No More Cold Calling

JANUARY 14, 2021

Gatekeepers—receptionists, administrative assistants, and executive admins—are valuable to the executives whose time and energy they protect, but not to you, at least not until you’ve developed a relationship with them. But until you qualify them, names are not sales leads. Selling by referral shortens your sales process.

Gatekeeper 265

Gatekeeper Referrals Cold Calling Telemarketing 265

No More Cold Calling

DECEMBER 18, 2014

Respect the Gatekeeper Gatekeepers—receptionists, administrative assistants, and executive admins—are valuable to the executives whose time and energy they protect, but not to you, at least not until you’ve developed a relationship with them. But until you qualify them, names are not sales leads. A waste of your time.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

Sales Hacker

JANUARY 6, 2021

Most sales and marketing strategies focus on casting a wide net to attract new customers, but ABM starts by identifying key accounts and then tailoring your communications to directly address that specific account or decision-maker. Direct mail. Assign accounts to your sales reps. Email marketing. Social media.

Account Based Marketing 61

Account Based Marketing Ideal Customer Profile Demand Generation Targets Top of Funnel 61

No More Cold Calling

MAY 12, 2016

Ivan Levison, who penned my guest post for this month, knows a thing or two about how the words we use can move a sales process forward or derail it. Let’s take a look at another way to give energy to a flat sentence: EXAMPLE: Our software can help users find files fast. GENERAL: Important tips for software marketers.

Lead Generation 120

Lead Generation Leads Marketing Qualified Lead Cold Calling 120