Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. However, as the sales environment shifts, sellers must update how they prospect. Last July, we hosted the webinar, Mastering the Art of Prospecting: Key Strategies for Success. Here, we examined the fundamental principles of modern prospecting.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Hubspot Sales

FEBRUARY 13, 2023

Business networking can open up doors. You’ll find new job opportunities, industry knowledge, recruitment leads, and prospective clients you might not have had access to otherwise. However, with more people working from home, it is harder to network in person now than it used to be. Savannah's right.

Networking 79

Networking Face-to-face Hiring Ideal Customer Profile 79

No More Cold Calling

OCTOBER 1, 2020

Get the latest from No More Cold Calling. They simply hadn’t built their networks or their confidence. I’m calling it out, because everyone feels the same way. And then you might owe them something back. Research shows cold calling scripts and tricks don’t work, but referrals do. That’s embarrassing.).

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. Even so, emails and cold calls aren’t going to help your business recover. They recognized that asking clients for referrals was the way to gain access to prime prospects.

Referrals 371

Referrals Cold Calling Sales Qualified Lead Call-back 371

John Barrows

AUGUST 22, 2018

Why this process is important: This process is important because attending networking events is an extremely effective way to have direct face to face contact with potential customers and partners for your business. However, attending a networking event without preparation or a strategy can be a complete waste of time.

Networking 140

Networking Sales Qualified Lead Face-to-face Follow-up 140

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. Smarter approaches to prospecting are needed. One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company.

Territories 396

Territories Compensation Scale Decision Maker 396

LeadFuze

NOVEMBER 30, 2021

Today, sales professionals are using social networks like Facebook and Instagram to build their trusted network. The only difference is that they†ve replaced in-person networking events with these types of interactions. I†ve seen a lot of benefits from my LinkedIn network, and I want to share 4 ways you can start using it.

Networking 52

Networking LinkedIn Social Media Banking 52

Score More Sales

OCTOBER 21, 2013

Networks are important for sales professionals. You need to create a network that has clients, prospective clients, referral partners, other partners, past and present colleagues, and vendors. I like to think of networks like wheels with a hub and lots of spokes. A Sellers Network.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

No More Cold Calling

DECEMBER 21, 2023

Here’s what you might have missed from No More Cold Calling this quarter. I’m introducing a Referral Selling System to ensure companies build a referral culture, source only qualified leads, get meetings with their prime prospects, and close business quickly. It’s an exciting time: The time of year to construct your business future.

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

Understanding the Sales Force

SEPTEMBER 14, 2014

All sales calls were face-to-face (no phones) and the sellers traveled by horse, canoe, boat and later, ship. Then, in the mid 1980''s, the invention that would bring prospecting to the next level came along. Back then a PC''s primary use was for spreadsheets and word processing. Understanding the Sales Force by Dave Kurlan.

Prospecting 274

Prospecting Face-to-face Direct Mail Travel 274

Hubspot Sales

SEPTEMBER 20, 2022

With social media, you can prospect at your fingertips — and sidestep the awkwardness of a traditional cold call. The HubSpot Blog surveyed 500+ sales professionals to uncover the best social media channels for prospecting. What is social prospecting? The Best Social Media Channels for Prospecting in 2022.

Social Media 92

Social Media Channels Media Prospecting 92

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. But very few understand how to incorporate technology into their prospecting strategy. The Evolution of Cold Calling. Talk about rude and disengaging behavior!

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

OCTOBER 1, 2021

Plus, here’s what you might have missed from No More Cold Calling this summer. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. On that note, take a look at what you might have missed from No More Cold Calling about relationship building and referral selling …. Try This. “My

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

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. Either way, that deal is probably going nowhere.

Research 127

Research Prospecting Face-to-face Twitter 127

No More Cold Calling

MARCH 5, 2015

” That’s what a shocked colleague asked when I told him I was including my entire referral process in my first book, No More Cold Calling. Today, we don’t call this giving stuff away. We call it “social engagement,” and it’s critical to increasing B2B sales effectiveness. In doing so, we become trusted resources.

Networking 120

Networking Social Media Referrals Cold Calling 120

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. For sellers, this makes access to prospective buyers the first chokepoint. How do you get access to your prime prospects?

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

NOVEMBER 8, 2021

Your referral network is your net worth in sales. I didn’t have time to catch up with clients and nurture my professional networks. We get so busy prospecting and working heads-down on new client projects, that we neglect our current clients. Which reminds me, I need to get back in touch with some of my favorite people.

Referrals 227

Referrals Customer Revelation Networking 227

Adaptive Business Services

MARCH 20, 2019

I have spent a lot of time recently contemplating the state of outbound prospecting. I also need to make it very clear that, as we discuss these methodologies, we are looking at them for use in cold prospecting. We also have direct messaging on most social networks. Bring donuts and you have Enhanced Face-to-Face Cold Calls.

Cold Calling 48

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

Vengreso

JANUARY 18, 2022

Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. It is through the use of the right B2B prospecting that we can continue to succeed in this always-evolving field. But before we start, let’s define what sales prospecting is.

Tools 132

Tools Prospecting Top of Funnel Ideal Customer Profile 132

SBI Growth

OCTOBER 1, 2012

There is an evolving marketing tactic called ‘ Remarketing ’ that your marketing team should embrace. Those prospects will spend time reviewing your content , then leave to compare your products/services with those of your competitor. A world class marketer today leverages remarketing to recapture those prospective leads.

Advertising 297

Advertising Advertising Lead Rank Leads 297

Hubspot Sales

NOVEMBER 22, 2021

LinkedIn provides access to an ocean of prospects and some valuable insight into what makes them tick — but connecting with them is a struggle in itself. Prospecting on the network is every bit as tricky as it is potentially productive, and if you want to do it effectively, you need to master the art of the LinkedIn sales message.

LinkedIn 120

LinkedIn Prospecting How To Fashion 120

No More Cold Calling

JUNE 6, 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. But very few understand how to incorporate technology into their prospecting strategy. The Evolution of Cold Calling. Talk about rude and disengaging behavior!

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Sales 2.0

OCTOBER 30, 2019

In my last post I went through the math on traditional cold calling. There’s an alternative way to get meetings with prospective clients, but sales people don’t generally use it. Oddly enough they often do use it when they need a job and in this case they call it “networking”. Back to the math. Cold or social?

Cold Calling 170

Cold Calling Referrals Scale Networking 170

Keith Rosen

OCTOBER 20, 2013

Professional networking functions provide access to qualified prospects—fast. Networking events are still one of the most effective ways to connect and foster relationships with the right people—people who you would not normally have the opportunity to meet with face to face. Let’s define what networking actually is.

Networking 132

Networking Cold Calling Face-to-face Objections 132

Hubspot Sales

JANUARY 14, 2021

In fact, in the RAIN Group Center for Sales Research’s study, Top Performance in Sales Prospecting , we found significant differences in how top performers generate conversations and the quality of those conversations compared to everyone else. In the study, we found that nearly half of respondents don’t enjoy the time they spend prospecting.

Prospecting 127

Prospecting Lead Rank Lead Scoring Proposal 127

PandaDoc

FEBRUARY 24, 2023

In order to develop an efficient sales process, every company must develop a sales prospecting strategy as a priority. Thus, successful commercial prospecting will allow your company to increase sales, revenue, and customer lifetime value. Finding prospects through social networks has become essential for salespeople.

Paid Content 52

Paid Content Channels Webinar Metrics Ideal Customer Profile 52

PandaDoc

FEBRUARY 24, 2023

In order to develop an efficient sales process, every company must develop a sales prospecting strategy as a priority. Thus, successful commercial prospecting will allow your company to increase sales, revenue, and customer lifetime value. Finding prospects through social networks has become essential for salespeople.

Paid Content 52

Paid Content Channels Webinar Metrics Ideal Customer Profile 52

The Pipeline

APRIL 30, 2019

The expression ‘Cold Call’ brings an immediate visceral reaction from people, when it shouldn’t. on the other hand, a cold call by another name is just direct contact. When I say cold calling, I specifically refer to calling someone when that call is not previously scheduled. Cold Calls Drive Pipeline.

Cold Calling 290

Cold Calling Call-back Commission Networking 290

Alice Heiman

MARCH 7, 2023

A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an appointment for an Account Executive (AE) to deliver a sales pitch. The SDR in turn calls the prospect and sets up a sales call for the AE to pitch. Good salespeople don’t sit back and wait.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. In fact, they didn’t even need to talk to prospects, because they had great tech tools. The phone works. It doesn’t crash, and we know how to use it.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

eGrabber

SEPTEMBER 5, 2023

One critical aspect of your role is B2B sales prospecting – identifying potential leads that align with your target audience and business goals. However, traditional sales prospecting methods can be time-consuming and resource-intensive, often leaving little room for other essential tasks. Book 3x More Demos & Exceed Sales Quotas!

Ideal Customer Profile 59

Ideal Customer Profile B2B Prospecting Lead Generation 59

Sales and Marketing Management

JUNE 25, 2018

How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. Get a standing desk and pound out 50 triples; call me in the morning. Go network at all costs. Your net worth is the size of your network. (h/t Bank on it!

B2B 319

B2B Banking Conference Decision Maker 319

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Sales and Marketing Management

FEBRUARY 23, 2020

A psychological concept called the “Forgetting Curve” suggests that people lose information over time when they make no effort to retain it. Thankfully, there’s a framework backed by brain science for getting people to act on the 10% you want them to remember. It’s called the Prospective Memory Model.

Intent 296

Intent ACT Influencer Call-back 296

Sales Evangelist

JUNE 14, 2020

How to Network Your Way into Value Building your network is an important step in being a success in sales. With a good network, you’re able to network your value. Defining networking and value Curt points out that networking isn’t about the people you know, it’s about the people who know you.

Networking 52

Networking Lead Rank Lead Scoring How To 52

No More Cold Calling

JULY 20, 2017

Today, they’re even more important—and more powerful—than they were back then. Too many account based selling teams over-rely on technology to reach their prospects. They believe the fastest ways into the C-suite are digital: targeted emails, cold calls , social media outreach, and inbound marketing automation. I was wrong.

Account 285

Account Referrals Lead Generation Cold Calling 285

No More Cold Calling

SEPTEMBER 7, 2012

I neglected to make time to call and ask for referrals.” She avoided calling, connecting with her clients, and asking for an introduction to her Ideal Client. Certainly not cold calling. Make one more call a day. These networking activities equate to 20 outreach calls or referral meetings a month.

Referrals 219

Referrals Prospecting Cold Calling Call-back 219