No More Cold Calling

JUNE 7, 2018

And how can a B2B referral program drive up those numbers? They buy what your software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. You put a referral program in place that ensures reps have the skills to ask for referrals. Why a Referral Program Ensures Trust.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. only to get stopped by a gatekeeper. 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. How to Get Past the Gatekeeper When Cold Calling.

Gatekeeper 128

Gatekeeper Decision Maker How To Cold Calling 128

No More Cold Calling

MAY 28, 2017

It happened again … a salesperson asked me to connect on LinkedIn, promised he could help my business, and then wanted to know my definition of referral selling. Referral selling is my brand, my mantra—you know, the sort of thing you look up before reaching out to prospects. When Asking for Referrals Can Hurt Account-Based Sales.

Referrals 136

Referrals Gatekeeper Social Media Cold Calling 136

No More Cold Calling

JANUARY 29, 2020

What excites me is working with prospects and clients on referral selling and experiencing together the dramatic results they achieve. I’ll have a new platform for my referral course, and I might even have a new CRM. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? Let me know.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

No More Cold Calling

DECEMBER 30, 2014

For more ideas to make 2015 your best sales year ever, check out what you might have missed from No More Cold Calling this month: 4 Ways to Get Past the Gatekeeper (No Tricks Required) Gatekeepers 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.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

No More Cold Calling

JULY 29, 2021

And that’s referral leads. When you source referrals from trusted colleague and clients, you: . Bypass the gatekeeper and score meetings with decision-makers every time. How can you generate more hot leads with referrals? Register for my Referral Selling Insights and gain access to the 14-question Referral I.Q.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

AUGUST 9, 2018

Do You Have a Referral Lead Generation Process? They’ve forgotten that their most powerful prospecting tool is referral sales. But few companies make referral sales a significant part of their lead generation process. That’s why I’m not surprised by the results of our Referral I.Q. Why can’t they get past the gatekeeper?

Lead Generation 197

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 197

No More Cold Calling

MAY 25, 2023

Referrals help you stand out in a sea of B2B sellers. They buy what the software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. Get Referrals, Get Noticed How do you ensure that your sales team gets in the door before your competitors? Why Does a Referral Program Ensure Trust?

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. Referrals help you ace Part One and set you up for success in Part Two. That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction. Referral selling is either the priority, or it’s not.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

FEBRUARY 18, 2016

Lead generation isn’t so tough when you’re asking for referrals. Yet, getting Bill on the phone was surprisingly easy, thanks to a referral from someone he trusts. My referral source, Larry, is one of Bill’s largest clients. That’s the best part of getting referrals: leveraging the insights of your referral source.).

Referrals 120

Referrals Gatekeeper Cold Calling Lead Generation 120

No More Cold Calling

FEBRUARY 24, 2021

Why the sudden interest in referral sales? Referrals are as old as time. Referrals are based on trust. That’s why your existing clients are your best possible source for referrals, because with them, you’ve definitely earned that right. Are your buyers clamoring to talk to you? A sudden decline in seller access.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

OCTOBER 29, 2017

But the good news is that referral selling mitigates these fears. Find out how in my blog posts from this month: Why Your Account Based Sales Team Will Never Be Good at Referrals. When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. Big problem.

Referrals 159

Referrals Cold Calling Webinar Metrics Direct Mail 159

No More Cold Calling

APRIL 15, 2021

They buy what software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. You put a referral program in place that ensures reps have the skills to ask for referrals—the best lead-gen strategy of all. The trust the prospect has for the referral source is transferred to the salesperson.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

MTD Sales Training

AUGUST 28, 2013

Imagine you call the referral and their secretary or gatekeeper answers. You’ll probably get one of three responses: Gatekeeper: “Sorry, He isn’t in” You reply “Oh, OK, I’m sorry I can’t talk to him. remember…you have a referral…it’s not a cold call. ” or.

Referrals 120

Referrals Gatekeeper How To Cold Calling 120

No More Cold Calling

FEBRUARY 29, 2016

They also win by getting referrals. Our topic: “How to get the one-call referral meeting.” For more on the power of a referral program, check out this month’s blog posts from No More Cold Calling: How Getting Referrals Got Me to the Protected C-Suite. My referral source, Larry, is one of Bill’s largest clients.

Referrals 120

Referrals Incentives Incentive Cold Calling 120

No More Cold Calling

OCTOBER 1, 2015

Pack your pipeline with nothing but hot referral leads. I received a referral introduction from his trusted friend and advisor. That’s the beauty of referral selling. When you get referrals, you: Bypass the gatekeeper and score meetings with decision-makers every time. But when you get referrals , you win.

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

No More Cold Calling

DECEMBER 6, 2019

What hasn’t changed is the fact that relationships (and referrals) drive sales, not cold calls. It’s called referral sales. So, the only reason to pick up the damn phone is to talk to your referral. Make 2020 the year your team finally stops cold calling and starts getting referrals. STOP Cold Calling.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Sales Evangelist

JULY 30, 2021

Every salesperson is familiar with the frustration that comes with being blocked by a gatekeeper, which could be a physical person or even just a system or automation that prevents you from interacting with the decision-maker of your target organization. In today’s episode of The Sales Evangelist, Donald is going to do just that.

Gatekeeper 40

Gatekeeper Decision Maker Face-to-face Direct Mail 40

Sales Evangelist

JULY 30, 2021

Every salesperson is familiar with the frustration that comes with being blocked by a gatekeeper, which could be a physical person or even just a system or automation that prevents you from interacting with the decision-maker of your target organization. In today’s episode of The Sales Evangelist, Donald is going to do just that.

Gatekeeper 40

Gatekeeper Decision Maker Face-to-face Direct Mail 40

No More Cold Calling

MAY 11, 2011

Referral Selling Training Programs. Referral selling rocks! Based on my proven methodology, and No More Cold Calling’s referral-selling tools, you’ll blow past your sales forecast and deliver sales you can bank on. Enroll your clients in your referral process. Your Guaranteed Referral Process. Speaking Video.

Cold Calling 205

Cold Calling Referrals Gatekeeper Top of Funnel 205

Sales Evangelist

JULY 30, 2021

Every salesperson is familiar with the frustration that comes with being blocked by a gatekeeper, which could be a physical person or even just a system or automation that prevents you from interacting with the decision-maker of your target organization. In today’s episode of The Sales Evangelist, Donald is going to do just that.

Gatekeeper 40

Gatekeeper Decision Maker Face-to-face Direct Mail 40

No More Cold Calling

JULY 20, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. It requires personal connections—referral introductions from current clients. Referrals Get Account Based Selling Teams in the Door. and try every ploy to get around the gatekeeper. I was wrong.

Account 285

Account Referrals Lead Generation Cold Calling 285

Mr. Inside Sales

AUGUST 23, 2020

And then ask for referrals. Any referrals will do: Referrals in other departments of their company, other locations, other contacts they know. While it may be difficult to reach lots of new clients by phone, you probably do have the phone numbers of your existing clients. Call them this week; reconnect with them.

Face-to-face 220

Face-to-face Referrals Call-back Quota 220

Increase Sales

NOVEMBER 6, 2015

Sales referrals are golden for mid-size to small business owners and sales professionals. No cold calling, no stonewalling by the gatekeeper. Yet many sales professionals are not able to secure sales referrals. This realization will keep me from receiving “poor” sales referrals. Life and sales are good!

Referrals 70

Referrals Ideal Customer Profile Small Business Small Business 70

No More Cold Calling

JANUARY 24, 2019

The key to qualified lead generation is being a welcome call, and for busy executives and their gatekeepers , cold calls are definitely not welcome. How to Make Hot Calls—Get the Referral Introduction. All it takes is a referral introduction. Smackdown: Referral Selling vs. Cold Calling. The Odds Are NOT in Your Favor? .

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Hubspot Sales

OCTOBER 26, 2022

Routinely ask for referrals. Learn how to communicate with gatekeepers. Routinely ask for referrals. The familiarity, understanding, and lack of agenda behind customer referrals make the leads they produce more open and intrigued than most others. Learn how to communicate with gatekeepers. What is B2B prospecting?

Ideal Customer Profile 87

Ideal Customer Profile B2B Prospecting Gatekeeper 87

No More Cold Calling

JULY 26, 2018

They get referrals. As a result, they breeze right past the gatekeeper. Bottom line: If you want decision-makers in your sales pipeline, get referrals. Learn more about how to get referrals in my new LinkedIn Learning online sales training course. The Golden Ticket to the C-Suite. The post Reps Not Closing?

Pipeline 184

Pipeline Decision Maker Closing Referrals 184

No More Cold Calling

FEBRUARY 20, 2014

1 source of quality referrals. For more on the link between relationships and referral success, check out the latest from No More Cold Calling: Understanding Your Customers Is Not a Crap Shoot. Lies You Tell Gatekeepers. Gatekeepers can smell phoniness a mile away. Read “ Lies You Tell Gatekeepers.”).

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

No More Cold Calling

MARCH 16, 2017

If you have just a name in hand (and not a referral ), you’re cold calling. Unless a sales rep already knows the prospect, the only way to make a hot call is with a referral introduction—not just a name and contact info, but an actual introduction. Referrals become the way you and your sales reps work. Bypass the gatekeeper.

Sales Qualified Lead 232

Sales Qualified Lead Cold Calling Lead Rank Lead Scoring 232

Sales 2.0

SEPTEMBER 15, 2018

Note: If you combine nailing their need with a referral, so they trust you, they will probably invite you over to their office this week!). Find somebody that will talk to you (hint: If you use a referral, this will pretty easy.). If I knew this stuff, maybe I could figure out an answer to one of their actual burning needs.

Gatekeeper 236

Gatekeeper Call-back Referrals Banking 236

No More Cold Calling

AUGUST 23, 2018

But there are a couple major caveats: Too much time online means not enough face time with clients, prospects, and referral sources. Done right, social media selling can help you grow your referral network, deepen relationships with clients and prospects, conduct sales research, and position yourself as a go-to subject matter expert.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

SEPTEMBER 27, 2011

Referral Selling Training Programs. Currently, we do not currently have a scheduled referral-selling webinar series. Referrals Are Hot (Your Sales Can Be, Too!). Welcome to the World of Referral Selling. No other sales or marketing strategy comes close to the results you get through referrals. Speaking Video.

Cold Calling 202

Cold Calling Webinar Metrics Referrals Gatekeeper 202

Janek Performance Group

FEBRUARY 6, 2024

People Prep Preparation includes the people you need to know, such as decision makers, gatekeepers , and influencers. Proper people prep includes: Directories Social media LinkedIn Referrals Directories, such as ZoomInfo, are great to determine who you must know. Referrals are key to maximizing social media.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

No More Cold Calling

MAY 8, 2014

Today’s successful sales and marketing pros are turning to referrals, not taking shots in the dark. Referrals get you past the spam filters (and the gatekeepers). Instead, such businesses should forget cold calling and focus on referrals and strategies that are proven to work.”. They want to buy from people they trust.

Cold Calling 290

Cold Calling Small Business Small Business Referrals 290

Sales 2.0

SEPTEMBER 15, 2018

Note: If you combine nailing their need with a referral, so they trust you, they will probably invite you over to their office this week!). Find somebody that will talk to you (hint: If you use a referral, this will pretty easy.). If I knew this stuff, maybe I could figure out an answer to one of their actual burning needs.

Gatekeeper 150

Gatekeeper Call-back Referrals Banking 150

No More Cold Calling

NOVEMBER 14, 2013

With referral introductions from people your buyers know and trust, you walk straight into meetings with your ideal prospects. You don’t have to worry about getting past the gatekeepers or heading off the competition, because you have the best possible competitive advantage—a relationship. You’ve Got a Golden Ticket. Comment Here.

Competition 218

Competition Referrals Gatekeeper Social Media 218

No More Cold Calling

MARCH 10, 2011

It can be frustrating dealing with gatekeepers, receptionists, and executive assistants. The sales person is rude to the receptionist, gatekeeper or executive assistant. Too many sales people treat the gatekeeper with disdain or like a second-class citizen. Not to mention that decision makers seldom return voice mail messages.

Cold Calling 279

Cold Calling Company Gatekeeper Decision Maker 279