Understanding the Sales Force

JANUARY 9, 2024

Back in August, I wrote an article about Dinger’s torn ACL and how the Veterinarian went about her sales process to strongly recommend (sell us) the most expensive surgery. She also set expectations by telling us that when a dog tears one ACL, it’s not uncommon for them to tear the other ACL.

Proposal 193

Proposal Call-back Account Conversion 193

Mr. Inside Sales

OCTOBER 1, 2023

Can you call me back at (phone number)? This is one of the oldest poor sales techniques in the world, and it just SCREAMS: I’m cold calling and trying to trick you into calling me back! Here’s what’s better: First, you have to let the caller know what company you’re calling from and the reason for the call.

Face-to-face 173

Face-to-face Cold Calling Call-back Gatekeeper 173

Understanding the Sales Force

JANUARY 9, 2024

Back in August, I wrote an article about Dinger’s torn ACL and how the Veterinarian went about her sales process to strongly recommend (sell us) the most expensive surgery. She also set expectations by telling us that when a dog tears one ACL, it’s not uncommon for them to tear the other ACL.

Proposal 156

Proposal Call-back Account Conversion 156

Sales 2.0

MARCH 6, 2024

Developing solution hypotheses : In the next era of selling salespeople are going to have to start acting like consultants, having a “ one up ” approach as Anthony Iannarino calls it. Given this reality they jump straight into cold calling people that don’t know them at all. It’s time for the dreaded cold call!

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

Understanding the Sales Force

APRIL 1, 2024

Well was the sermon about salespeople? And although I’m beginning by referencing the sermon, this is not an article about Religion. The Priest was talking about Catholics who attend church only on Christmas and Easter. They should be reading about sales. It’s good for us! No, of course it wasn’t.

Decision Maker 156

Decision Maker Call-back Training Groups 156

The Pipeline

SEPTEMBER 7, 2021

It’s a prospecting call, please stop apologising, it’s OK to do your job. But we are not given that choice, so we have to cold call. And if you are going to cold call, then by definition you will interrupt. So don’t worry about it, you can’t make them buy anything they would not have on their own.

Cold Calling 355

Cold Calling Call-back Prospecting Meeting 355

Bernadette McClelland

SEPTEMBER 5, 2022

On one hand I was concerned about spoiling an experience for others and on the other hand I was concerned about my own health. After about 45 minutes of climbing I began to feel a really heavy pushing in the centre of my chest. And I called it! High 5 us!! All of those aspects that make us, us.

Everest 370

Everest Call-back Sales Leadership Exercises 370

No More Cold Calling

DECEMBER 21, 2023

Here’s what you might have missed from No More Cold Calling this quarter. I’m tired of hearing sales leaders complain about not having enough leads, struggling to get access to decision-makers, and not making quota. Technology should enable us and make us more productive, and most of the time it does. How do you do that?

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. And this method not only allows prospects to disqualify themselves, but it also gets those interested buyers to respond back to me with a time to reach them. #2: 2: Make more calls without leaving a message.

Face-to-face 317

Face-to-face Call-back Gatekeeper Decision Maker 317

The Pipeline

JULY 20, 2021

Mostly because it is about what you do, not about what you think or believe. Taking us back to the question, “to research or not to research?”. It is clear that many salespeople use the “activity” as busy work and a means of avoiding actual prospecting. By Tibor Shanto. Research Or Recreation?

Research 386

Research Call-back Lead Rank Lead Scoring 386

Bernadette McClelland

DECEMBER 30, 2023

What I also know to be true based on my work a while back with the ‘About My Brain Institute’ is that one of the secrets to magnifying your business success definitely lies in those moments away from work. Whether close friends or colleagues, they can also offer unbiased opinions about your ideas for growth.

Face-to-face 195

Face-to-face Hiring Energy Call-back 195

Jeffrey Gitomer

DECEMBER 28, 2011

It’s that time of year: “Call me back after the holidays.” Tweet Share Call me after the holidays is not an objection. When you get a stall, you have to somehow dance around it, and then you still must find the real objection before you can proceed: What tactic will you use this holiday season?

Call-back 198

Call-back Hiring Social Media Loyalty 198

Adaptive Business Services

MARCH 20, 2019

To be fair, most of what I am about to discuss is based on my experience as a buyer vs. as a seller. I also need to make it very clear that, as we discuss these methodologies, we are looking at them for use in cold prospecting. So, that leaves us with direct mail, SMS, attraction marketing, and face-to-face cold calls.

Cold Calling 48

Cold Calling Call-back Face-to-face Direct Mail 48

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. I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. They might say NO. Why would they?

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

MARCH 31, 2021

Here’s what you might have missed this year from No More Cold Calling. Their clients weren’t returning calls, and budgets were constricted or put on hold. Now that we’re moving into the second quarter of 2021, the economy is beginning to improve, and vaccinations are helping us slowly approach herd immunity. How about you?

Referrals 371

Referrals Cold Calling Sales Qualified Lead Call-back 371

No More Cold Calling

APRIL 22, 2020

Many times, they ask us the same back. People are concerned about each other’s welfare. What’s more, research shows that helping others actually makes us feel good and that generosity is likely an important evolutionary adaptation for our species. Email joanne@nomorecoldcalling.com or call 415.461.8763.

Referrals 358

Referrals Cold Calling Call-back Research 358

Sales 2.0

AUGUST 1, 2023

The advent of more powerful computing and the increase in investment in sales technology has produced an ocean of data ready for those of us who love to crunch numbers. Now AI is upon us and how to use AI is a next big driver in the evolution of professional sales. The articles below can start us off in the right direction.

Scale 195

Scale Enterprise Enterprise Outbound 195

Mr. Inside Sales

DECEMBER 9, 2023

As I sipped my coffee and listened to the tunes in my plush car, I thought about how different our lives had turned out and wondered what happened to make them so different. During our time together, the owners of the company brought in a sales trainer, a guy named Stan Billue, to motivate us. As I did, I knew exactly what it was.

Face-to-face 220

Face-to-face Inside Sales Gatekeeper Decision Maker 220

Partners in Excellence

JANUARY 18, 2024

One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do. But are they asking us the right questions?

Customer 118

Customer Revelation Buying Cycle Lead Rank 118

No More Cold Calling

FEBRUARY 24, 2021

Or rather, change them back —from digital marketing to relationship building. Think about it. Who are buyers going to talk to when they’re short on funds and stressed about the future of their organizations? Not a cold calling stranger or someone pitching them on LinkedIn. What’s old is new again. There it is.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

OCTOBER 1, 2021

Plus, here’s what you might have missed from No More Cold Calling this summer. I’m embarrassed by the bad sales behavior that blasts us every day. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. Invitations to events you know nothing about and would never attend.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Sales 2.0

FEBRUARY 21, 2024

“The money is in the list” is an old direct marketing adage going way back to the development of the envelope. Despite all the digital changes in in sales and marketing, if you’re running a business and trying to use outbound to grow it, the money is still in the list. We people are multidimensional, there’s so much to know about us.

Real Estate 195

Real Estate Sports Segment Outbound 195

The Pipeline

DECEMBER 14, 2020

A Note about Sales Scrum. It quickly became apparent that those of us involved that we had other priorities and opportunities that required our attention. It is called the Breakfast For Champions , you can see past episodes going back to August. By Tibor Shanto. And so it is with our podcast Sales Scrum.

Call-back 360

Call-back Webinar Metrics Sales Industry 360

No More Cold Calling

JUNE 8, 2023

We all had different points of view about lead generation , and conversations often got heated. I thought back on those meetings when I read Frank M. I recently learned that Franklin made this famous proclamation during a visit to Philadelphia, where he learned about the city’s fire prevention methods. That was in 1773.

Case Study 177

Case Study Insurance Insurance How To 177

Steven Rosen

AUGUST 2, 2022

I want to share a technique that can improve your effectiveness, help you achieve better results and get your life back! However, meetings and interruptions prevent most of us from having adequate time to focus. Focused Time Management is about blocking time for the activities that will generate results. Then just do it.

Cancellation 333

Cancellation Call-back Analysis Report 333

No More Cold Calling

JANUARY 5, 2021

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. That’s why I continue to share insights about prospecting, the importance of referrals, and what you should (and shouldn’t) do on social media.

Referrals 194

Referrals Cold Calling Call-back Social Media 194

Partners in Excellence

MARCH 27, 2024

Just got off a call with one of the best salespeople I’ve ever worked with. As we discussed the situation, he described the difficulties this customer had created in the past, he talked about how unreasonable they had been, how they weren’t meeting commitments they had made to him. These mindsets set us up for a fight.

Conversion 96

Conversion Call-back Positioning Meeting 96

The Pipeline

AUGUST 24, 2020

A great example of this Greek-like tragedy, is the never-ending debate about the best day to make prospecting calls? Many will tell you that their data has pinpointed the best day and time to make prospecting calls. This question is as old as time, imagine if the Serpent had speculated as to the best day to call on Eve?

Call-back 290

Call-back Pipeline Face-to-face Video 290

Mr. Inside Sales

SEPTEMBER 10, 2021

In my book, Power Phone Scripts , I talk about the secret of sales. All top producers know automatically how to respond to objections like: “I need to think about it.”. “I Response: “That’s perfectly fine—I like to think about things too, of course. Go back to your qualifying questions here and try to engage them.

Face-to-face 240

Face-to-face Objections Gatekeeper Decision Maker 240

No More Cold Calling

APRIL 9, 2020

Conversations without pitching—just full-on caring about the other person. This was the title of a blog post I wrote several years ago about how to attract sales prospects in a technology-focused world. Marketing automation, CRM, social media, and other technological tools enable us to sell more efficiently and cost effectively.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

The Pipeline

NOVEMBER 26, 2019

That desire to provide “an in-room experience” took hold and was further propagated by people who sold us voicemail. Believing that voicemail helps them move the call towards what a percipient may expect in a live call. Anyone who talks to you about how to alter your introduction for voicemail is sabotaging your success.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

Understanding the Sales Force

JULY 10, 2023

It’s been quite a while since I’ve written an article about the role that customer service plays in the retention and renewal of customers and accounts. Everything about their customer service is wrong. The company that used to provide us with Invisible Fence either merged with or was acquired by Invisible Fence.

Customer 156

Customer Wireless Customer Service Call-back 156

SalesLoft

MARCH 11, 2024

For him, it was easy to notice how much his team was better able to prioritize what they wanted to do in a day, whether that was sending emails, having phone calls, or even analyzing their past performances to see how to improve going forward. And he has no intention of going back to the days before. I’m doing more with less.

Marketing 98

Marketing Lead Rank Inbound Call-back 98

No More Cold Calling

JUNE 4, 2020

I wasn’t sure what the answer would be when I made the call. I made the call. It took Barb about a minute to say yes. I figured she wasn’t a shopper, and I was right about that. All the locals were out and about, walking in the parks, praying at church, and eating at sidewalk restaurants. Petersburg, Russia.

Travel 309

Travel eBook Call-back Cold Calling 309

Partners in Excellence

MARCH 22, 2024

Preface: “Yo dudes and dudettes… ,” in reading this I learned something new about Spence Wixom. I learned he is a surfer and that he was hitting the waves just about 30 miles north of where I was trying to hit the waves… Wish I had known back then, we could have had some great conversations waiting for the right wave.

Call-back 77

Call-back Construction Up-Sell Research 77

The Pipeline

OCTOBER 4, 2021

I had the opportunity to dissect a recorded Discovery call with a team last week. Specifically, how we use positive data in prospecting and Discovery, in this case the latter. The majority, I guess about 80%, don’t squeeze as much out of data as they could. Think of it as using data/stats to drive curiosity and dialogue.

Data 368

Data Objections ACT Lead Rank 368

Lessonly

JULY 9, 2020

People literally call her “Warpaint” because her face at practice and in competition is consistently focused and intimidating. Morgan’s love for skiing goes way back. Long story short, Morgan has bounced back from some major injuries, and her drive and grit are only on the rise. We need to talk… about practice.

Intent 26

Intent Face-to-face Social Media Travel 26