No More Cold Calling

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?

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 Lose Your Best Referral Sources

No More Cold Calling

The fortune is in the follow-up for account based sales teams. Julian wasted no time in telling me he was the top account based sales rep at his company. I asked if he attributed his success to asking for referrals. Mostly, he said, but he could do better.

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.

Learn How to Get the Gatekeeper on Your Side

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Getting past the gatekeeper shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? Because the process has gotten incredibly complicated, even though it can almost be a no-brainer.

How Asking for Referrals Delivers the Customer Experience

No More Cold Calling

Your product doesn’t matter, your customer does. Sometimes other people communicate our message better than we do. They add a twist, a new insight, different phrasing, and a unique perspective.

I Wasn’t High When I Said Women in Sales Rock

No More Cold Calling

There’s something to be said for the “woman’s touch” in sales. I was called out on Twitter by someone challenging my post about why women excel at sales. This person implied that I was smoking some funny stuff or lived in a state where weed is legal.

Why Is It So Hard to Ask for a Referral? [February Referral Selling Insights]

No More Cold Calling

It’s noisy out there. Getting meetings with decision-makers is a struggle, and we all look alike to our buyers. A referral introduction guarantees you score almost every meeting in one call, and you convert prospects to clients well more than 50 percent of the time.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

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.

Do Your Account-Based Selling Teams Need a Strategy?

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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?

Why Your Account Based Sales Team Will Never Be Good at Referrals

No More Cold Calling

Does your sales team struggle to get referrals? Here’s why. When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. After a long pause, her response was, “I don’t know.” That sent me over the top.

Stop Buying Digital Snake Oil for Your Account Based Sales Team

No More Cold Calling

Has digital communication killed traditional sales techniques? A sales VP was frustrated with her account based sales team, as they relied almost exclusively on technology for generating sales leads. Their outreach took too long.

The Shocking Secret to Make Asking for Referrals Easier

No More Cold Calling

Describe your ideal client. Does everyone know your ideal client profile? That’s the question I asked more than 500 sales pros. Only 25.31 percent answered yes.

Learning Technology from WWII to Today – How Video Learning Is Transforming Skill Mastery

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to organizational success.

Rusty Skills Won’t Win the Gold: January Referral Selling Insights

No More Cold Calling

Ready to hone your account based sales development skills? With the 2018 Winter Olympics starting soon, we’re already hearing about the amazing athletes who will wow us next month.

Message to Account Based Sales Teams: Your Humanity Is a Competitive Advantage

No More Cold Calling

Is sales an art or a science? The Sales Hunter answers that question. I’m not a robot. You’re not a robot. Neither are account based sales teams. When they’re asking for referrals, they should never ask on social media or in any other digital format.

3 Hidden Secrets About Key Account Management

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Account based selling is an art, not a science. Attracting key accounts is the #1 challenge for account based selling teams. (No No big shocker there, right?)

Why You Can’t Automate Relationship-Building in Account-Based Sales

No More Cold Calling

In this month’s guest post, Tim Hughes discusses social media offenses and how account-based selling teams can avoid them. You’re hosting a dinner party at your home.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Can Women in Sales Overcome Unconscious Bias in High-Tech?

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Women in sales have everything they need to succeed. Daily headlines remind us that unconscious bias exists in its most virulent form. We know bias is there, but we can’t confront it until it’s stated and proven.

What Millennials Can Teach Us About Lead Generation

No More Cold Calling

Is it time to change the way you’re prospecting? I’m not a millennial—not even close—but I love the way they think, act, and react … mostly. I don’t love seeing a table of millennials glued to their phones. Gathering for meals used to mean we talked to each other.

Why There Is No Silver Bullet for Account Based Sales Development

No More Cold Calling

It’s time to sharpen your sales tools. Every salesperson in their right mind wants to grab every possible tool to accelerate account based sales development, look smarter, shorten prospecting time, and score meetings with decision-makers. But some tools are sharper than others.

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better?

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Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Does Sales Enablement Technology Work?

No More Cold Calling

Sure, but only when combined with human conversations. I love technology … when it works. When it doesn’t, it feels like the end of the world. OK, not exactly, but it does slow us down.

4 Reasons Women in Sales Rock at Account Based Selling

No More Cold Calling

Women know how to build relationships that matter. You may have already heard about the Google software engineer who wrote a 10-page memo explaining why women are incapable of doing a man’s job in Silicon Valley—namely that we’re neurotic and lack professional drive.

Is Failure an Option for Your Account Based Selling Teams?

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If your sales reps miss quota this year, they might not deserve the blame. “We’ve never lost an American in space; we’re sure as hell not going to lose one on my watch. Failure is not an option.”

5 Reasons Your Account Based Sales Team Flunked Referral Selling

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Pointing fingers doesn’t change anything. Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? It makes no sense at all, because every sales leader and account based sales rep knows that referrals are their hottest leads and best business.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

You Can’t Automate Me: November Referral Selling Insights

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. My pharmacy sent a text that my prescription would be ready at noon on Saturday. The last thing I felt like doing on a Saturday was standing in line at the pharmacy, but I decided to get it over with.

Are You Derailing Your Prospecting Success?

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You can’t make a living off future promises. It’s tough to shut up. We’re salespeople. We get paid to talk up our solutions. But we must also sell them. We’ve all made this prospecting mistake: The customer told us her challenges.

Why Closing is Never a Problem in Account Based Selling

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Sales symptoms are prospecting traps. You’d be surprised how often I hear, “My account based selling team can’t close.”. Closing is never the problem. Never” is a bold statement, but savvy sales leaders will nod their heads in agreement. Closing is the easy part of account based sales development.

Is Video the Next Big Thing for Account Based Sales?

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Find out how your buyers prefer to learn. We all know that video killed the radio star, but now it’s coming after the written word, too—at least that’s the consensus among many experts. In fact, LinkedIn just released native video capabilities to 500 people.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Digital Transformation, Inc.

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

Why Asking for Referrals Isn’t All That Matters for Account Based Selling Teams

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It’s still who you know that counts. Let’s set the record straight: You can’t depend solely on referrals to fill your pipeline. Whoa, did I really say that?

Do Generational Differences Matter in Account Based Sales?

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Stop fretting about Millennials and embrace your inner Perennial. 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.

Could the Best Man for the Account Based Sales Job Be a Woman?

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Research shows women in sales are a good bet. Men say they don’t understand women. Women say men don’t listen. Men say the best account based sales reps they know are women, but they also say we should stop talking so much and get to the point.

5 Questions to Guarantee Qualified Lead Generation

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Are your sales reps having trouble closing? The problem might be a lack of qualified leads. “ We chose someone else.” ” “We’re staying with our current vendor.” ” “We’re not adding any new solutions this year.”