No More Cold Calling

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.

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.

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.

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.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Stop Overlooking This if You Really Want Qualified Leads

No More Cold Calling

Watch out for the gap in your referral business! It’s an epidemic. Every sales exec says they need more leads in the pipe. That’s a prospecting problem that hasn’t changed in. decades and won’t anytime soon. What these sales execs don’t say is they need more qualified leads.

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Without Call-Backs, Your Lead Gen Is Dead in the Water

No More Cold Calling

Here’s how to generate leads and get call-backs. Has selling really changed in the last decade? Well, sure.

Why Curiosity Is Critical for Sales Success

No More Cold Calling

What is 7427466391? Imagine if you saw this on a billboard along your commute route …. What would you do? Roll your eyes, think this is nonsense, tell others about it, or go to the site and find out what’s going on?

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.

There’s a Difference Between Being Alone and Being Lonely

No More Cold Calling

“Imagination is the highest form of research.” Albert Einstein. Ever have a good idea pop into your head, seemingly out of nowhere?

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Speaker: Claire Beatty, Editorial Director - Asia, MIT Technology Review Insights

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Unconscious Bias Goes Double for Boomer Saleswomen (March Referral Selling Insights)

No More Cold Calling

Does age really matter in sales? Explain it so your grandmother would understand.”. That’s exactly what the CMO of a tech company said about how to explain your mission statement. I was listening to his podcast at 7:00 on a Monday morning, and I was ready to kick butt.

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.

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!

You Don’t Know Isaac, but I Won’t Forget Him

No More Cold Calling

We need to speak up when people do the right thing. Whether you’re watching the news or perusing social media, you’ll see plenty of stories about people behaving badly, selfishly, or rudely.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

The True Gift and Grit of Working Grandmothers

No More Cold Calling

Grandmothers have always worked … but not always outside the home. It was 2007. At a luncheon hosted by a major magazine, a panel of four women discussed their careers and what inspired them. The oldest was 53 years old, a business owner with two children at home.

The Forgetting Curve Has a Cure

No More Cold Calling

What do you remember from your last training? The way we’ve been learning is all wrong. Remember cramming for tests? I do, and while I usually did well on my exams, I didn’t retain much of anything.

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.

Why Women in Sales Don’t Want to Work for You

No More Cold Calling

In honor of International Women’s Day, how can your sales team attract more female rainmakers? It was 1936. My mom graduated with a degree in finance from Syracuse University, but she couldn’t get a job at a bank. They didn’t hire women, not even as tellers.

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.

The Best Cold Calling Tip Is Stop Immediately (Do This Instead)

No More Cold Calling

. Have you ever met a salesperson who enjoyed cold calling? Well, maybe one in 100.) How about a buyer who enjoyed receiving cold calls? Yeah, me neither.) Not only is cold calling tortuous for everyone involved, it’s one of the reasons that only 54.3 percent of sales reps made quota last year.

Put Your Damn Phone Away

No More Cold Calling

No toys at the table! Answer this question: What’s more important than the person sitting in front of you, walking beside you, sharing a meal with you, or sharing your bed? If actions speak louder than words, your phone is more important.

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.

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.

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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.

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.

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.

You Don’t Have Time to Ask for Referrals? [February Referral Selling Insights]

No More Cold Calling

If you don’t ask, you don’t get. Two colleagues complained they were so involved in their work, they didn’t have time to prospect. One guy even said he was thinking of cold calling (shudder) and doing more marketing. Why didn’t he think to ask for referrals? That’s a rhetorical question.

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?

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Why Sales AI Won’t Replace Reps Anytime Soon

No More Cold Calling

We’re not obsolete … yet. There’s a saying in B2B sales that people buy with emotion and justify with fact. It’s more than a saying; it’s a fact. Trust is a predominant factor in any buying decision. Two things being equal—and they never are—people buy from those they know, like, and trust.

Why Are You Still Cold Calling? January Referral Selling Insights

No More Cold Calling

Here’s what you might have missed this month from No More Cold Calling. I hadn’t bought a car in 17 years. Yep, that’s how long my Acura 3.2 TL with 162,000 miles lasted—until the transmission went out.

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.

4 Reasons You Shouldn’t Get the Referral on LinkedIn

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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.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

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.

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.

Are You Tracking the Right Referral Metrics?

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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.

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.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.