Sales 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. as this channel has become saturated. The problem of missing decisionmakers most often shows up when companies submit a proposal and never hear anything back. Where does this time go?

Territories 396

Territories Compensation Scale Decision Maker 396

The Pipeline

APRIL 2, 2019

I will be honest with you; I use voicemail to triage calls, protect my time and sanity. However, I do throughout the day listen to messages and get back with those that make sense to me or that caught my curiosity, based on my current goals or sensitivities. I want them to have my number because it makes it easy to call back.

Face-to-face 300

Face-to-face Call-back Case Study Banking 300

LeadFuze

MAY 31, 2021

What is a LinkedIn Profile Makeover. A LinkedIn profile makeover is a process of editing your profile so that it highlights the skills and experience you want to show to potential employers. LinkedIn is a social media network where professionals can connect with other people in their industry, find jobs, or meet new business partners.

Ideal Customer Profile 98

Ideal Customer Profile LinkedIn Social Media Engineering 98

The Pipeline

JULY 13, 2015

When you look at a platform like LinkedIn, it offers various means of seeking out many views of an issue, and engage others with differing. But then there are those that I call “Stink Bombers”, I am sure some of you know who you are right now without me going any further, but I will. This is about discussion, not declaration.

LinkedIn 120

LinkedIn Hiring Fashion Face-to-face 120

Hubspot Sales

OCTOBER 29, 2017

Whether you and your team need some bite-sized instruction, a full course correction or just a bit of motivation, there’s a wide variety of YouTube sales training channels that can help you. You'll find a short description of each channel as well as a few examples of especially informative or entertaining videos from each.

Channels 112

Channels Video Training Hiring 112

Sales Hacker

JUNE 24, 2020

There is a simple three-step mantra to generating more leads on LinkedIn (or any social media for that matter). Most B2B buyers happen to be on LinkedIn, so that’s where we’ll focus today. They attract 45% more opportunities and outsell non-social sellers by 78% (LinkedIn). I think it’s killing the modern LinkedIn strategy.

Lead Generation 92

Lead Generation Lead Rank Lead Scoring LinkedIn 92

MTD Sales Training

MARCH 31, 2020

Some have moved over to virtual channels like webinars and online training but a lot are just waiting it out. Don’t Panic – Step Back. Take a step back and start to plan what you can do. Have a “virtual coffee” over video or a call with a colleague. If applicable get on LinkedIn and start using it. Get Social.

Skype 246

Skype Webinar Metrics Call-back Exercises 246

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. New episodes will premiere on the third Tuesday of every month at 2:00 Pacific/5:00 Eastern on The Sales Experts Channel.

Gatekeeper 265

Gatekeeper Referrals Cold Calling Telemarketing 265

Autoklose

MARCH 11, 2024

Offer Valuable Business Advice Reach Out to Your Prospects Through Other Channels, Too Use Personalized Video Know When to Call It a Day In Conclusion Leverage the Reciprocity Principle In other words, the best way to start a long-lasting relationship with your prospects is by not asking them for anything. That’s right!

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Leads 98

Alice Heiman

APRIL 30, 2024

Watch below or on our YouTube channel Chapters [01:08] Welcoming Eddie Reynolds – Introducing Eddie Reynolds, an expert in revenue operations, to discuss the transformation of sales operations. [01:43] During his time at Salesforce, he covered high-growth VC-backed B2B SaaS companies, meeting hundreds of executive revenue leaders.

Revenue 62

Revenue Lead Rank Lead Scoring Sales Qualified Lead 62

Sales Evangelist

MAY 17, 2020

How To Leverage LinkedIn For Better Networking LinkedIn is an important social platform for people looking to broaden their network. In this episode, Bobbie Foedisch will be talking about how to leverage LinkedIn for better networking. Bobbie Foedisch is the founding partner and Chief Social Selling Officer at All About Leverage.

Networking 52

Networking LinkedIn Ideal Customer Profile Face-to-face 52

No More Cold Calling

AUGUST 19, 2014

He probably just wants to win the contest at his company for bringing back the most cards. That’s why I resonated with Tom Scearce’s LinkedIn article, “ Social Media—Don’t Be THAT Guy.” He writes: A few years back I moderated a webinar for a San Francisco B2B media company called Tippit, now Ziff-Davis B2B Focus.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

Alice Heiman

NOVEMBER 1, 2023

With no one to sell but herself she picked up the phone and called the people she knew and that got her started, but it wasn’t enough. She took a course and quickly learned that sharing content on LinkedIn about her journey as an entrepreneur would drive traffic, but she didn’t do it for that alone.

Webinar Metrics 91

Webinar Metrics Real Estate Lead Rank LinkedIn 91

Janek Performance Group

DECEMBER 20, 2023

These are scheduled for fixed days, times, and channels, such as phone calls, emails, LinkedIn requests, etc. Use a variety of methods, including: Phone calls Phone calls with voicemails Emails Social media There is no set answer which goes first. Some sellers start with phone calls and voicemails.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Vengreso

JUNE 12, 2023

Build Your Brand Instead of training, first you must arm sales reps with a LinkedIn profile optimization. A buyer-centric LinkedIn® profile serves as a foundation that prepares a seller for training to implement new modern sales techniques. Also, make sure you check out our tips for creating the perfect cold calling scripts! #2

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Increase Sales

FEBRUARY 17, 2015

LinkedIn continues to grow in popularity as a social media channel as well as sales leads tool. One way to attract attention and build credibility are LinkedIn Endorsements. These skill sets pop up as one views the LinkedIn profiles of others or even one’s own profile. 1) LinkedIn Training. (2) 4) Coaching.

LinkedIn 70

LinkedIn Ideal Customer Profile Face-to-face Lead Rank 70

Zoominfo

JANUARY 12, 2021

Instead of existing customers having to go call a customer service line, they can simply direct message a company and get a speedy response. In fact, 65% of people aged 18-34 believe that social media is an effective channel for customer service. For example, most B2B companies have a larger presence on LinkedIn than Instagram.

Social Media 200

Social Media Media Strategy Benefit 200

No More Cold Calling

JUNE 9, 2019

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Sales Evangelist

APRIL 12, 2021

LinkedIn is a platform that opens many opportunities. In this episode, Daniel Disney joins Donald Kelly as they talk about how you can use social selling to turn LinkedIn into a lead, sales, and revenue-generating machine. Generating leads on LinkedIn Everyone can play the social selling game on LinkedIn.

LinkedIn 40

LinkedIn Social Selling Lead Rank Lead Scoring 40

Anne Miller

OCTOBER 23, 2020

Warm introductions are always better than cold calls. Check out LinkedIn and your internal company contacts to see who might know your prospect and request to be introduced to that person. For more on selling by referral, check out, “No More Cold Calling” by referral selling expert, Joanne Black. Do Something Unexpected.

Prospecting 162

Prospecting Cold Calling Referrals Guarantee 162

Sales Evangelist

APRIL 12, 2021

LinkedIn is a platform that opens many opportunities. In this episode, Daniel Disney joins Donald Kelly as they talk about how you can use social selling to turn LinkedIn into a lead, sales, and revenue-generating machine. Generating leads on LinkedIn Everyone can play the social selling game on LinkedIn.

LinkedIn 40

LinkedIn Social Selling Lead Rank Lead Scoring 40

Sales Evangelist

APRIL 12, 2021

LinkedIn is a platform that opens many opportunities. In this episode, Daniel Disney joins Donald Kelly as they talk about how you can use social selling to turn LinkedIn into a lead, sales, and revenue-generating machine. Generating leads on LinkedIn Everyone can play the social selling game on LinkedIn.

LinkedIn 40

LinkedIn Social Selling Lead Rank Lead Scoring 40

Sales Hacker

MARCH 16, 2020

The standard, inbound-lead, follow-up cadence primarily consists of phone calls, email, and LinkedIn. The 2016 Sales Development Benchmark Report indicated that SDRs who leveraged a triple touch approach (phone, email, LinkedIn) had a 28% higher SQL conversion rate than SDRs who only used phone and email. How are you?

Follow-up 110

Follow-up Examples Lead Rank Marketing Qualified Lead 110

Autoklose

MARCH 25, 2024

Aim for as many as 30 touches — a combination of LinkedIn connection requests, emails, and video or voice messages— over a few weeks. Michael suggests using a LinkedIn connection request as your first touch. Michael and his team at Growth Genie have had success offering pieces of free content upfront, tying in calls to action.

Conversion 52

Conversion How To Case Study Webinar Metrics 52

Alice Heiman

JANUARY 24, 2023

If buyers won’t take cold calls and they are deleting your email how do you generate leads? Many of our guests are moving back to a founder led sales approach and have found huge success in being the chief lead generator. Watch the podcast below or on our YouTube channel. What is your role in sales currently?

Cold Calling 128

Cold Calling Guarantee Networking Lead Generation 128

Partners in Excellence

NOVEMBER 30, 2023

The first sentence of the LinkedIn message was not dissimilar to the majority of emails and LI messages I get. Of course, this individual has never looked at my LinkedIn profile, which might be a place to start learning about me. It’s not a sales call, it’s pure value for you to check out and see if it’s a fit. What do you say?

Company 109

Company Ideal Customer Profile Scale Construction 109

The Pipeline

MAY 8, 2018

The best results happen when salespeople used a combination of telephone, e-mail and LinkedIn, consistently better than any other permeation. Most people hate voice-mail, due to a deadly combination: 80% or more calls made will go to voice-mail. One Of Sale’s Ironies. Live or Memorex. Real Inbound.

Inbound 268

Inbound Call-back Cold Calling Objections 268

Partners in Excellence

FEBRUARY 26, 2020

Someone tried to suck me into a LinkedIn discussion on cold calling today. The article declaring cold calling dead was written by a colleague I deeply respect, and I have no disagreement with the points in her article. I’ll look at a variety of aspect of cold calling. What is cold calling?

Cold Calling 112

Cold Calling Direct Mail Ideal Customer Profile Channels 112

Sales Hacker

JANUARY 30, 2024

MQLs aren’t created equal Depending on the channel or entry point, MQLs convert to pipeline at vastly different rates. Similarly, direct traffic and paid social channels yield significantly different outcomes. This variance casts a shadow of doubt on the reliability of MQLs as a key performance indicator.

Lead Rank 91

Lead Rank Marketing Qualified Lead Pipeline Top of Funnel 91

Zoominfo

APRIL 16, 2022

They had a system of tried-and-true tactics for making sales calls and historical data that supported what worked best. Suddenly, cold calling — one of the most challenging parts of sales — got tougher. In today’s environment, it’s getting harder to connect with prospects on a cold call. The worst day to call?

Cold Calling 100

Cold Calling Channels Demand Generation Agencies Call-back 100

Partners in Excellence

JANUARY 21, 2022

I was reading a LinkedIn article on “Cold Calling… ” I’m beginning to think articles or surveys about cold calling happen when you don’t have anything else to talk about. The topic of cold calling will always raise opinions — however well or poorly informed those might be.

Cold Calling 93

Cold Calling Channels Fashion Call-back 93

Sales Evangelist

JANUARY 15, 2021

LinkedIn is a good place to prospect. In this episode, listen and learn as Brynne Tillman and Donald talk about how to convert your LinkedIn connections into meaningful conversations. When is LinkedIn ineffective? Back in the early months of 2020, people connected with others and then threw their pitch in.

LinkedIn 40

LinkedIn Conversion Lead Rank Lead Scoring 40

Sales Evangelist

JANUARY 15, 2021

LinkedIn is a good place to prospect. In this episode, listen and learn as Brynne Tillman and Donald talk about how to convert your LinkedIn connections into meaningful conversations. When is LinkedIn ineffective? Back in the early months of 2020, people connected with others and then threw their pitch in.

LinkedIn 40

LinkedIn Conversion Lead Rank Lead Scoring 40

Adaptive Business Services

FEBRUARY 16, 2022

As far back as 2010 (maybe even earlier), I was writing quite a bit about how CRM was not addressing the fact that people were now connecting, conversing, and developing relationships on the new social channels. Well, I call b t. LinkedIn killed it. . And, who now owns LinkedIn? I was lamenting more than writing.

CRM 77

CRM Social Media Microsoft Ideal Customer Profile 77

SalesHandy

JULY 5, 2021

The idea of engaging a lead over traditional channels like email and phone is quickly going stale as most salespeople have crowded towards them. Apart from this – working professionals, who make up for B2B buyers and users, tend to spend less time on these channels. All by focusing on one social channel of your choice.

Social Media 98

Social Media Social Selling Media Sales Qualified Lead 98

Sales Evangelist

JANUARY 15, 2021

LinkedIn is a good place to prospect. In this episode, listen and learn as Brynne Tillman and Donald talk about how to convert your LinkedIn connections into meaningful conversations. When is LinkedIn ineffective? Back in the early months of 2020, people connected with others and then threw their pitch in.

LinkedIn 40

LinkedIn Conversion Prospecting Lead Rank 40

Sales Evangelist

APRIL 19, 2021

In this episode, Jose Quiroz joins Donald Kelly to talk about the easy ways to make new LinkedIn connections without sounding spammy. The first mistake that salespeople make on LinkedIn is that they try to figuratively get to the wedding chapel right away without doing the first dates and the video calls.

LinkedIn 40

LinkedIn Top of Funnel Scale Funnel 40