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. And certainly not when you cold call. Consider the opposite sales approach.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

No More Cold Calling

DECEMBER 30, 2014

Here’s what you might have missed from No More Cold Calling this month. Which broken sales strategies should we leave in the past (ah-hem, cold calling )? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

SalesFuel

APRIL 25, 2024

To get a leg up on account management, review your account list from last year: How much of your business came from renewing customers? How much from cold calling? The industry survey shows that nearly half (46%) of companies reported 76% to 100% of sales came from repeat business. How much came from referrals?

Hiring 52

Hiring Scale Referrals Promotion 52

No More Cold Calling

SEPTEMBER 2, 2014

Your resources (and energy) will be drained. Worst of all, PITA clients waste time, energy, and creativity that would be better spent serving your Ideal Clients —the ones who are a pleasure to work with, give you what you need to help them grow their businesses, spend lots of money, and then offer referrals to other great clients.

Referrals 274

Referrals Case Study Energy Margin 274

No More Cold Calling

AUGUST 15, 2013

The average tenure of a sales manager is just 18 months. Yet, our sales teams need strong leaders more than ever. Sales is not a job for the faint of heart. Sales is not a job for the faint of heart. Sales management is not a job for the faint of heart either. You’re a salesperson.

Face-to-face 234

Face-to-face Referrals Salary Cold Calling 234

Nutshell

SEPTEMBER 9, 2020

Sales managers are responsible for growing revenue. That means 1) providing sales reps with the guidance they need to continuously improve, 2) building a sales process that gives reps the best chance at closing each lead, and 3) understanding which efforts are moving the needle and which are a waste of energy.

Software 71

Software Software Tools Sales Management 71

No More Cold Calling

SEPTEMBER 6, 2018

I worked there for eight years in sales and sales management positions. Sales leaders discount the time, energy, and investment (yes, investment) that it takes to execute the best referral programs and to clock repeatable, measurable referral results. One could argue that sales managers don’t know how to coach.

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

Keith Rosen

DECEMBER 4, 2019

Here’s how to overcome sales and prospecting reluctance permanently to become a fearless rainmaker and prospecting prodigy. Are you aware of the limiting thinking you may be harboring towards selling, cold calling and your prospects? The real issue is not tapping into the source of cold calling reluctance.

Cold Calling 71

Cold Calling Prospecting Face-to-face Social Media 71

Keith Rosen

OCTOBER 14, 2013

My cold calling book was released almost 10 years ago, yet the lessons around developing a healthy mindset when selling are just as relevant and critical today when it comes to determining how successful a salesperson you can be. Look at some of the limiting beliefs that contribute to cold calling reluctance that we mentioned earlier.

Cold Calling 125

Cold Calling Energy Sales Coaching Coaching 125

No More Cold Calling

JANUARY 16, 2014

Check out the latest from No More Cold Calling for referral-selling practices that will save you time and money, and fill your pipeline for 2014 and beyond: No Toys at the Table. Over the past several months, we’ve discussed how technology addiction can be detrimental to your sales career. Message to Management: The No.

Referrals 224

Referrals Cold Calling eBook Small Business 224

No More Cold Calling

JANUARY 20, 2015

He writes: Are you working up a sweat just trying to decide where to focus your social selling energy? In fact, many sales people find themselves between a treadmill and the free weights, trying to guess which is most effective at producing the biggest, best social selling muscles. You’re not alone. Sound exhausting? Read more.)

Referrals 120

Referrals Energy Social Selling Proposal 120

No More Cold Calling

JANUARY 13, 2015

Get Proactive Sales leadership expert Kevin Davis puts this issue into perspective in his blog post, “ 5 Things Proactive Sales Managers Do Differently.” He shares the story of a Fortune 500 company that hired him to evaluate their sales management practices. They all get dumped in the sales manager’s lap.

Coaching 120

Coaching Hiring Small Business Small Business 120

Keith Rosen

APRIL 17, 2019

Unfortunately, when managers collapse closing with coaching, the results can be catastrophic. To make matters worse, if you’re a sales manager who used to be a salesperson, it’s in your DNA to ask rapid-?re Isn’t My Experience and Top Sales Performance Why I got Promoted? There’s no such thing as CLOACHING!

Coaching 117

Coaching Sales Management Intent Report 117

No More Cold Calling

JUNE 18, 2015

Now imagine a sales world where you only meet with clients who want to meet with you —a world where you never have to cold call, send prospecting letters, pester strangers on social media, or entice clients with special offers. How much time and energy do you typically spend getting in front of the right people?

Referrals 120

Referrals Cold Calling How To Call-back 120

Anthony Iannarino

MAY 31, 2019

The first way to improve your prospecting results is to acknowledge how imperative it is to getting sales results and treat it accordingly. Improving your prospecting results begins with setting aside the time and the energy to prospect each and every day. If you are great at cold calling, you should absolutely focus on cold calling.

Prospecting 105

Prospecting Cold Calling eBook Networking 105

No More Cold Calling

FEBRUARY 26, 2015

Things you need to know—but might have missed—from No More Cold Calling this month. But it should be a year-round priority for sales executives who want to build winning teams. Associations Enterprise Sales Management Salespeople Small Business' Here are three ways NOT to get deleted on LinkedIn. Read more.).

Referrals 120

Referrals Cold Calling Small Business Small Business 120

No More Cold Calling

JANUARY 22, 2015

I challenge tired prospecting techniques like cold calling, direct-mail campaigns, and advertising—and the expectation that these activities actually attract great clients. I’ll put the same challenge to all women (and men) in sales. Don’t let the corporate world gobble up all your energy and dull your creativity.

Cold Calling 120

Cold Calling Direct Mail Hiring Small Business 120

Vengreso

JUNE 6, 2023

Consistently Prospect for New Opportunities Use social media, industry events, email campaigns, cold calling, and referrals to find new prospects. Read our Definitive Prospecting Guide for sales management to grow pipeline. Engage in Meaningful Conversations As a Sales Strategy Build trust by being genuine and empathetic.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Hubspot Sales

MARCH 19, 2022

Experience working in a goal driven environment means that you've followed a specific, goal-driven sales strategy in a previous sales role. One example of working in a goal driven sales environment would be if your team has been tasked with increasing month-over-month revenue by 10%. output metrics, like conversion rates).

Hiring 118

Hiring Lead Rank How To Cold Calling 118

Close.io

MARCH 17, 2020

At its core, stress management really means emotional management. The more capable you are of recognizing, realizing, and managing your emotions, the more control you have over your time, your energy, and your focus. Because I didn’t make enough cold calls.”. Because I didn’t make enough cold calls.

Quota 126

Quota Cold Calling Exercises Face-to-face 126

Anthony Iannarino

NOVEMBER 13, 2019

Oh, and then there are cold calls. If you want more meetings, increasing the activity (inputs) invariably leads to better results, which is why so many sales managers ask for higher activity. All you need to know this is true are the paragraphs above that describe inputs of greater difficulty and skill than a cold call.

Guarantee 87

Guarantee eBook Cold Calling Lead Rank 87

No More Cold Calling

JULY 2, 2015

Your resources (and energy) will be drained. Worst of all, PITA clients waste time, energy, and creativity that would be better spent serving your Ideal Clients —those you enjoy working with and who give you what you need to help them grow their businesses. Want to weed out the clients who are draining resources and energy?

Referrals 120

Referrals Ideal Customer Profile Engineering Energy 120

Hubspot Sales

JANUARY 26, 2022

Always in Demand : Sales jobs are always available and are forecasted to continue growing. Mid-level sales manager roles are growing at a 7% rate , and that's without accounting for entry-level positions. Transferable Skills: Once you land a job in sales, you can do anything. Con #1: Poor performance can affect your pay.

Sales Qualified Lead 97

Sales Qualified Lead Scale Salary Commission 97

The Sales Hunter

DECEMBER 3, 2011

Some background noise if fine, but the last thing you want the other person to hear when you’re calling is loud music or the sound of informal activities going on in the background. If the phone call is important, stand up when you make it. Talk with your hands, as it allows you to convey more energy in your voice.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Pipeline

DECEMBER 23, 2011

New sales leads are danced through the sales process from the first handshake to the delivery of the solution. Energy is high when Prancer is in the office and everyone loves Prancer. Yet, securing the goal to increase sales is rarely attained. A Random Walk Up Sales Street. Cold calling. Sales Cycle.

Pipeline 217

Pipeline Hiring Cold Calling Top of Funnel 217

No More Cold Calling

JANUARY 2, 2014

That’s a lot of intellectual energy directed at resolutions most of us will dump or forget about by the end of January. Even more exciting, with referral selling , you’ll reduce your cost of sales and shorten the time it takes to obtain new clients. Associations Enterprise Sales Management Small Business' Comment Here.

Referrals 240

Referrals Small Business Small Business Enterprise 240

MTD Sales Training

OCTOBER 28, 2015

Your sales manager will tell you many times that you need to make all your calls and get as many appointments as possible. You need to build your numbers and create more opportunities; talk to more people and follow-up your calls. You don’t really need to be told all this. Have breakfast!

Face-to-face 145

Face-to-face Energy Call-back Travel 145

The Pipeline

JANUARY 16, 2012

Most time the process of challenging the “difference” will set you apart, and help the buyer see where they are miss-focusing time and energy. I remember meeting with a sales VP a few years back, nice guy, I still do some work for him. A Random Walk Up Sales Street. Cold calling. EDGE Sales Process.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

No More Cold Calling

MARCH 19, 2015

The nature of the task doesn’t matter as much as the simple fact they’re willing to invest time and energy into learning more about what you offer. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Join the discussion on LinkedIn.

Vendor 120

Vendor Proposal Small Business Small Business 120

The Pipeline

DECEMBER 12, 2011

So rather than spending time talking and worrying about price, sellers need to spend that time and energy building value in the mind of buyer, based on their current requirements and circumstance. A Random Walk Up Sales Street. Cold calling. EDGE Sales Process. Random Walk Down Sales Street. Sales Cycle.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Sales Hacker

JANUARY 11, 2018

The reason is clear: the monitoring, dynamic remediation, and optimization aspects of project management help increase efficiencies across the entire sales cycle. Depending on your organizational makeup, either sales managers or coaches from your Sales Ops & Sales Enablement teams can assume the role of a project manager.

Sales Qualified Lead 97

Sales Qualified Lead Cold Calling SAP Remedy 97

Cience

JULY 9, 2020

If you’ve worked in marketing or sales over the past decade then you’ve most likely heard it said: “Cold calling is dead.” And yet, many of the most successful businesses still practice cold calling in 2020, and they won’t be stopping anytime soon. How is cold calling still viable? Warm Calling.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

Crunchbase

DECEMBER 11, 2020

Data needs to be readily available to use for prospecting , sales calls and to see how sales reps are measuring against their goals. In fact, implementing a data-driven sales approach can make a business 6 percent more profitable than their competitors. With data, the days of spending eight hours cold calling are over.

Industry 98

Industry Data Ideal Customer Profile Face-to-face 98

No More Cold Calling

SEPTEMBER 5, 2013

I’m not trying to be flippant, but let’s tell it like it is and stop complicating the sales process. The focus of most sales efforts is on part two—conducting a sales call, asking probing questions, proposing, presenting, and closing. Enterprise Sales Management Small Business' Think about it.

Referrals 227

Referrals Hiring Small Business Small Business 227

Lessonly

JUNE 10, 2020

Instead, I’ll tell you the story of a girl who got into sales right out of college with absolutely no selling experience, but had two phenomenal sales managers who coached her to be the rep she is today. Here are five sales coaching best practices that my two sales managers, Kyle and Kenzie , applied beautifully as they led me.

Sales Coaching 39

Sales Coaching Coaching Cold Calling Sports 39

No More Cold Calling

APRIL 23, 2015

Anthony Iannarino writes about these responsibilities in his brilliant post, “An Open Letter to Digital Natives”—which he agreed to share in this week’s No More Cold Calling guest post. They people fail to recognize that they are not making a difference, and that their energies directed in some other way could produce real change.

Face-to-face 120

Face-to-face Cold Calling Tools Energy 120

The Sales Hunter

DECEMBER 2, 2011

Instead, when you have a call that goes bad, pick up the phone and call one of your favorite customers and let them pick you up. It might make you feel good right now, but in the end it will only serve to suck the energy out of you. cold calling. phone sales tips. sales goals. sales manager.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275