not to do it.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

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.

Seeking New Sales Techniques? Look Beyond Digital

No More Cold Calling

The best prospecting strategies require a human touch. Buyers know everything about our companies, products, and solutions before they ever speak to a salesperson. Believe that? Far too many sales reps do. They think that digital rules.

Want to Get Referrals? (Don’t Do This)

No More Cold Calling

Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. I asked how that approach was working for him. Dead silence. And therein lies the problem. A big problem.

Why the Best Lead Generation Techniques Are Proactive

No More Cold Calling

Top sellers don’t wait. At least 57 percent of the buying process is complete before buyers ever contact your company. If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Relationships Rule, but Data Drives Sales, Too

No More Cold Calling

The odds might not be in your sales team’s favor … yet. I’ve interviewed many sales reps over the past two months, trying to better understand the challenges they face in today’s fast-paced, digital-first sales environment. They tell me they’re overwhelmed.

Data 249

Don’t Slam the Door on Your Friends

No More Cold Calling

What’s your gratitude meter? As we begin the New Year, now is the perfect time to pay attention to what’s most important—the people in our lives. That means our clients and prospects, our families and friends, our colleagues. It’s time we remember the value of getting personal.

How to Harness the Power of Business Referrals

No More Cold Calling

It’s time to get serious about business referrals. In spite of numerous misconceptions and poor implementation, referrals in business are where the power is. But the first step to harnessing this power is understanding just what referral selling is and how it feeds your sales machine.

Success Secrets from Eric Schmidt, Reid Hoffman, and Adam Grant

No More Cold Calling

Do your lead generation strategies encourage persistence and curiosity? A 10-year-old girl was afraid that if she once again asked her brother to teach her to play the guitar, he would think she was being pushy. Hearing her express this fear was enough to set me off.

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

Are You Social or Selling? September Referral Selling Insights

No More Cold Calling

Stop cold calling on social media. You’re not one of those people who blast me with a sales pitch after I accept your LinkedIn invitation, are you? I don’t think so, because you’ve been reading my blog, so you know by now that social selling is all about being social.

Why Should I Give You a Referral?

No More Cold Calling

Referral sales is personal … but it’s still business. I recently received the following email: “I finished your book on referral sales last night, and now I’m building my 100 names so that I can ask for introductions to a couple of decent sales reps with some experience selling to my market.

Why Introverts Are Better at Asking for Referrals

No More Cold Calling

You don’t have to be the life of the party to succeed in sales. She lights up a room when she walks in. She doesn’t have to say a word, but you know she’s there. She looks for every opportunity to show up—at parties, networking events, conferences, you name it. She thrives on the interaction.

How to Build Trust and Generate Leads with a Referral Program

No More Cold Calling

Because what you’re already doing isn’t working. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe.

Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

Get Leads Without Cold Calling: June Referral Selling Insights

No More Cold Calling

Here’s what you might have missed last month from No More Cold Calling. Wondering how to get leads? Not just smoke-and-mirror leads, but only qualified leads? Every sales rep asks that question, and surveys of sales leaders confirm that getting leads in the pipeline is their top challenge.

Are You Caving on Price in Your Sales Negotiations?

No More Cold Calling

Price isn’t an issue with referral business. More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. Sadly, that behavior continues in sales negotiations today.

Don’t Ignore Your Best Sales Leads: July Referral Selling Insights

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. Are you asking for referrals from every one of your clients? Not just your buyers, but from all the people you meet at client companies during the buying process? I’m not a mind-reader, but I already know your answer.

How to Grow Your Referral Network

No More Cold Calling

Salespeople are only as good as the people they know. When is it time to toss the technology and start talking to people? When internet leads and a call script no longer reap new business. When it interferes with the most powerful tool in your toolbox—you. Don’t get me wrong.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

Is Technology Tanking Your Lead Generation System?

No More Cold Calling

Remember, prospecting is all about people. You’ve heard it: Television will kill radio. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication. Um, no. Not in your personal life, and certainly not in your lead generation system.

Is Your Lead Generation Data Leading You Astray?

No More Cold Calling

You can do what the data tells you, or you can do what works. Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence?

Do Your Account-Based Selling Teams Need a Strategy?

No More Cold Calling

Do sales organizations really need a B2B sales strategy? After all, pundits tell us it’s the buyer’s journey that matters. They’re in control, so shouldn’t account-based selling pros just be prepared to wing it?

2 Reasons Your Account Based Sales Reps Leave

No More Cold Calling

Sales leaders must take the rap. We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Then we gave them a phone, a list, and, a desk, and expected them to figure out how to book meetings.

Using Connected Device Data to Improve Sales

Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce

Now that you've figured out how to connect your products and devices to the cloud, how do you prove that your investment will pay off? Discover the power of Smart CRM, and find out how companies are leveraging the best ideas from Software as a Service to provide Customer Experience as a Service.