The Pipeline

NOVEMBER 13, 2014

Said the Cold Call To The Socialite. Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling. Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling. Let’s Spin Some Stats!

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Tenbound

APRIL 19, 2024

What’s the best cold call opener? It is also important that the Sales/Business Development Team and Leadership value their Sales Partners for their territory knowledge, sales expertise, guidance to the SDR, and goodwill. Which subject lines and email templates are working? Who is using video successfully in their prospecting?

Territories 45

Territories Cold Calling Pipeline Webinar Metrics 45

The Pipeline

JANUARY 22, 2019

At its root, whatever we may call it, it is a reaction to something we said. By going on offence, I am not suggesting putting the buyer on the defensive, which is what many do these days by questioning what the prospect they called is using and why. By Tibor Shanto. You are the Subject Matter Expert after all.

Objections 267

Objections Prospecting SME Cold Calling 267

Mr. Inside Sales

MARCH 25, 2021

Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc., They make more prospecting calls. They make more upsell calls.

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

Shari Levitin

MARCH 9, 2023

Empathy in elephants, the idea that “emotions are contagious,” is backed by science. It’s easy to put off sending emails, cold calling and stalking new territories, but like the leopard, this is the lifeblood of your business. Upon completion, the rest of the herd will join the mother to pay homage. Quick question?”

ACT 118

ACT Territories Sports Cold Calling 118

Adaptive Business Services

JANUARY 17, 2024

Who likes cold calling? Not me, and if you say that you do … I would say that you are a … Back to 2006. I scoured my territory for potential opportunities and found several hundred. Back to networking. I am a referral junkie. I became an independent contractor. fits into that. Give before asking.

Networking 71

Networking Buyer Persona Ideal Customer Profile Construction 71

The Sales Hunter

MARCH 7, 2014

Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling. Hesitation to call customers and especially to call prospects. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Zoominfo

DECEMBER 16, 2019

In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. Is cold calling dead? Today, rather than tell you cold calling is alive and well, we’re going to prove it with real-world results.

Cold Calling 200

Cold Calling Call-back Competition Scale 200

The Pipeline

JULY 16, 2012

Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?”

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

No More Cold Calling

OCTOBER 16, 2014

Murrow, played by David Strathairn , you’ll be transported back to a pivotal era in TV broadcasting: the early 1950s. This was the generation of so-called “latch-key” kids. The Lesson for Salespeople This isn’t just dangerous territory for families; it also makes for bad business.

Face-to-face 291

Face-to-face Transportation Pivotal Social Media 291

Sales Evangelist

JULY 3, 2023

In this episode, Donald Kelly meets with sales expert Jeremy Chen to discuss the dreaded cold call. Chen’s sales team primarily uses cold calling to generate business, but that’s not why he’s so passionate about it. He’s passionate because, in his words, “a cold call saved his life.” Just make the call.

Pipeline 40

Pipeline Cold Calling Strategy Call-back 40

Shari Levitin

JUNE 14, 2023

Empathy in elephants, the idea that “emotions are contagious,” is backed by science. It’s easy to put off sending emails, cold calling and stalking new territories, but like the leopard, this is the lifeblood of your business: • Set Aside Time to Prospect: Prospecting is an easy thing to neglect; like doing the laundry, it piles up.

ACT 62

ACT Territories Cold Calling Exercises 62

Zoominfo

JUNE 6, 2019

So, whether you’re a new sales rep or just looking for a refresher, today’s post will take you back to the basics of what prospecting is in sales and how to improve your B2B prospecting strategy. Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. Set small goals.

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

MTD Sales Training

JANUARY 18, 2018

This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. Many salespeople think it’s an easy ride; no more cold-calling , no more traffic jams, no more four or more calls a day. First, ask if they know what it means to be a manager.

Sales Management 192

Sales Management Salary Promotion Cold Calling 192

Anthony Iannarino

MAY 18, 2019

I made cold calls out of the phone book, more specifically, the business section of the white pages. I dialed from 8:00 AM until Noon, went to lunch with people on my team, and returned to the office to make calls from 1:00 PM until 5:00 PM. When I first started selling, I had no existing clients and no other responsibility.

Prospecting 101

Prospecting Call-back Cold Calling Territories 101

The Pipeline

AUGUST 23, 2012

Rejection comes with the territory and simply cannot be a deterrent for future attempts. In a market that is increasingly concerned with “inbound” techniques , the traditional sales call is more powerful than ever. Whether a cold call or an arranged one, clients are more appreciative of the human connection than ever before.

Trade Show 243

Trade Show Small Business Small Business Call-back 243

Hubspot Sales

MAY 2, 2022

In some cases, a BDR will conduct a discovery call to qualify leads before moving to the next step. This type of lead requires "cold outreach," namely cold calls and emails. This entails creating prospecting lists, defining territories, and finding new markets and channels — all tasks unique to this role.

Sales Qualified Lead 77

Sales Qualified Lead Lead Rank Lead Scoring Outbound 77

SalesLoft

FEBRUARY 19, 2020

Objections come with the territory when making cold calls. Attend to hear Kevin Dorsey, VP of Inside Sales at PatientPop, share how to handle objections and bounce back from rejection. . It’s a challenge to handle these situations gracefully, let alone turn them around.

Revenue 95

Revenue Scale Inside Sales Cold Calling 95

The Sales Association

NOVEMBER 9, 2011

Cold Calling Lives. If you are anything like me, you are sick and tired of hearing reports that cold calling is dead, especially when as part of your role you are required to cold call. In the description of the job you applied for, they specifically said there would be no cold calling.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

Sales Hacker Training

JUNE 17, 2020

As someone who has hired sales professionals for over 15 years — both as a sales leader/hiring manager, as well as a consultant helping start-ups with their early-stage sales hires — I made the decision a while back to stop asking candidates about their quota attainment in prior roles. Is the role primarily an outbound or cold-calling role?

Quota 123

Quota Hiring Cold Calling Sales Methodology 123

Mr. Inside Sales

MARCH 16, 2020

We’re all in unchartered territory now. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. “We’re just not doing anything until this virus situation is settled…”. Sound familiar? And for good reason.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

Hubspot Sales

JANUARY 31, 2018

Cold calling. If you’re still cold calling prospects and think it’s a great way to generate new opportunities, stop selling now. Cold calling is hard, wasteful, ugly, and negatively impacts your brand and potential success -- it's also not nearly as effective as inbound selling. Drop the 18 tactics below.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Adaptive Business Services

FEBRUARY 6, 2019

I started my B2B selling career in 1977 and our program was pretty simple … make 30 face-to-face cold calls every day. Well, I’m here to tell you … making cold calls in the heat of summer in a three-piece wool suit and a tie, day in and day out … ain’t much fun. Still, back then … whatcha’ gonna’ do? True story.

Networking 48

Networking Cold Calling Epiphany Face-to-face 48

Anthony Iannarino

AUGUST 9, 2020

I started making cold calls when I was fifteen years old. I left my job washing dishes at a large banquet center and started calling community leaders to ask them to host a bike-a-thon for a popular charity. While other people found ways to avoid making calls, I dialed one phone number, followed by the next.

Prospecting 84

Prospecting How To Cold Calling Harvest 84

Chorus.ai

NOVEMBER 27, 2019

And while deflections and rejections come with the territory of sales, that doesn’t mean simply giving up on a hard-earned prospect who throws up a wall. For example, the go-to response to “I’m running into a meeting,” is “When is a better time to call?” I tell them to be upfront about why they messed up the call,” she says.

Objections 62

Objections Cold Calling Face-to-face GoldMine 62

The Pipeline

MARCH 18, 2011

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. There are a dozen sales tasks we put off because they are scary – calling back decision-makers or prospecting for the right point-of-contact at our optimal contact. And that’s holding us back and making us losers. Cold calling.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

SBI Growth

OCTOBER 5, 2012

Same Old Quota: Back in the day, just getting past the gatekeeper and into the corporate office required a lot of legwork. Some even proactively call you. They continue to hit slightly larger numbers from the previous year, but spend much less time prospecting and cold-calling. They've stopped hunting for new clients.

Compensation 257

Compensation Company Hiring Salary 257

The Pipeline

OCTOBER 7, 2011

The rest was easy, I just watched who was hanging around the rest of the week, and who was “out there” Sure enough, the reps who were at the top of the leader board were usually out during the day, and when they were in, they were doing things, looking like they were in a hurry to get back “out there” again.

Pipeline 210

Pipeline Top of Funnel Cold Calling Territories 210

SBI

SEPTEMBER 9, 2020

Let’s call it a sense of purpose. He reminded me of another person I had an opportunity to know a long while back. When he came to town, I took the opportunity to bring him along on an important sales call with a large defense manufacturer. We treat our territories like our own businesses. John Morgridge.

Hiring 120

Hiring Call-back Commission Up-Sell 120

The Pipeline

AUGUST 10, 2011

A few weeks back, I was working with the folks at NetProspex to come up with a way to help clients improve their sales success. Cold calling. Territory Alignment. Cold Calling Now. A Random Walk Up Sales Street. Appointments. Book Notice. Book Review. Business Acumen. Buying Process. Communication.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

Adaptive Business Services

SEPTEMBER 6, 2017

I began my B2B selling career back in 1977 when I went to work for a national company and I was assigned a geographic territory in Los Angeles where I was expected to make 30 in-person cold-calls each day. 30 calls yielded 6 face-to-face meetings per day. The numbers did work …. 6 meetings = 1 trial placement.

Face-to-face 48

Face-to-face Territories Cold Calling Commission 48

The Pipeline

APRIL 27, 2011

As with many things in sales, it is not always about what you do, but why you do things, what your objective should be and how to properly execute to create the right balance and get a good number of calls back. Cold calling. Territory Alignment. Cold Calling Now. " A Christmas Song. Book Notice.

Pipeline 223

Pipeline Cold Calling Hiring Compensation 223

The Pipeline

FEBRUARY 24, 2012

We have all seen this game being played, and as with casino roulette, few win big, but they do regularly win enough to keep them coming back again and again. Cold calling. Territory Alignment. Cold Calling Now. " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice. Book Review.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

AUGUST 5, 2011

It allows you to make contact notes, set reminders to follow up, and track phone calls and meetings. Everything can sync back to your calendar and/or email to help keep you organized. Because Soonr operates in the cloud, any changes made from your mobile device are automatically saved and synced back to your desktop. Voice mail.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

JANUARY 11, 2012

However, is it a blank slate, has the clock rolled back to the start, allowing you to start things a new, or did we just cross a marker in a continuing trek forward? Cold calling. Territory Alignment. Cold Calling Now. " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

A Sales Guy

JUNE 11, 2012

A seasoned sales professional and friend of mine was lamenting that his company requires him to make 25 cold calls a day. Making him do 25 cold calls a day is telling him how to do his job and just getting in his way. You’ll have to come back for that. Yes, I said “requires.” He is on target.

Cold Calling 117

Cold Calling Territories Coaching Study 117

LeadFuze

DECEMBER 31, 2021

Cold calling is too hard. My territory is too small, and I dont have enough opportunities. Cold Calling Doesnt Work. Cold calling has been and still is a successful way to market products. The reason why you might not like cold calling is because its just not for everyone.

Cold Calling 52

Cold Calling Lead Rank Sales Qualified Lead Hiring 52