Sales 2.0

AUGUST 22, 2022

I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. The second book I’m covering is No Forms. Latané’s book covers an area of marketing that I have long wondered about: Should you “gate” or should you not “gate” your content?

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

Sales 2.0

MARCH 31, 2025

Tools are getting better at reminding salespeople what they need to do, and when they need to do it, but its still up to us to act. One framework for progressing sales opportunities that I have had a lot of success with is described in Robert Miller and Stephen Heimans book Strategic Selling (now called New Strategic Selling.)

Follow-up 195

Follow-up Gatekeeper Call-back Up-Sell 195

Zoominfo

DECEMBER 6, 2024

Beyond Basic CRM Functionality While standard CRM tools offer basic lead routing, dedicated solutions excel at managing complex workflows. By integrating seamlessly with your CRM, these tools enhance functionality and boost team efficiency. Chili Piper Chili Piper combines form routing, chat, lead distribution, and scheduling tools.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

No More Cold Calling

JUNE 27, 2024

This month, in celebration of 28 years of referral selling, both my books are on Kindle for $1.99 Technology is a great tool, but nothing beats a personal conversation. So, this book discusses how and when to rely on technology, and when to step away from the computer and make a human connection. each until July 4, 2024.

Referrals 156

Referrals Cold Calling Social Media Sales Qualified Lead 156

Understanding the Sales Force

MARCH 31, 2025

Today, there are sales intelligence tools that provide us with direct lines and phone numbers to your contacts’ cell phones. It’s very similar to how we did it before the prominence of email, text, Facebook, Instagram, TikTok and LinkedIn. CRM applications have replaced 3×5 cards for easy organization and documentation.

Pipeline 188

Pipeline How To Cold Calling Inbound 188

Allego

FEBRUARY 13, 2025

Three months into my new role as a sales development representative (SDR), I hit a milestone: 10 booked sales meetings in a single month. Ive been in sales development for over a year and a half, working at companies that ranged from AI-powered revenue tools to go-to-market strategy firms. For a new SDR, thats huge. It wasnt luck.

Sales Meeting 62

Sales Meeting Meeting Cold Calling Case Study 62

Mr. Inside Sales

SEPTEMBER 6, 2022

By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but also equipped with proven sales skills they can use to instantly perform better! The post Still Time to Book Best Virtual Speaker for Your 2023 Event! Get Access Today.

Face-to-face 31

Face-to-face Inside Sales Gatekeeper Decision Maker 31

No More Cold Calling

JANUARY 9, 2020

I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. All of us perform our best when we are held accountable and have the tools to succeed. The job of a sales manager is to provide reps with the tools to succeed. Poor leadership will cost you $3.5

Sales Management 390

Sales Management Hiring Quota Cold Calling 390

No More Cold Calling

NOVEMBER 23, 2021

Julie Hansen’s new book, Look Me in the Eye: Using Video to Build Relationships with Customers, Partners and Teams , is here for you to devour. And her book brilliantly translates that expertise for salespeople. I’ve been working virtually for years, but boy, I learned a ton from Julie’s book, including the art of “smeaking.”

Video 289

Video Cold Calling Exercises Conference 289

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. I wrote my second book— Pick Up the Damn Phone!: In fact, they didn’t even need to talk to prospects, because they had great tech tools. That’s why I’m offering the Kindle version of my book , Pick Up the Damn Phone! , The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Partners in Excellence

OCTOBER 22, 2024

I look at the books piled on my desk, over a dozen–half finished. Two books I’m writing, almost finished. We read all the latest books and articles on innovation (or start them). We read all the latest books and articles on innovation (or start them). We reward the entrepreneurial spirit, the new ideas.

Churn 118

Churn Up-Sell Tools Account 118

The Pipeline

MARCH 31, 2020

As I mentioned yesterday, I am going to point you to two great books coming just at a crucial time. When you buy the book , you will get links to additional resources, such as a sales effectiveness calculator, process tool, and more, at no charge. By Tibor Shanto. Turn your sales technology into your servant, not your master.

Call-back 279

Call-back ROI Sales Coaching Sales Technology 279

Alice Heiman

OCTOBER 18, 2023

This year, I set a goal to read at least two books a month. I find I get more books finished these days if I listen rather than read. These are the books I’ve read or re-read recently that are changing the way I plan for 2024 and they are influencing my clients as well. One for fun and one for business. I was right and wrong.

Lead Rank 123

Lead Rank Sales Qualified Lead Quota Positioning 123

The Pipeline

JUNE 23, 2020

There are a lot of prospecting and cold calling books out there, most trying to cash in on trends and fears. Done right, as Art outlines in the book, cold calling, sorry Smart Calling, is still one of the most direct and cost-effective ways to directly engage with your prospects. When I pick a sales book, I want actionable insights.

Cold Calling 250

Cold Calling Call-back Face-to-face Top of Funnel 250

Anne Miller

NOVEMBER 8, 2024

Dive In Metaphors are amazing persuasion tools. Buy the Book The Tall Lady With the Iceberg: the power of metaphors to sell, persuade, & explain anything to anyone. Bogdan’s simple plunge metaphor helps close the sale, because the prospect “sees” his commitment choices in a fresh way that makes going all in the sensible option.

Webinar Metrics 133

Webinar Metrics Top of Funnel Funnel Benefit 133

Zoominfo

DECEMBER 20, 2024

The Salesforce AppExchange is a marketplace that makes it easy for busy IT and go-to-market professionals to find and leverage cloud computing and software solutions that work with Salesforce s industry-leading CRM tools and services. Integration: Tools that integrate smoothly with existing Salesforce workflows, minimizing disruption.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Zoominfo

FEBRUARY 12, 2025

Its about knowing exactly who you want to talk to and pre-booking those meetings. Your time at the event should be spent executing on the meetings youve already booked and having productive conversations not figuring out which booth to visit next. Reach Out Early and Book Meetings Dont wait until the event to make contact.

B2B 130

B2B Marketing Strategy Lead Scoring 130

No More Cold Calling

MARCH 31, 2020

Ram Charan , author of 25 books and consultant to CEOs, said that many years ago, but it’s even more relevant now. These steps are important in any economy—in fact, if we’d been using these sales tools all along, we might be in a better position now. I published my second book— Pick Up the Damn Phone! —in

Referrals 326

Referrals Cold Calling How To Call-back 326

Hubspot Sales

AUGUST 26, 2024

In fact, when you’re tenacious enough to book a call, data from Marketing Wizdom suggests that a mere 2% of sales leads will close on the first meeting. Fortunately, AI tools like Conversica can fill in the gaps and analyze current and historical data to deliver personalized messages that inspire confidence in your prospects.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122

Pipeliner

JANUARY 21, 2025

The conversation delved into the evolving landscape of book publishing, highlighting the advantages of self-publishing and the unique model offered by Scribe Media compared to traditional publishing. This model contrasts sharply with traditional publishing, where authors often relinquish significant rights and control over their books.

Lead Rank 92

Lead Rank Video Lead Scoring Marketing 92

Zoominfo

FEBRUARY 20, 2025

ZoomInfo GTM Intelligence users booked 55% more meetings per month and reported a 91% improvement in connect rates. Marketers using ZoomInfos account-based marketing (ABM) tools increased qualified leads by 36% and grew their marketing pipeline by 42%. Before ZoomInfo, sales reps connected with prospects just 23% of the time.

Report 130

Report Account Based Marketing Sales Qualified Lead Customer 130

Zoominfo

OCTOBER 25, 2024

Best Demo Days & Times: Here’s What the Numbers Say If you sell software, you know how persuasive product demos can be as a sales tool. When your solution can literally change the trajectory of an entire business, seeing is most definitely believing — if you can seize that chance and actually book a demo.

Software 130

Software Software Scale Cancellation 130

Pipeliner

FEBRUARY 10, 2025

With over 30 years of experience, Jones has penned multiple books, including his latest work, “Focused as a Bee: Six Buzzworthy Strategies to Thrive in a Distracting World.” Jones Loflin agrees, noting that the genesis of his book stemmed from his personal experiences with beekeeping alongside his daughter, which began in 2019.

Video 96

Video Strategy Lead Scoring Lead Rank 96

No More Cold Calling

JANUARY 16, 2020

All of us perform our best when we are accountable and have the tools to succeed. How many times has one of our sales managers read a book or spoken to a guru, and suddenly the entire organization was taking a new direction? He called his book, not surprisingly, Contagious: Why Things Catch On. We don’t respond to being told.

Referrals 328

Referrals Sales Management Hiring Scale 328

No More Cold Calling

MARCH 1, 2020

What’s the most powerful sales tool at your disposal? An executive reads the latest book and declares the precepts in the book are the company’s new strategy. Employees ignore these flash-in-the-pan announcements, because they know another new book and strategy will come along soon. Just make sure you follow up.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

Mr. Inside Sales

JUNE 30, 2024

Here is a proven resource—both hardcover book or audible recording—of over 500 proven and effective scripts to help you improve and make more money: Power Phone Scripts! I sincerely hope you respect yourself, your career, and your future as much as other top producers who rely on this book—and others!—to So invest in yourself now!

Gatekeeper 255

Gatekeeper Face-to-face Sales Qualified Lead Decision Maker 255

Mr. Inside Sales

JULY 30, 2021

If you found this article helpful, then you’ll love Mike’s eBook, “The Complete Book of Phone Scripts” with over 130 pages of powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money! If you’re a manager, this is a great exercise for a sales meeting.

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

Hubspot Sales

JULY 10, 2024

Let’s call this business Sam’s Book Shop. Sam’s Book Shop is a local brick-and-mortar store based in Austin that also sells goods online. A customer comes into the physical store and decides to purchase a few books. Here’s a step-by-step explanation of how payment processing works for this retail and ecommerce business.

Company 105

Company Banking Hubspot Retail 105

Mr. Inside Sales

DECEMBER 18, 2020

There are a lot of great sales training books, CD’s, and courses you and your team can take advantage of to get better. One of the best (in my humble opinion) is my bestselling book of phone scripts: Power Phone Scripts. Amazon has it on sale for just $19.15 with free prime shipping!

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Decision Maker 310

Pipeliner

JANUARY 3, 2025

In the latest episode of the expert interview series, John Golden engages in a thought-provoking conversation with Mitchell Levy , a global credibility expert, two-time TEDx speaker, and author of over 60 books. With such a rich background, Mitchell brings a wealth of knowledge to the conversation about clarity in communication.

Video 105

Video Lead Scoring Lead Rank Exercises 105

Pipeliner

MARCH 2, 2025

He also wrote a book called The Great Eight Pillars: ROI-Driven Marketing for Manufacturing Companies. Chris wrote his book to help marketing departments show their impact. Tip: Use tools like Google Analytics or HubSpot to track conversions, customer acquisition costs, and lead quality. Tip: Evaluate your current tools.

ROI 100

ROI Video Lead Scoring Lead Rank 100

Hubspot Sales

MARCH 12, 2025

SNAP selling is a sales methodology created by sales strategist Jill Konrath , based on her book, which covers the process extensively. I dont go there so their team can sell me random tools. These terms will help you better navigate her sales methodology, no book needed. Bonus: the whole approach is customer-first.

Face-to-face 87

Face-to-face Sales Methodology Lead Rank Buyer 87

Pipeliner

FEBRUARY 8, 2025

Course Creation By asking the AI to create a course based on his book “Power Tribes,” Mitch was able to generate a comprehensive course outline within minutes. Actionable Tips: Start Small: Begin by uploading a few pieces of content to an AI tool and experiment with generating new material.

Coaching 94

Coaching Video Social Media Exercises 94

Pipeliner

FEBRUARY 6, 2025

Operational Efficiency: CRM streamlines communication between sales, marketing, and customer service teams, ensuring a seamless experience for passengers from booking to disembarkation. Meanwhile, competitors are leveraging CRM tools to gain a competitive edge. This led to a 20% increase in bookings and a 10% increase in revenue.

CRM 103

CRM Loyalty Segment Retention 103

Partners in Excellence

JANUARY 16, 2025

And with the popularity of this term, there are endless tools that claim to provide coaching. There is no aspect of what we do as sellers in which there is some tool that claims to coach. We have very rich conversational intelligence tools. I’m not suggesting we stop using these tools. And this isn’t coaching.

Coaching 125

Coaching Fashion Analysis Tools 125

No More Cold Calling

FEBRUARY 21, 2019

Art Kohn’s article, “ Brain Science: Overcoming the Forgetting Curve ,”pointed me to a book called Make It Stick by Peter C. The way to embed learning and actually remember information is to use “testing as a tool for learning.” Brown, Henry L. Roediger III, and Mark A.

Cold Calling 308

Cold Calling Training Research Study 308

Sales 2.0

DECEMBER 4, 2023

The best tool today for this research is LinkedIn. Other tools do exist to mine our social connections. Such tools usually look through our email to see who we contact the most and use this as a proxy for a relationship. Since most of us are short on time, I distilled the book down into a blog post.

Referrals 195

Referrals LinkedIn Data Research 195