Expert insights. Personalized for you.
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. MORE
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. MORE
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.) MORE
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. MORE
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. MORE
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. MORE
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? MORE
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. MORE
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. MORE
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. MORE
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. MORE
You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. The phone works. It doesn’t crash, and we know how to use it. MORE
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? MORE
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. MORE
Repeat After Me: I Will Not Cold Call. MORE
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. MORE
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? MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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!”. MORE
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. MORE
How to stop ignoring your best source of new revenue. Remember the Johnny Lee song, “Lookin’ For Love”? MORE
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. MORE
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. MORE
The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I wasn’t sure what the answer would be when I made the call. I’d always wanted to visit St. Petersburg, Russia. MORE
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. MORE
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.” MORE
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. MORE
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. MORE
It’s time to get rid of your sacred cows. A young girl watched her mother prepare dinner. She asked her mother why she always cut off the ends of the ham before putting it in the roasting pan. The mother thought about it for a moment and then admitted she didn’t know why. MORE
No More Cold Calling
JUNE 10, 2021
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.
No More Cold Calling
DECEMBER 10, 2020
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.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
No More Cold Calling
MARCH 25, 2021
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.
No More Cold Calling
APRIL 16, 2020
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?
Speaker: Bryan Naas, VP of Sales Productivity at Braze
Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.
No More Cold Calling
APRIL 15, 2021
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.
No More Cold Calling
JUNE 25, 2020
How to stop ignoring your best source of new revenue. Remember the Johnny Lee song, “Lookin’ For Love”?
No More Cold Calling
FEBRUARY 24, 2021
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.
No More Cold Calling
MARCH 31, 2021
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.
No More Cold Calling
APRIL 3, 2020
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.
Advertiser: ZoomInfo
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!
|
No More Cold Calling
DECEMBER 29, 2020
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.
No More Cold Calling
MAY 28, 2020
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.”
No More Cold Calling
APRIL 26, 2021
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.
No More Cold Calling
MAY 14, 2020
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.
Advertisement
“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.
No More Cold Calling
JANUARY 9, 2020
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!”.
No More Cold Calling
APRIL 22, 2020
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.)
No More Cold Calling
OCTOBER 1, 2020
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.
No More Cold Calling
FEBRUARY 27, 2020
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.
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.
No More Cold Calling
JANUARY 14, 2021
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?
No More Cold Calling
FEBRUARY 13, 2020
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.
No More Cold Calling
MARCH 1, 2020
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.
No More Cold Calling
NOVEMBER 26, 2020
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.
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.
No More Cold Calling
JANUARY 23, 2020
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.
No More Cold Calling
MARCH 31, 2020
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.
No More Cold Calling
DECEMBER 19, 2019
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?
No More Cold Calling
JANUARY 16, 2020
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.
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.
No More Cold Calling
OCTOBER 27, 2020
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.
No More Cold Calling
DECEMBER 6, 2019
Repeat After Me: I Will Not Cold Call.
No More Cold Calling
JUNE 4, 2020
The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I wasn’t sure what the answer would be when I made the call. I’d always wanted to visit St. Petersburg, Russia.
No More Cold Calling
JANUARY 5, 2021
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.
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.
No More Cold Calling
APRIL 9, 2020
You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. The phone works. It doesn’t crash, and we know how to use it.
No More Cold Calling
APRIL 30, 2020
It’s time to get rid of your sacred cows. A young girl watched her mother prepare dinner. She asked her mother why she always cut off the ends of the ham before putting it in the roasting pan. The mother thought about it for a moment and then admitted she didn’t know why.
No More Cold Calling
APRIL 18, 2019
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.
No More Cold Calling
MAY 9, 2019
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.
Advertiser: ZoomInfo
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.
236 
Let's personalize your content