No More Cold Calling

NOVEMBER 5, 2013

Technology is fantastic, but it will never replace a great salesperson. You are the ultimate sales technology! As a buyer, I don’t care how your technology works until I know what it can do for my business. The same is true for your prospects and clients. What you don’t do is rely on it to make a sale.

Sales Technology 249

Sales Technology Small Business Small Business Enterprise 249

No More Cold Calling

MARCH 29, 2018

Just because someone agrees to connect on social media does not make that person a qualified sales lead. Qualified prospects are actually interested in your product or solution. They expect (and want) to hear from your sales team. What’s the better way to get qualified sales leads? Commit to referral selling.

Lead Generation 199

Lead Generation Referrals Sales Qualified Lead Lead Rank 199

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Reps told me they didn’t need to have sales conversations. In fact, they didn’t even need to talk to prospects, because they had great tech tools.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

No More Cold Calling

JANUARY 23, 2020

Successful sales execution requires more than sales technology. Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution. Yes, you read that right.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

The Sales Hunter

NOVEMBER 12, 2013

No, instead Joanne looks at how we can become better at integrating technology without losing our genuine ability and desire to interact face-to-face and over the phone with customers and prospects. Joanne didn’t write the book in a vacuum, but was wise to interview sales professionals for their perspectives as well.

Sales Technology 191

Sales Technology Face-to-face Referrals Cold Calling 191

No More Cold Calling

JUNE 18, 2015

Are out-of-date prospecting systems holding you back? Now imagine a sales world where you only meet with clients who want to meet with you —a world where you never have to cold call, send prospecting letters, pester strangers on social media, or entice clients with special offers. Enter the world of referral selling.

Referrals 120

Referrals Cold Calling How To Call-back 120

No More Cold Calling

JULY 27, 2023

A sales leader in Europe needed the same splash of cold water. He complained that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. My colleague thought it was rather presumptuous of the prospect to ask him to drop everything and hop on a plane.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

JUNE 6, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

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. One of the biggest mistakes I see social sellers do is rush to move the sale ahead. 5 Social Selling Don’ts.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

SEPTEMBER 28, 2017

Every salesperson in their right mind wants to grab every possible tool to accelerate account based sales development, look smarter, shorten prospecting time, and score meetings with decision-makers. If it takes eight to 12 touches to reach a prospect, that tool is too dull. No other prospecting strategy comes close.

Account 245

Account Lead Rank Lead Scoring Referrals 245

No More Cold Calling

MARCH 1, 2018

Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? There actually was a time before the internet, before social media, before apps, and before sales technology tools.

Lead Generation 249

Lead Generation Data Leads Marketing Qualified Lead 249

Zoominfo

APRIL 26, 2018

In an ideal world, sales reps would spend all day sending emails, taking calls, and ultimately, doing what they do best—selling. There’s a lot more to sales than meets the eye. Other selling tasks include prospecting, administrative work, data entry, market research, etc. Technology and Process. Training and onboarding.

Hiring 197

Hiring Referrals Cold Calling B2B 197

No More Cold Calling

DECEMBER 14, 2017

He complained to me that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. My colleague thought it was rather presumptuous of the prospect to ask him to drop everything and hop on a plane. Relationships still rule in sales. Well, sure.

Account 228

Account Face-to-face Decision Maker Social Media 228

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

No More Cold Calling

NOVEMBER 6, 2013

After all, there is nothing more important for salespeople than relationships, and if you can’t prioritize people over technology for one hour a day, you’re in the wrong field. Technology provides all sorts of ways to connect with clients, prospects, and referral sources. Stop Typing. Still true?

Commence 233

Commence Face-to-face Small Business Small Business 233

Crunchbase

MARCH 12, 2020

However, this strategy on its own can’t sustain a sales program forever. Save valuable time with Crunchbase Pro’s prospecting features. As any organization looks to grow and expand its roster of clients, it is crucial to research new sales techniques and invest in emerging sales technologies.

Outsourcing Services 82

Outsourcing Services Sales Qualified Lead Scale Trade Show 82

Women Sales Pros

SEPTEMBER 6, 2019

However, as a successful field sales manager in a tech company, Sue has learned that it takes more than technical expertise to seal the deal. It takes great relationships, and women in sales have those in spades. This doesn’t just make us great at winning over prospects.

Hiring 90

Hiring Lead Rank Lead Scoring Referrals 90

No More Cold Calling

SEPTEMBER 17, 2015

However, as a successful field sales manager in a tech company, Sue has learned that it takes more than technical expertise to seal the deal. It takes great relationships, and women in sales have those in spades. This doesn’t just make us great at winning over prospects.

Hiring 120

Hiring Referrals Cold Calling Up-Sell 120

Velocify

JUNE 20, 2017

Even more, the study revealed that high-growth companies were more knowledgeable on different types of sales technology than other companies. In fact, companies experiencing flat or declining revenue were 56% more likely to be unfamiliar with sales technology. Allow Salespeople to Respond to Prospects On-the-Go.

Real Estate 82

Real Estate Licensing Face-to-face Study 82

SalesLoft

JULY 31, 2018

The goal of social selling is to draw prospects in, not scare them away. Instead, apply the Golden Rule of Sales: don’t sell in a way you wouldn’t want to buy. Salespeople should use social media to provide insights for prospects by answering questions, responding to comments, sharing content… anything to add value.

Social Selling 52

Social Selling Social Media Ideal Customer Profile Referrals 52

No More Cold Calling

JUNE 14, 2012

Business technology is helpful, too (think, CRM, automated marketing)—but no matter how newfangled, cross-platform, or enhanced, “ You Are the Ultimate Sales Technology.”. Do we know how to have a conversation, or do we hide behind the technology curtain and believe that no one really needs to talk to anyone anymore?

Commence 209

Commence Google Conversion Sales Technology 209

No More Cold Calling

DECEMBER 17, 2015

Some people say it takes seven to 12 touches for sales reps to reach their prospects? The #1 challenge sales reps face is getting to decision-makers quickly. But when sales organizations put referral programs in place, reps don’t need to jump through hoops to get meetings. It’s the one-call referral meeting!

Referrals 120

Referrals Meeting Scale Cold Calling 120

Artesian Solutions

OCTOBER 30, 2018

Like Amazon, you too can use technology to segment, target and position your solutions and services, creating an unforgettable, personalised and consumer-like experiences for consumers and prospects. This requires taking a more real-time insight-driven approach.

B2B 45

B2B B2C Segment Lead Rank 45

Hubspot Sales

OCTOBER 26, 2017

Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills. Sales leaders can explore a technology and service expo to peruse sales technology for their teams.

Conference 111

Conference Scale Inbound Hiring 111

Velocify

APRIL 14, 2017

With so many businesses fighting for the attention of prospective borrowers, stand out by creating communication that really speaks to each individual lead and where they are on their purchase journey. Technology increases outbound and referral success, but…. Don’t just communicate to communicate.

Influencer 49

Influencer Strategy Real Estate Referrals 49

Pipeliner

JUNE 25, 2018

It’s tough for companies for really stand out or differentiate themselves with prospects and customers without a positive customer experience. This expert sales interview explores customer experiences, including: Why buyer orientation is better. Finally, after onboarding comes retention and referral. said Brogan.

Customer 40

Customer Buyer Referrals Retention 40

Sales Hacker

JULY 11, 2018

Referral Marketing. The data is presented to you in real time, through alerts to your inbox, so that you can take action as quickly as possible to avoid losing a great prospect. to help you find highly targeted prospects. Referral Marketing. Click on the category of your choice to skip to the tools: Customer Analytics.

Lead Generation 63

Lead Generation Lead Rank Lead Scoring Leads 63

Sales Hacker

OCTOBER 30, 2018

Joanne Black is one of the leading authorities in referral selling. As the founder of No More Cold Calling, Joanne helps salespeople, sales teams, and business owners build their referral networks to quickly attract more business. An engaging speaker and innovative seminar leader, Joanne is changing the business of sales.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

SalesLoft

OCTOBER 9, 2018

Our sales development managers set up and run their own tests, occasionally collaborating with our data science team. That said, our sales development reps can and do engage prospects above and beyond the minimum required. Second, our top performing reps were more consistent about leveraging referrals from senior co-workers.

Data 52

Data Ideal Customer Profile Lead Rank Lead Scoring 52

No More Cold Calling

JANUARY 19, 2017

And that poor sales rep wasted his time and mine. Research shows it takes seven to 12 touches to reach a prospect, so cold callers know the odds are against them every time they pick up the phone or copy and paste their cold calling scripts into emails. If it was, more sales teams would do it. Sounds pretty simple, right?

Lead Generation 120

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 120

Sales Hacker

DECEMBER 19, 2018

Do you collect and use the data of individuals in order to prospect? The customer experience – from prospect to lead to customer to advocate – is set to become the key differentiator in the very near future. Here’s how to best prospect in a post-GDPR world. . Email Prospecting. Social Media Prospecting.

Prospecting 82

Prospecting Social Media Policies Vendor 82

No More Cold Calling

OCTOBER 17, 2013

How People, Not Technology, Seal the Deal — focuses on the intersection of sales, technology, and referrals—the marriage of the old (relationships) with the new (technology). Each of these has its place in sales. is a must-read for anyone building a business, a practice, or a sales team.

Cold Calling 252

Cold Calling Referrals Small Business Small Business 252

Hubspot Sales

OCTOBER 10, 2017

Every time I think I've gotten a grip on the weird, wonderful world of sales, I learn something new that forces me to change my perspective and question my beliefs. Like just 17% of salespeople think they're pushy -- compared to 50% of prospects. The only professions with less credibility include car sales, politics, and lobbying.

Referrals 145

Referrals Hubspot Top of Funnel Sales Qualified Lead 145

Circleback

JANUARY 30, 2018

Have you and your team ready to go beyond lead generation tactics for more personalized cross-selling, upselling and referrals, thus strengthening your relationship with the customers. labor force, a sales strategy involving them is mandatory. Moreover, with millennials being the largest generational segment in the U.S.

Trends 20

Trends Account Based Marketing Social Media Face-to-face 20

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

Close.io

DECEMBER 2, 2019

Only if you had more information than relying on tones and verbal cues of your prospects! The tactic is extremely effective for collecting valuable info about your prospects and can help you differentiate between suspects, prospects, leads, and opportunities. What is cold canvassing in sales? Let’s begin with the basics.

Campaigns 80

Campaigns Cold Calling Territories Face-to-face 80