No More Cold Calling

JUNE 24, 2021

How to ask for referrals and other FAQs. After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. In no particular order, here are the most common referral selling questions I hear … 1. How do I get over my reluctance to ask for referrals?

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No More Cold Calling

MARCH 30, 2023

To the husbands, fathers, brothers, sons, and mentors who celebrate women year-round. We have always needed and respected our male allies—those of you who encourage and support women and set the stage for our success. Way back in 2015, I published a blog post: Girl Power: Men with Daughters Get It. Not hard to do, right?

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No More Cold Calling

OCTOBER 1, 2021

Plus, here’s what you might have missed from No More Cold Calling this summer. I’m sure you’ve been the recipient of: Endless spam emails offering to send you lists and then writing to ask if you saw their last email. You don’t know me, don’t care about me, and that’s just a throw-away line, anyway.). Try This. “My

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No More Cold Calling

JANUARY 14, 2021

And they wouldn’t have that problem if they knew how to get referrals. On each live episode, I’ll cover a digestible topic (mostly regarding referrals) in just 15 to 30 minutes. So, I’m committing to spending time on-camera answering your questions and sharing powerful tips and methods to revolutionize your prospecting.

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No More Cold Calling

JANUARY 24, 2019

. Have you ever met a salesperson who enjoyed cold calling? How about a buyer who enjoyed receiving cold calls? Cold calling doesn’t differentiate your organization from the competition, nor does it result in qualified lead generation. And better yet, how can you make only hot calls? Well, maybe one in 100.)

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No More Cold Calling

JULY 27, 2023

She finally asked her team: “Did you ever close business over email?” Well, that was a splash of cold water, and you can guess the answer. 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. Their outreach took too long.

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No More Cold Calling

JANUARY 17, 2019

Don’t believe everything you hear about selling in a digital world. You’ll get in way too late. Your prospects will be confused about how your solution is different from the next guy’s. Your prospects will be confused about how your solution is different from the next guy’s. By Bob Apollo.

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No More Cold Calling

JULY 20, 2018

Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. The web is replete with articles and webcasts that tell people to just go ask for referrals, like it’s common sense or something. Dead silence.

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No More Cold Calling

MAY 3, 2018

If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start. Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy. That’s not selling.

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Smooth Sale

APRIL 6, 2024

Photo by rebeck96 Attract the Right Job Or Clientele: How to Prepare Your Real Estate Business for Success Becoming a realtor can be lucrative if you can get your business off the ground right from the beginning. Ask For Referrals Although it can be a slow start, begin by asking family and friends for referrals.

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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. Too many account based selling teams over-rely on technology to reach their prospects. It requires personal connections—referral introductions from current clients. I was wrong.

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No More Cold Calling

MARCH 16, 2017

Cold calling is bottom-of-the-barrel prospecting. It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. He’s “dialing for dollars” (read: “wasting time”), and who has time to waste? They’re the reason sales gets a bad name. Forget “Warm,” Get HOT.

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No More Cold Calling

AUGUST 30, 2018

Referrals are HOT, HOT, HOT! Unless your prospect knows who you are and expects to hear from you, you might as well step into a freezer. Just because someone you know is connected to your prospect, doesn’t mean they actually know each other. How do you want to work?

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No More Cold Calling

DECEMBER 18, 2014

When you have a referral introduction, there’s no need to dupe the gatekeeper. Are you tired of talking to people without any decision-making power? Wouldn’t you rather walk straight into the corner office and speak with the person who’s actually in charge? Of course you would. And who has time to waste?

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No More Cold Calling

AUGUST 23, 2018

Done right, it doesn’t actually involve selling, which is good, because no one wants to be sold to on social media. It is a place for networking, research, and engaging audiences, not for pitching prospects. I don’t like it—and your prospects don’t like it. A Complete Guide to Putting the “Social” Back in Social Selling.

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Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

JANUARY 28, 2018

With the 2018 Winter Olympics starting soon, we’re already hearing about the amazing athletes who will wow us next month. They’ll come from all over the world to compete in a myriad of events, but they all have one thing in common: They got where they are today because they invested in building their skills. Amazing, really.

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Referrals Cold Calling Lead Generation Sales Qualified Lead 166

No More Cold Calling

DECEMBER 19, 2019

Are you focused on business storytelling? Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? Newsflash: Nobody wants to hear that. What do you remember about a speaker, a movie, a novel? You remember the stories. We get the main point through a story.

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No More Cold Calling

JULY 7, 2016

I accepted a LinkedIn invitation from someone I didn’t know, sent a personal response to greet my new connection, and immediately received a cold calling message from someone looking only for lead generation: I’d love to talk and hear about you, what’s happening in your business and how you think I can contribute to your success.

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No More Cold Calling

JANUARY 4, 2018

That means our clients and prospects, our families and friends, our colleagues. It’s time we remember the value of getting personal. So, put down the gadgets and really be with the people who matter. Whatever you want to call them, here are six ways to strike a better balance in 2018: Make time for yourself.

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Referrals Social Media Cold Calling Sales Qualified Lead 287

Hubspot Sales

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. Prospects are busy, and your call is undoubtedly interrupting their work. Who likes to be interrupted?

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No More Cold Calling

JANUARY 5, 2017

You already know my point of view on cold calling. It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls. Current clients at a prospect company are the best source of new business within their organizations. Stop Fooling Yourself—Your Prospecting Is Cold.

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The Pipeline

SEPTEMBER 25, 2018

In this case, it was it was someone who was willing to take a technique even further in a way that leads to more significant results. No conversation about successful telephone prospecting would be complete without a look at voice mail. Everything you need to know about my approach to voice mail, you can learn here: [link].

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No More Cold Calling

AUGUST 3, 2017

Sales symptoms are prospecting traps. You’d be surprised how often I hear, “My account based selling team can’t close.”. It’s prospecting that’s hard. Unless you address the actual cause, not just the symptom, that nagging pain won’t go away. And they’re not asking for referrals. Closing is never the problem.

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Account Closing Sales Qualified Lead Referrals 220

No More Cold Calling

AUGUST 14, 2014

With referral selling, the hard part is over before you ever speak to prospects. How can you help me?” asked Jim, my prospect. He’d been explaining an exciting referral initiative he was rolling out around the country. While it seemed to be working great, he still wanted to know how I could contribute.

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No More Cold Calling

NOVEMBER 27, 2013

Wake Up From the Warm Call Fantasy. It goes like this: You’ve researched prospects on social media , identified trigger events, and gathered information from social intelligence. You even have mutual connections on LinkedIn. So you send emails making the business case for why these prospects should talk to you.

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Social Media Referrals Cold Calling Small Business 220

Keith Rosen

AUGUST 13, 2020

How would getting more referrals impact your business? Most salespeople are reluctant to ask for referrals, in fear of the response. Instead, create a referral agreement that would make your customers want to refer tons of referrals to you. What is a Referral? When and How to Ask for Referrals.

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No More Cold Calling

SEPTEMBER 19, 2013

As salespeople, the most important indicator of our success is the state of our pipelines—whether they’re full of qualified leads that will keep us hitting our numbers in the months to come or clogged with prospects who will never pay off as clients. But referrals will. Read “ You Can’t ‘Fit it In’? ”.). 1 sales priority?

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Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. According to Statista, we’re expected to send and receive over 333 billion emails daily by the end of 2022 — meaning it's not easy to get noticed in someone's email inbox. Spend some time on the subject line.

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No More Cold Calling

DECEMBER 10, 2019

Yes, I know that’s snarky, but if you receive the lame sales emails that I do, you know what I’m talking about.). Just consider these (true) stories: An account executive who couldn’t get her prospect on the phone scheduled an in-person meeting. There’s nothing like an in-person meeting to close deals.

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No More Cold Calling

AUGUST 31, 2017

Here’s what you might have missed from No More Cold Calling this month. For example, if you believe that 57 percent of the buying process is complete before buyers ever contact account based sales reps, you’ve lost the deal before you’ve begun. If you think your account based selling team has a closing problem, you’re mistaken.

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The Pipeline

NOVEMBER 13, 2014

Recent headlines about AC/DC’s drummer brush with the law, got me thinking why would someone want to kill someone? Even though you can find stats that would suggested that on its own, it is not all the Socialites will have you believe. Step back you don’t wanna get any on your shoes). . Let’s Spin Some Stats!

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No More Cold Calling

OCTOBER 3, 2013

Failure to close is just a symptom of a larger prospecting problem. You’d be surprised how often I hear, “My salespeople can’t close.”. Trying to teach reps how to close without addressing the broken links in your prospecting system will not yield sustainable results. Was the prospect interested in buying or just tire kicking?

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Alice Heiman

MARCH 21, 2022

Yes, you heard me correctly, and I hear you saying, “Whaaat? Are you kidding me? ” If you are of the mindset that sales is about sellers , your sales leaders should be leading that effort, but even then, you have a role to play in sales. I’m the CEO. The CEO’s Role in Sales.

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No More Cold Calling

JUNE 1, 2018

Here’s what you might have missed from No More Cold Calling last month. “My Top salespeople—the ones who are miles ahead of everyone else—have mastered how to use social networks to grow revenue potential, exceed quota, prospect efficiently, and maintain a robust pipeline. Want to catch up to them? Graham of SAP.

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No More Cold Calling

NOVEMBER 1, 2015

Here’s what you might have missed in October—and what to look forward to in November. The temperatures are getting cooler, but things have really been heating up at No More Cold Calling this fall. Want to learn more? In the meantime, check out my referral selling blog posts from October: No One Wants Your Cold Calls.

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Referrals Decision Maker Cold Calling Lead Rank 120

Hubspot Sales

NOVEMBER 22, 2021

LinkedIn provides access to an ocean of prospects and some valuable insight into what makes them tick — but connecting with them is a struggle in itself. Prospecting on the network is every bit as tricky as it is potentially productive, and if you want to do it effectively, you need to master the art of the LinkedIn sales message.

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Hubspot Sales

JANUARY 9, 2024

So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. The skills you learn on the job may also help you climb the sales career ladder. But that’s not all.

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