Sales 2.0

OCTOBER 25, 2021

In recent times sales reps have switched to email prospecting logically reasoning that the increased volume of messaging from email will generate more leads, unfortunately, email conversion rates have dropped below 0.1% Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person.

Territories 396

Territories Compensation Scale Decision Maker 396

No More Cold Calling

SEPTEMBER 28, 2023

Like Mark, many sales stalkers are too lazy to even personalize their invitations and just use the automated verbiage: “Please join my professional network.” I doubt you would introduce yourself this way at a networking event. I doubt you would introduce yourself this way at a networking event.

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

Sales Gravy

SEPTEMBER 1, 2023

Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". One of the most effective approaches that salespeople can leverage to close bigger deals is using interviews as a sales strategy to gather intelligence, build relationships, and connect with high-level decision makers.

Sales Qualified Lead 85

Sales Qualified Lead Decision Maker Prospecting Strategy 85

Highspot

DECEMBER 3, 2020

If you’re just getting started with developing a prospection motion, you might be wondering how to get your buyer’s attention and create conversations with them. If you want to be successful in creating new conversations, you need to start with a strong Attraction Campaign. Members of your network.

Conversion 99

Conversion Prospecting Hiring Campaigns 99

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. Then they must craft an effective approach that will quickly convey value and lead to conversion.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Increase Sales

MAY 27, 2016

Funny thing about selling, simplicity works especially when you make your SMB sales conversations memorable. This was a SMB owner and his wife who I had met at a more formal business to business networking event. Now some would be disappointed at such a turn of events believing the man was the decision maker.

Conversion 96

Conversion Decision Maker Social Media Education 96

Sales Training Connection

DECEMBER 5, 2013

Sales networks. In B2B sales – you’re not selling to an individual, you’re selling to multiple people – a network. In any significant purchase many people are involved in the decision process. A few are key decision-makers. Others are influencers who may not make the decision but can influence those who do.

Networking 112

Networking Gatekeeper Decision Maker Influencer 112

Adaptive Business Services

SEPTEMBER 18, 2019

Dependent on a variety of factors, the dynamics of effective networking can substantially change. At the very least, certain behaviors will become more critical based upon these variables including whether we are operating within a small or large group setting, engaging one-on-one, or we are actively networking online.

Networking 63

Networking Skype Face-to-face Groups 63

No More Cold Calling

JULY 29, 2021

Only one kind of lead with a 50-to-70-percent conversion rate. Bypass the gatekeeper and score meetings with decision-makers every time. And they are happy to introduce your sales reps to their networks. That’s why there’s only one kind of lead that should be in your pipeline. And that’s referral leads.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

DECEMBER 6, 2019

According to this LinkedIn report : “In the old days, sales prospecting consisted of cold calling, dropins, daily meetings and networking over lunch: Basically putting yourself in front of a lead at every opportunity. 75 percent of the business-to-business buyers use social media to make buying decisions. Those days are over.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

No More Cold Calling

OCTOBER 1, 2020

They simply hadn’t built their networks or their confidence. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Get the latest from No More Cold Calling. Listen to the podcast. Dylis Guyan Podcast. Listen to the podcast.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Vengreso

APRIL 4, 2022

This on-demand LinkedIn training for sales professionals program teaches you how to leverage the site to create more sales conversations and build your book of business. It includes 24×7 access to our Modern Sales Industry Experts Forum, a community where you can share comments, questions and network engage with other participants.

LinkedIn 71

LinkedIn B2B Conversion Training 71

No More Cold Calling

AUGUST 10, 2017

According to LinkedIn’s State of Sales 2017 US Report , 70 percent of the time that decision-makers respond to salespeople, it’s because those reps were introduced through a professional network. Or you can call it what I’ve always called it: referral selling. Either way, it works. Why P2P Works for B2B. What does it mean?

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

No More Cold Calling

DECEMBER 21, 2023

I’m tired of hearing sales leaders complain about not having enough leads, struggling to get access to decision-makers, and not making quota. Social media is a place to begin conversations, which leads to building relationships, which can yield real-world sales. Get moving with a solid, results-oriented business strategy.

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

No More Cold Calling

FEBRUARY 15, 2018

Then there’s outbound lead generation: identifying trigger events, determining relevant content to send in an email, creating messaging, preparing short videos, and networking on social media. That requires conversations and real-world relationship-building—skills that many salespeople have let become rusty. This time, 85.53

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

SBI Growth

SEPTEMBER 28, 2013

LinkedIn, the leading social network for business professionals, shows an 11% growth rate in CEO presence. In addition, 45% of all LinkedIn users can make a business decision. 84% of B2B decision makers begin their buying process with a referral, accordingly to the Edelman Firm. Growing the Business. Attracting Customers.

Decision Maker 328

Decision Maker How To Ideal Customer Profile Social Media 328

Zoominfo

JULY 13, 2023

By analyzing sales reports and identifying potential obstacles, sales directors can engage in coaching conversations with individual sales reps. With these plays, your reps can automatically keep track of customer engagement throughout the year, reducing the opportunity for surprises when renewal conversations begin.

Strategy 130

Strategy Customer Hiring How To 130

Hyper-Connected Selling

APRIL 21, 2015

After writing Step by Step Networking I’m always on the lookout for other books on networking. I love finding different tools and philosophies on networking to help refine my approach. Orville and I share a belief in the long-term scope of networking. Get in touch with decision makers. True, true, true.

Networking 68

Networking Decision Maker Meeting Tools 68

No More Cold Calling

JUNE 9, 2019

People email colleagues who are right down the hall, text family members even when they’re in the samehousehold, and stare at their phones during networking events because they’re afraid to start conversations with strangers. And that all starts with a personal conversation. Tradeshow Traps. It’s emotional!

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Hubspot Sales

OCTOBER 5, 2021

Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. Alternatively, if you don't have a strong connection to the decision-maker, consider how you might name-drop a publication related to their work.

Gatekeeper 130

Gatekeeper Decision Maker How To Cold Calling 130

Emissary

JULY 18, 2022

According to Emissary’s survey of our buyer network, including 10,000+ executives, large tech purchases take an average of eight months and involve five or more decision makers from technical and business units. Conversation. Conversion. Develop a Broad Network of Contacts. Start Meaningful Conversations.

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Account 52

Sales and Marketing Management

DECEMBER 22, 2019

Sellers need these insights in order to be agile in conversation and adjust their talking points as needed to address the motivations of different executives. Think of it as a seamless hand-off between a person in the seller’s network and a decision maker at a company. Customer-Centric Sales.

Decision Maker 240

Decision Maker Demographics Face-to-face Call-back 240

Zoominfo

JANUARY 23, 2021

Yet, it’s also a challenging task for many salespeople — from hunting down contact information to getting a decision-maker on the phone. The key to a great sale is to identify your decision makers – learn how data can help. Grace Taylor is their VP of Network Infrastructure and the person you should be talking to.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

No More Cold Calling

AUGUST 23, 2018

Social media is a place to begin conversations, which leads to building relationships, which can yield real-world sales. It is a place for networking, research, and engaging audiences, not for pitching prospects. Instead, look for what’s in common, and have a conversation about that. Be a person and make a real connection.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Pipeliner

MAY 26, 2018

Beginning our new series on Network Selling, we’ll start with the very first element required: respect. Not just Network Selling , but everything in civilized life begins and ends with respect as the very foundation. The salesperson wants to talk to the decision maker. Ultimately, respect in a sales cycle must be mutual.

Networking 55

Networking Decision Maker Buying Cycle Tourism 55

No More Cold Calling

JUNE 6, 2019

People email colleagues who are right down the hall, text family members even when they’re in the same household, and stare at their phones during networking events because they’re afraid to start conversations with strangers. And that all starts with a personal conversation. Tradeshow Traps. It’s emotional!

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Sales Training Connection

OCTOBER 15, 2014

Networking is simply getting the right message, to the right person at the right time. Fundamentally, networking is about knowing who’s who and having relationships characterized by superior access and credibility. Which people will be involved in the buying decision? A Classic – ’63 Corvette.

Networking 88

Networking Decision Maker Policies Training 88

No More Cold Calling

APRIL 27, 2017

In many large enterprises, sales teams don’t have access to senior decision-makers, just to the midlevel buyers with whom they work. Strategic accounts are the ones where you have room to grow and access to decision-makers, and where you provide real value.

Account 185

Account Lead Rank Lead Scoring Decision Maker 185

No More Cold Calling

JANUARY 24, 2019

Social channels can provide valuable insight into prospects and decision-makers, which has prompted some sales pros to wonder if cold calling is dead, replaced by so-called “smart” or “warm” calling. Decision-makers don’t take cold calls, respond to cold emails, or have sales conversations with strangers on social media.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Zoominfo

AUGUST 8, 2019

All well and good, but you should also take a step back and focus on the most valuable lead generation weapon of them all – your networks. Business objectives change, solutions under-deliver, and new decision makers are brought on board and want something well, new. 2. Tap into your social networks. Try it out.

Leads 178

Leads Marketing Qualified Lead Social Media Lead Generation 178

Mr. Inside Sales

AUGUST 21, 2022

He told me that he attends many face to face networking events, and he realized he would never use his phone prospecting script with anyone in person. Instead, he said, he would make conversation first, connect and interact with someone. He said he listened to the recording of the session several times and something clicked.

Prospecting 156

Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

No More Cold Calling

MARCH 31, 2019

If you’d like to weigh in on the conversation, you can do it here.). There’s always been bias against women in sales, and anyone with different color skin, ethnicity, or beliefs than decision-makers and hiring managers. We also understand that to get referrals, we must continue to invest in building our referral networks.

Referrals 240

Referrals Hiring Decision Maker Cold Calling 240

Sales and Marketing Management

JULY 27, 2018

That process has historically meant placing phone calls, making inquiries via networking groups, or conducting surveys, among other options. If you only overheard a conversation, or read between the lines of a tweet from a potential customer, that’s not enough to kick off the sales cycle. Consider the Source. Check Your Biases.

Prospecting 185

Prospecting Decision Maker How To Social Media 185

Emissary

DECEMBER 20, 2022

We took some time to survey our network of Emissary Advisors who’ve served as senior IT executives with Fortune 500 companies about how they make buying decisions in this space. As a result, business executives will weigh in on technology decisions and risk analysis will drive their selections. .

Industry 52

Industry Decision Maker How To Vendor 52

Sales Training Connection

JANUARY 4, 2013

If the right message is to be delivered to the right person at the right time , then sales people have to have superior networking skills. Managing a superior network in a large B2B account requires time, dedication, and skill. Managing a superior network in a large B2B account requires time, dedication, and skill.

Networking 112

Networking B2B Health Care Gatekeeper 112

eGrabber

JULY 9, 2021

Once you finalize the type of companies you are going to target, the next thing to do is find decision makers in those companies. Online directories, social and professional networks are some of the major sources where you can find your ideal prospects. Increase your chances of making more sales conversions.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Tools Sales Qualified Lead 98

Sales Hacker

MARCH 8, 2024

Candid, off-the-record conversations — no recordings here. Sales tactics like cold calls often have a low conversion rate. In last week’s newsletter, we talked about the importance of owned media for better audience insights and building value for your network. A chance to tour (and maybe even race on?) Austin’s F1 track.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93