No More Cold Calling

SEPTEMBER 18, 2014

By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. CSO Insights agrees with me.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

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MAY 29, 2013

Get an external referral to an executive. Get an internal referral to an executive. Build up your LinkedIn connections for better referral opportunities. To reach someone who spends a lot of time on conference calls and phone meetings, try 5-10 minutes before the hour. and get ON Twitter, ok?). This works for many, not all.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

The Pipeline

APRIL 29, 2011

3 Lead Generation Myths That Will Clog Your Sales Funnel & Keep You From Closing More Sales. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution. They’re not business referrals. And, they’re still not leads.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

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NOVEMBER 8, 2012

What is the best way to worsen a relationship with a prospective client, a customer, or an invaluable referral partner? Some time passes and for whatever reason, referrals have not been shared on either side, and these two have not seen each other for a while. Answer: Only communicate through email.

Customer 239

Customer Referrals Guarantee Outbound 239

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JANUARY 27, 2014

subscribe to Selling Power or Sales & Marketing Management. improve your time management. ask for referrals. Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly. hire a prospecting coach. hire an image coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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JANUARY 4, 2013

Number of qualified strategic or referral partners that you talk with. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

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MAY 21, 2012

These connections are critical to build referral business over time. and one of “20 Women to Watch in Sales Lead Management”. Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. You’re not in reactive mode. No time like the present to get started in this.

Lead Rank 229

Lead Rank Lead Scoring Intent Outbound 229

SBI Growth

APRIL 3, 2013

Our Sales People don’t have the talent/training to sell the product. We didn’t get enough leads. Lead Management (Marketing and Sales Generated). Is this client a referral or somebody who submitted an RFP? We provided additional training based on the data. Some of our deals pushed into the next quarter.

Ideal Customer Profile 317

Ideal Customer Profile Forecasting How To Sales Qualified Lead 317

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OCTOBER 14, 2013

The first person to set 5 appointments this week… The people who have 5 conversations this week with potential referrers this week…… The person with the greatest number of actual conversations with buyers or recommenders this week… You see where I’m going with this.

Inside Sales 224

Inside Sales Lead Rank Lead Scoring Sales Qualified Lead 224

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SEPTEMBER 5, 2013

He gets on the phone every weekday morning for one hour before he does anything else – making follow-up calls, introductions, connecting to referrals, and other specific sales focused activities. Then he has his first cup of coffee.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

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JUNE 28, 2013

I nvite conversations with clients and partners – If it is slower now for you, set up meetings by phone or in person, talking with existing clients, past customers, and strategic / referral partners. Have an agenda, and be focused on what THEY need before you even talk about what you are working on. Wow – big impact.

B2B 196

B2B Lead Rank Lead Scoring Referrals 196

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DECEMBER 16, 2013

Get and Stay in Front of Potential Buyers and Referrers. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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AUGUST 12, 2013

Calling people you don’t know yet, also known as “cold calling” – or “warm calling” when you have an introduction or referral DOES work still. That’s why there are dozens of successful lead generation companies all over North America. It works every business day of every week.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

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MAY 15, 2013

She is building a big, solid sales pipeline and gaining referrals from existing clients. Lucy does not shout – she actually is very soft-spoken, but speaks with such confidence that buyers respect that and respond very favorably. Energy is consistency. Energy is follow-up. When will you start?

Energy 222

Energy Inside Sales Lead Rank Lead Scoring 222

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JANUARY 14, 2013

Secondly, you could attract the eye of a strategic partner or a great referrer – someone who can refer you to many new customers. Consider it a smart move professionally. See Winning Teammates ( get your free download here ) if you want to learn more about how to build business through strategic connections – it is very powerful.

Ideal Customer Profile 203

Ideal Customer Profile LinkedIn Outbound Inbound 203

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SEPTEMBER 15, 2013

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Weekly sales goals.

Sports 221

Sports Lead Rank Lead Scoring Outbound 221

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OCTOBER 18, 2013

These include prospects, customers, former customers, vendors, partners, and referrers? It’s a referral from a customer, mentioning some other friend who is interested in talking to me. First we need to uncover whether or not you (and your team) are implementing the basics: Do you: Keep track of ALL of your business contacts?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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DECEMBER 17, 2013

You should be talking with potential buyers, people who can help you get to potential buyers, and potential referral partners every day. Instead of rewriting your pitch or re-organizing your list of who to contact, pick up the phone and reach out to have conversations. That’s right – I said TALK to – not dial for. Winner announced 12-24.

Inside Sales 203

Inside Sales Lead Rank Lead Scoring Buyer 203

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DECEMBER 23, 2013

Last year I was able to buy the home I wanted which is on the train line into the office. This varies depending on what your role entails, how full your pipeline is, how many opportunities you receive from referrals, and what your sales numbers are. Write in the present tense. In your day you need a block of calling time.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

criteria for success

JANUARY 14, 2020

Lead generation is a crucial part of any sales process. And in order to generate the right leads, you must first identify the channels through which you’ll attract your leads. Asking for Referrals. First, you may want to consider building and managing a network of related professional services. Download Now.

Sales Process 52

Sales Process Company Top of Funnel Sales Qualified Lead 52

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NOVEMBER 21, 2013

NOW is the time to capitalize on those random meetings and turn them into connections – for business partnerships, referral partners, and possibly even customers. Don’t wait – start now!

Follow-up 194

Follow-up Conference Face-to-face Lead Rank 194

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OCTOBER 11, 2013

Social debt is not the way to sell, and it’s not the way to get referrals. Here’s what Joanne had to say: The term “social debt” makes my blood boil. Business is not about doing favors for other people and then calling them in like gambling chips. People refer you because they know and trust you.

Social Selling 219

Social Selling GoldMine Lead Rank Lead Scoring 219

Hubspot Sales

NOVEMBER 28, 2023

Training webinars. Sales teams, needing up-to-date product knowledge, benefit from training sessions from marketing. Post-training, sales provides feedback, ensuring subsequent webinars are even more tailored and effective. The secret sauce? This impression has tangible benefits — after all, consumers are 5.1

Lead Rank 103

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 103

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SEPTEMBER 6, 2012

What if your brand became identified by the many sales influencers at the company – a team so well-connected and excited that your brand grew through recommendations, referral, and through the social web? What if your best consultative sales professionals at your company were also Evangelist and Influencer?

Influencer 187

Influencer Case Study Enterprise Enterprise 187

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MARCH 1, 2013

I walked away, never to return, and they lost a good, loyal, referral-based customer. I used to go to a hair stylist who was very good, but he started telling me all his problems as he was styling my hair, and within just a few visits, it hit me that I leave that salon totally dragged down. If you have read my post about the $30,000.00

Consumer 255

Consumer Outbound Study Positioning 255

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NOVEMBER 26, 2013

Put this in your calendar so you don’t forget and so that you honor the time – this is what Covey would call, “Quadrant 2 time” – relationship building and referral building time that is “important not urgent” – and really priceless. Now decide what days you can put 10-20 minutes into LinkedIn business building.

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226

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JANUARY 31, 2013

How to ask for referrals without sounding awkward or “salesy”. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Sales Coaching 169

Sales Coaching Coaching Ideal Customer Profile Energy 169

Sales Hacker Training

MARCH 14, 2023

Pipedrive can help you generate quality leads while helping with lead management. Features: Form concierge Lead distribution and assignment Instant meeting scheduler Integrations with Gong, Clearbit and G2 Price : Visit their pricing page for specific information. Custom branding in emails, domains, and sharing links.

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

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OCTOBER 10, 2013

We use a 3 step plan to help those with sales quotas be more productive and it works like a charm to get you to the point that you are increasing your talk time with prospects, referrers, and strategic partners. Give it a try, along with one pre-step, and I assure you that you’ll have more time with buyers if you follow it.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

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JUNE 25, 2013

While we are talking about visuals – I recommend you create one column to track prospects and one column to keep track of conversations with potential referrers – those people who can refer multiple sales opportunities your way. Why don’t more sales teams track that and review to see who they need to talk with?

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

The Pipeline

JANUARY 2, 2012

To at least nine people, they could be a great source for referrals in and beyond their current companies. Funnel management. HR Management. Lead Management. Sales Management. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Replicate your Marquee Client.

Pipeline 219

Pipeline Hiring Cold Calling Top of Funnel 219

LeadFuze

JUNE 9, 2021

Budgets, training processes, and taxes are all valid concerns (to name a few). We are very specific that your first sales team member should be someone who qualifies the leads you have instead of someone who is closing accounts. That means you know the product well and can’t take too much time training someone else to close.

Hiring 98

Hiring Sales Qualified Lead Salary Top of Funnel 98

The Pipeline

OCTOBER 5, 2011

In and of itself, cold calling, like referrals or other prospecting methods is not the end all and be all. In fact studies have shown that next to referrals, it is the most effective, time and cost efficient way to engage with potential buyers, especially those who have not declared themselves as being in the market. Funnel management.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

LeadFuze

JUNE 29, 2021

Generate more referrals — Your ideal customers derive the most value out of your offering and will be happy to refer you to others. Do you rely on referrals to find solutions? Even if you don’t win their business, you might be able to get referrals from prospects who’ve been impressed with how helpful you’ve been.

Ideal Customer Profile 119

Ideal Customer Profile Lead Rank Lead Scoring Strategy 119

Nutshell

FEBRUARY 6, 2024

Implement your process Next, go over your next action sales process with your team, train them on how to use it, and get their feedback. For a look at what it’s like to map out your sales process and tasks in Nutshell, check out the video below. Track your results A key to success in activity-based selling is tracking your results.

Top of Funnel 62

Top of Funnel How To Lead Rank Sales Qualified Lead 62

Customer Centric Selling

JANUARY 10, 2014

Sales Training Article: 10 Traits of the "A" Player. Sign-up for one of these sales training workshops to work on your Sales Process Execution from this list. They develop strong personal brands, referral networks and grow sales through social media outlets. And what has it gotten you? Need some help with your sales performance?

Hiring 68

Hiring Social Media Networking Referrals 68

The Pipeline

APRIL 30, 2011

Also on Friday May 13, I share the bill with a stellar group covering some hot topics: 12:00 Noon EDT – Paul McCord: Build a Solid Business on Referrals by Knowing Who Your Client Knows. Funnel management. HR Management. Lead Management. Sales Management. Sales Training. Gap Selling. Guest Post.

Pipeline 223

Pipeline Conference Webinar Metrics Cold Calling 223