The Pipeline
SEPTEMBER 25, 2013
On Monday, in the first post of this series , we defined “cold calling”, and looked at overlooked real opportunities for sales and revenues one misses when not including cold calling in their biz dev routine. The rule being that cold calling is a key and necessary (evil) part of successful B2B selling.
The Pipeline
AUGUST 31, 2021
Harvest referrals. Even in what some call normal times, routines have their place, and need to be constantly reviewed. Harvest Referrals. One constant opportunity is to harvest referrals. While I do see value in cold calling, I prefer referrals. Take time to catch up with your inbox. Embrace new things.
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No More Cold Calling
JUNE 28, 2018
My dad took the compliment and said that he picked it up at Great Harvest. appeared first on No More Cold Calling. A few years ago, I sat down to a delicious meal prepared by my parents (well, mostly prepared by my mom, but when dad is on the grill, he gets some credit too). I remarked on how fresh the bread tasted.
The Pipeline
SEPTEMBER 14, 2015
While I still believe in cold calling, referrals are nice too. But you will also need to go beyond the comfort zone, and that’s where cold calling will come in. Think of it as a variation to the above scenario, except in this instance we seed now, harvest in January. To avoid this, but you have to start now.
Pointclear
AUGUST 20, 2018
Think of this group of specialists as “lead farmers,” or prospect development specialists—they qualify inbound leads, nurture lukewarm prospects, and turn the developed leads over to the sales force for harvesting. Often this process takes months. A lead farmer equips the sales rep with in-depth knowledge about the prospect.
Sales and Marketing Management
NOVEMBER 20, 2020
Tools like Toggl Track, Harvest, Clockify and Calendar Analytics are the gold standard here. Role-playing is an effective sales tool , so use those quiet hours to jump on a call with a colleague and practice cold calls and pitches. Reps should write down what primary goals and priorities were for the previous month.
SBI Growth
JANUARY 7, 2013
Gleaning was a practice where farmers left some of their crops in the field post-harvest. cold calling). Or you could be losing opportunities you didn’t know existed. Competitors could be “gleaning” these opportunities from under your nose. It was left purposefully for the poor to come and “glean” the excess.
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