Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. This article covers fifteen top cold calling books, divided into four categories.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Pointclear

APRIL 4, 2013

Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Sales Coaching - The Use and Abuse of Modeling.

Cold Calling 195

Cold Calling B2B PointClear Hiring 195

Increase Sales

DECEMBER 12, 2016

Mention cold calling to some salespeople and watch the fear in their eyes. Yet there is a greater fear within not only the sales world, but the overall professional and personal worlds. So how does one face this fear that is greater than cold calling? Yes cold calling is somewhat scary.

Cold Calling 70

Cold Calling Face-to-face Call-back Coaching 70

No More Cold Calling

SEPTEMBER 14, 2023

Your Personal Sales Coach: With her approachable and honest writing style, Carole Mahoney becomes your personal sales coach, guiding you to align your sales strategy with your values and strengths. A Collaborative Selling Framework: Carole’s formula is based on 2.2

Buyer 177

Buyer Strategy Cold Calling How To 177

Hubspot Sales

OCTOBER 19, 2020

Having talented sales reps is often a result of investing in effective sales coaching. According to research conducted by ValueSelling Associates , over half of high-performing businesses that have had sales coaching programs in place for three years or more experience high growth. Collaborative. Results-oriented.

Sales Coaching 129

Sales Coaching Coaching Construction How To 129

Force Management

OCTOBER 31, 2019

He told me about a prospect who was furious when she realized she was on the other end of a cold call. The prospect yelled, “Are you really cold calling me right now? The other day I was working with a seller who was a little frustrated with how hard it is to get people on the phone.

Cold Calling 60

Cold Calling Prospecting Tools Sales Coaching 60

Increase Sales

JULY 23, 2016

For me, if I want sustainable sales success, I answer all calls. What I have noticed is many who engage in cold calling have failed this important aspect – etiquette. Cold calling interrupts the sales leads from doing what they are doing. In cold calling, remember to always be polite.

Cold Calling 70

Cold Calling Sales Qualified Lead Call-back Coaching 70

Close.io

FEBRUARY 21, 2020

We have lot's of interesting topics to discuss from the world of sales this week: sales cadence, battle cards, social selling, and much more. This week's Sales Brief will equip you to accelerate your sales productivity , inspire you to pick up the phone and start cold calling , and prep you to ace that next product demo.

Cold Calling 62

Cold Calling Social Selling Sales Enablement Retention 62

Chorus.ai

NOVEMBER 19, 2019

As we know, cold call dialing is the preferred method to reach these goals. What Does a Great Cold Call Look (and Sound) Like? The truths of objectively excellent cold calling are still a black box. So how are these SDRs being coached to make their cold calls work.

Cold Calling 50

Cold Calling Meeting Conversion Gatekeeper 50

SalesHood

OCTOBER 2, 2019

Picking up the phone and cold calling prospects you're trying to sell to and build relationships with works like magic.

Cold Calling 53

Cold Calling Coaching Up-Sell Buyer 53

Engage Selling

NOVEMBER 17, 2017

There has been much debate on my LinkedIn article regarding cold calling. I’ve discussed it in-depth this year especially, as in 2017 and beyond there are simply more effective prospecting methods available today. Seriously, think about the last time someone … Read More »

Cold Calling 63

Cold Calling LinkedIn Prospecting Up-Sell 63

Keith Rosen

OCTOBER 27, 2020

Download Your Free Copy of The 60 Second Sales Coach . Over 600 Coaching Questions and 40 Critical Conversations Managers Must Master to Develop Sales Champions and Coach More Customers to Succeed. The 60 Second Sales Coach first appeared on Keith Rosen and Profit Builders Blog.

Sales Coaching 139

Sales Coaching Coaching Twitter Consumer 139

Engage Selling

NOVEMBER 3, 2017

success rate with cold calling, why not abandon this ancient form of technology and focus your team’s efforts on something that works?

Cold Calling 59

Cold Calling Up-Sell Loyalty Positioning 59

Engage Selling

AUGUST 11, 2017

Cold calling is nothing more than desperation selling. I had a recent debate on one of my social media networks on the effectiveness of cold calling. I’ve said it before and I’ll say it again. The truth is, he had … Read More »

Cold Calling 55

Cold Calling Social Media Strategy Networking 55

Understanding the Sales Force

DECEMBER 11, 2012

Tighter Sales Metrics at New Year Leads to Improved Success. Top 20 Kurlan Articles on Sales Coaching. What the Huge Patriots Win Teaches us About Sales Momentum. My Top 14 Articles on More Effective Sales Cold Calling. 5 Reasons Why Sales Cold Calls Are So Awful.

Sales Coaching 120

Sales Coaching Coaching Airlines Cold Calling 120

Sales and Marketing Management

JANUARY 4, 2019

Author: Wendy Weiss, The Queen of Cold Calling™ I was recently working with a new client. Wendy Weiss, is known as The Queen of Cold Calling™. She is an author, speaker, sales trainer and sales coach. His mission is to set up appointments on behalf of his manager. That’s the only way it will work.

Consultative Selling 254

Consultative Selling Prospecting Cold Calling Face-to-face 254

The Pipeline

JULY 20, 2013

Wendy Weiss is President of ColdCallingResults.com and an author, speaker, sales trainer, and sales coach. Known as The Queen of Cold Calling™, Wendy is recognized as one of the leading authorities on lead generation, cold calling and new business development.

Webinar Metrics 257

Webinar Metrics Cold Calling Prospecting Lead Generation 257

No More Cold Calling

DECEMBER 2, 2014

In “Why Top Sales Performers Need You the Most,” Andrew Urteaga of Sales Benchmark Index shares some surprising data about sales coaching. He writes: Time allocation is the most difficult decision a Sales Manager faces every day. The Sales Manager has become one of the most difficult jobs in corporate America.

Cold Calling 289

Cold Calling Incentives Incentive Face-to-face 289

Close.io

AUGUST 7, 2018

One-on-one sales coaching with Steli ($5,000 value). We're hosting a big giveaway to celebrate the upcoming feature launch ??. Over the next few weeks, we'll be giving away. One Jabra Evolve 75 Wireless Headset ($300 value).

Cold Calling 107

Cold Calling Wireless Lead Rank Lead Scoring 107

DiscoverOrg Sales

JULY 25, 2016

Sales Development Reps (SDR’s) are measured by specific KPI’s such as number of cold calls, connects, and emails sent every day. The corresponding interview with Steven Broudy, Head of Account Development, Americas at Mulesoft, is posted on the Mulesoft’s blog. Dave: Ideally, not at all.

Coaching 120

Coaching Sales Coaching Hiring Forecasting 120

Lessonly

JUNE 10, 2020

As someone who has never been a sales leader, I’m not here to share my personal experience or be a professional sales coach. 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.

Sales Coaching 39

Sales Coaching Coaching Cold Calling Sports 39

A Sales Guy

SEPTEMBER 30, 2013

As sales managers, it’s our job to coach. Good sales coaching or sales people development starts with observation. I talked about the three steps to coaching a while back; observation, description, and prescription. Far too often, I see sales leaders reacting to what they see in their people.

Sales Coaching 113

Sales Coaching Coaching Cold Calling Call-back 113

Jonathan Farrington

MAY 19, 2012

Good chum Wendy Weiss is recognized as one of the leading authorities on lead generation, cold calling and new business development. If you are struggling to connect with qualified buyers or need to jumpstart your team’s production, I recommend that you download a free copy of Wendy’s newest e-book, The Cold Calling Survival Guide.

Cold Calling 42

Cold Calling Sales Qualified Lead eBook Lead Generation 42

Keith Rosen

JANUARY 2, 2020

If you think the goal is to close a sale, deliver a presentation, submit a proposal or schedule an appointment, think again. Think about the initial objective of your prospecting efforts.

Cold Calling 77

Cold Calling Proposal Energy Objections 77

Keith Rosen

APRIL 19, 2010

The stress starts creeping into your body, for you realize you can’t keep procrastinating making the cold calls you need to in order to book more appointments with key decision makers. After investing several hours cold calling, this experience can leave you feeling depleted, frustrated and annoyed. .”

Cold Calling 48

Cold Calling Video Decision Maker Face-to-face 48

Pointclear

SEPTEMBER 9, 2016

Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Mike Weinberg, The New Sales Coach , Principal. This week we will cover the group’s response to the first lie: Cold Callings is Dead.

Outsourcing Services 100

Outsourcing Services Cold Calling B2B Ideal Customer Profile 100

Pipeliner

NOVEMBER 9, 2020

Wendy Weiss , who is known as The Queen Cold Calling , is an author, speaker, sales trainer, and sales coach. Jason is also a best-selling author, and his articles have been published in Harvard Business Review, Forbes, Entrepreneur, and many others.

Pipeline 84

Pipeline Cold Calling Pivotal Lead Generation 84

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

Sales Overdrive

DECEMBER 5, 2012

In this segment we get int o the nuts and blots of structuring a cold call. The full audio interview will be available after the show, and you can follow along with the powerpoint slides below or Download the PDF. Feel free to Like or Plus this post if you like what you read. Unable to display PDF Click here to download.

Cold Calling 31

Cold Calling Segment Sales Coaching Coaching 31

Anne Miller

OCTOBER 23, 2020

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

Prospecting 162

Prospecting Cold Calling Referrals Guarantee 162

Keith Rosen

JUNE 1, 2009

If you’re not convinced that what you have to offer is important enough to make a call, then how can you expect your prospects to get excited about what you have to offer? This will sabotage your cold-calling efforts, cultivating an unhealthy relationship from the start. Never Cold Call Again.

Cold Calling 48

Cold Calling Call-back Promotion Sales Coaching 48

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

Understanding the Sales Force

MAY 5, 2014

Top 20 Reasons Why Sales Managers Suck at Coaching. 10 Sales Coaching Examples. Top 5 Steps to Coaching Your Salespeople Beyond Happy Ears. Top 10 Reasons Why Salespeople Let Price Drive the Sale. Top 11 Reasons Why Salespeople Fail to Close Sales. Top 10 Kurlan Sales Articles of 2013.

Hiring 250

Hiring Sales Management Decision Maker Cold Calling 250

KO Advantage Group

DECEMBER 17, 2018

The first step to get more meetings and tap on your ideal prospects is making a cold call or cold email. Even I, a leading sales coach, gets a ton of “no” and that’s primarily because I reach out to many prospects. But what if I get rejected?”. We all don't want it to happen, but it will. It’s part of the process.

Cold Calling 54

Cold Calling Sales Coaching Coaching Meeting 54

Understanding the Sales Force

FEBRUARY 28, 2012

Adon says that cold-calling is dead, and while it has become more challenging, I don't agree that it is quite dead yet. See this important article for more on the truth about cold-calling. EcSell Institute is hosting it's spring Sales Coaching Summit on April 10-12 in Austin, TX.

Education 172

Education Cold Calling Sales Coaching Coaching 172

Increase Sales

JULY 14, 2013

Sales can be the most incredible, enjoyable happy professional one or the mist miserable sad one depending upon a variety of reasons. What I have been finding lately in my executive sales coaching practice is a lot of saddened sales souls. These individuals are truly top performing sales people. Themselves.

Cold Calling 145

Cold Calling Facebook Sales Sales Management 145

Keith Rosen

MAY 22, 2009

“What do I need to accomplish in the first few minutes of every cold call I make?” ” “What’s my overall objective of a cold call?” If you’ve been following my last few posts, I’ve been hyper-focused on the importance of sales benchmarking and identifying best practices.

Cold Calling 48

Cold Calling Objections Follow-up System 48