No More Cold Calling

JULY 7, 2017

If you’re familiar with American baseball—and any good at riddles—you’ll know the answer. I’m a big baseball fan, and I’ve often pondered how much account based sales reps could learn from the game. After all, baseball and sales have a lot in common. So, what can sales leaders learn from America’s favorite pastime?

Account 179

Account Referrals Lead Rank Lead Scoring 179

No More Cold Calling

JANUARY 28, 2018

Ready to hone your account based sales development skills? When I ask groups of salespeople, “Who wants to build referral skills and will agree to be accountable for results?”—not Why are they the only ones interested in building referral skills? It’s a shame more salespeople don’t make the same investment.

Referrals 166

Referrals Cold Calling Lead Generation Sales Qualified Lead 166

No More Cold Calling

JANUARY 4, 2018

If so, make 2018 the year you change your habits—for the sake of your relationships and your sales career. Never miss an opportunity to say thanks, or to put your appreciation in writing. Gratitude is good for the soul, and it’s good for business. I had never thought about it that way. What’s missing?

Referrals 287

Referrals Social Media Cold Calling Sales Qualified Lead 287

No More Cold Calling

JUNE 7, 2018

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. Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs still aren’t making quota. That’s a fact.

Referrals 276

Referrals Sales Qualified Lead Marketing Qualified Lead Leads 276

Crunchbase

APRIL 11, 2023

It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. The most important part of prospecting isn’t simply finding names and emails — it’s the time and effort spent identifying potential customers and making sure that they’re actually a good fit.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. The most important part of prospecting isn’t simply finding names and emails — it’s the time and effort spent identifying potential customers and making sure that they’re actually a good fit.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

No More Cold Calling

JULY 30, 2017

If you lead an account based sales team, you might want to be. It’s not often that I promote an event, but this opportunity is too good to miss. It’s the first Top Sales World European Sales Enablement Summit with an unparalleled speaker lineup. What in the heck is sales enablement?

Referrals 120

Referrals Cold Calling Lead Rank Lead Scoring 120

No More Cold Calling

FEBRUARY 28, 2017

Can you really convert 70 percent of prospects into customers with referral selling? That kind of conversion rate is unheard of with other account-based sales strategies. I just returned from speaking to sales teams in Sydney and Melbourne. I’ve done this same poll with sales audiences in the U.S.

Referrals 120

Referrals Cold Calling SAP Decision Maker 120

No More Cold Calling

APRIL 30, 2017

The status quo looks really good in comparison. Sales teams who adopt referral selling have an advantage: Their referral sources generate enough value for prospects to agree to a meeting. Then it’s up to the referred sales reps to create the buying vision. 3 Ways to Guarantee Referral Prospecting Success.

Referrals 149

Referrals Cold Calling Lead Rank Lead Scoring 149

Smooth Sale

MAY 20, 2024

Good marketing doesn’t just mention your business; it builds trust and loyalty. Each option has its perks, so choose wisely based on your business’s needs. Automate the mundane with software that handles your CRM, inventory, and accounts. Networking And Partnerships Never underestimate the power of good connections.

Strategy 101

Strategy Small Business Small Business Networking 101

No More Cold Calling

FEBRUARY 2, 2017

The top four account-based sales secrets revealed! When it comes to account-based sales tips, there is one guy who can revolutionize your technique. I’ve known plenty of great account-based sellers , or as we used to call them “B2B salespeople.” 4 Account-Based Sales Tips from George.

Referrals 120

Referrals How To GoldMine Microsoft 120

Janek Performance Group

OCTOBER 1, 2021

On a scale of 1-10, how critical are referrals to your business? The Facts About Referrals: The average business spends 5x more on trying to acquire new business than on generating referrals from existing clients. Does this data change your perspective on how critical referrals are to your business?

Referrals 118

Referrals Scale Influencer Lead Rank 118

No More Cold Calling

DECEMBER 29, 2016

You may not have heard, but 2017 will be the year of referral selling. Because as quotas continue to rise and competition gets stiffer, sales managers will have to accept that technology shouldn’t be the main artery to reach prospects. Referral selling is your biggest competitive differentiation. Technology doesn’t close deals.

Referrals 136

Referrals Cold Calling Sales Automation Account 136

Zoominfo

JUNE 4, 2019

Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. In fact, only 3% of buyers trust sales reps ( source ). We’ve compiled a comprehensive guide to building trust in sales. 1. Secure a referral.

Case Study 244

Case Study Referrals B2B Social Media 244

No More Cold Calling

NOVEMBER 23, 2017

Every account based selling rep asks that question, and pretty much every survey of sales leaders confirms that lackluster lead generation is also their chief concern. So, what do account based selling teams do? Why Less Is More in Account Based Selling. Land and Expand with Referrals.

Lead Generation 125

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 125

The Pipeline

APRIL 8, 2013

There was a good post this week at Funnelholic blog , looking at “ Best practices for getting in the door ”. In the piece there was a statistic attributed to the Harvard Business Review that stated: “Harvard Business Review: 90% of C-level executives say that they never respond to cold calls or email blasts”. What’s in Your Pipeline?

Cold Calling 292

Cold Calling Referrals Social Media Objections 292

No More Cold Calling

MARCH 2, 2017

What does it take to increase sales in today’s uncertain business environment? Now more than ever, sales leaders and their account-based sales teams must be prepared for change. Above all, to increase sales, the speed of decision-making must accelerate. This is a time of great change and uncertainty.

Account 120

Account Referrals Banking Guarantee 120

Zoominfo

APRIL 29, 2020

But many of the people taking your swag – and the attention of your sales reps – are NOT good fits for your product. Trade shows are a small(ish) pond of like-minded prospects where your sales reps can catch a lot of really big fish. Does your team actually do that? Get Sales and Marketing aligned to make this work.

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Marketing Qualified Lead 191

No More Cold Calling

SEPTEMBER 21, 2017

Women in sales have everything they need to succeed. It’s sneakier than gender discrimination or racial prejudice of old, but just as damaging for careers, relationship-building opportunities, and account based sales teams. The first is Sue, a successful field sales manager in a tech company.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

SBI Growth

JANUARY 18, 2014

Sales people quit when they lose confidence. This is the group that keeps sales leaders up at night. As the head of sales you need to retain them and improve their performance. As the head of sales you need to retain them and improve their performance. The problem is that sales people are losing confidence.

Buyer Persona 303

Buyer Persona Referrals Ideal Customer Profile Buyer 303

Zoominfo

SEPTEMBER 14, 2020

So something that worked a year ago (*cough* your current sales process *cough*), probably isn’t as effective presently. Sales process optimization isn’t a one and done activity. And today, we’re telling you to give your sales process a little TLC. What Is A Sales Process? Less time: The B2B sales cycle is long.

Top of Funnel 162

Top of Funnel Sales Process Ideal Customer Profile Sales Qualified Lead 162

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Sales Hacker

MAY 24, 2023

But, we can’t help but notice the increased interest in referrals as more and more companies realize that word of mouth is the path to growth. In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development.

How To 84

How To Decision Maker Retention Referrals 84

Pipeliner

DECEMBER 31, 2017

Only a little more than half of account based sales reps made quota in 2016, according to CSO Insights. Based on what I’ve heard from sales leaders, 2017 wasn’t much better. There are many possible reasons that account based sales reps miss quota. Weren’t coached by their sales managers.

Referrals 75

Referrals Sales Qualified Lead Cold Calling Social Media 75

No More Cold Calling

JANUARY 25, 2011

InsideView nailed it by titling its Sales Intelligence blog “ Why Cold Calling is the Bottom of the Barrel ”. Finally, a Sales 2.0 company states that cold calls are dead.Yet, many sales people continue to cold call. If you have just a name in hand (and not a referral ), your call is cold. Referral selling works.

Cold Calling 247

Cold Calling InsideView Referrals Social Media 247

Zoominfo

SEPTEMBER 14, 2020

So something that worked a year ago (*cough* your current sales process *cough*), probably isn’t as effective presently. Sales process optimization isn’t a one and done activity. And today, we’re telling you to give your sales process a little TLC. What Is A Sales Process? Less time: The B2B sales cycle is long.

Top of Funnel 130

Top of Funnel Sales Process Ideal Customer Profile Sales Qualified Lead 130

No More Cold Calling

DECEMBER 3, 2015

Your company’s fortune is in the sales team’s follow-up. But like punch lines, referral marketing efforts fall short without the proper follow through. In sales, timing is a funny thing. We never know when people are ready to buy or how our words will resonate at just the right time. Sometimes we get lucky.

Referrals 120

Referrals Marketing Social Media Cold Calling 120

BuzzBoard

SEPTEMBER 11, 2023

As a sales professional, it is crucial to have a deep understanding of the small business market in order to effectively sell to this segment. By familiarizing yourself with the characteristics of the SMB market, you can tailor your sales approach to meet their specific requirements. Let’s talk ‘CONVERSATIONS that CONVERT’.

Small Business 103

Small Business Small Business Ideal Customer Profile Conversion 103

Crunchbase

FEBRUARY 22, 2021

B2B sales prospecting isn’t always as exciting and glamorous as other parts of the sales routine, as you can imagine; it’s far more behind the scenes and challenging. In fact, sales leaders agree that prospecting is the hardest part of the sales process. How to prepare for B2B sales prospecting.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

Crunchbase

JUNE 7, 2023

According to Marketing Insider Group, salespeople who used prioritized sales lists took 20% more actions per lead , meaning they were able to make more contact attempts and increase engagement time. By focusing on the right prospects, you can streamline your efforts, speed up the sales cycle and ultimately close more deals.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Buyer Intent 52

Smooth Sale

OCTOBER 28, 2021

While there are many ways to market your business, it’s always good to include some traditional marketing ideas in any campaign. Complimentary to incorporating traditional marketing ideas is to approach business similarly on the sales side. Referrals and Recommendations. Traditional Marketing Ideas. Print Advertising.

Campaigns 78

Campaigns Marketing Advertising Advertising 78

Zoominfo

APRIL 29, 2020

But many of the people taking your swag – and the attention of your sales reps – are NOT good fits for your product. Trade shows are a small(ish) pond of like-minded prospects where your sales reps can catch a lot of really big fish. Does your team actually do that? Get Sales and Marketing aligned to make this work.

Trade Show 100

Trade Show Lead Generation Sales Qualified Lead Marketing Qualified Lead 100

Hubspot Sales

AUGUST 2, 2021

Jason Lemkin, the founder of SaaStr and EchoSign, has said “ I never lost a customer I actually visited. Are you seeing teams walk across the sales floor to point out something on a screen? In-person visits are a great time to ask for and give referrals. Here’s a look at how you get there. Why plan a customer visit?

Customer 131

Customer Face-to-face How To Case Study 131

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. The Buyer’s Twitter Account.

Research 128

Research Prospecting Face-to-face Twitter 128

Zoominfo

JUNE 4, 2019

Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. In fact, only 3% of buyers trust sales reps ( source ). We’ve compiled a comprehensive guide to building trust in sales. Secure a referral.

Case Study 100

Case Study Referrals Social Media Ideal Customer Profile 100

Crunchbase

NOVEMBER 2, 2020

In this article I am going to take you through my three key lessons on leadership and how to build highly engaged, high-performing sales teams. It was the winter of 2011, and I had just left my job at CareerBuilder to take on my first job as a sales leader. I would be the director of sales at Hearst Media. I was thrilled!

Motivation 105

Motivation Exact Coaching Follow-up 105

Sales Hacker

MARCH 28, 2023

Building an outbound sales strategy can be challenging. It includes a description of your ICP, their demographics, objective, challenges, and behaviors or traits that indicate they’re a good fit. Be aware, this tool isn’t just for your sales team. Your reps will to waste time chasing leads who are never going to buy.

Ideal Customer Profile 107

Ideal Customer Profile Buyer Persona Customer Demographics 107