The Pipeline

SEPTEMBER 7, 2021

It’s a prospecting call, please stop apologising, it’s OK to do your job. But we are not given that choice, so we have to cold call. And if you are going to cold call, then by definition you will interrupt. I am call specifically to set a time, book an appointment, schedule a meeting, but none of the softy stuff.

Cold Calling 355

Cold Calling Call-back Prospecting Meeting 355

Zoominfo

JANUARY 24, 2025

When implemented effectively, these tools can: Improve Decision-Making: Replace guesswork with data-backed strategies. By capturing and analyzing customer interactions across calls, emails, and video meetings, Chorus provides actionable insights that help sales teams refine strategies, improve win rates, and close deals faster.

Analytics 246

Analytics Software Software Data 246

No More Cold Calling

JULY 29, 2021

It’s like back pain. You can stretch and put heat or ice on an aching back, but unless you treat the source of the pain—a pulled muscle or degenerating disc—your back will continue to hurt. The salesperson left without getting agreement on next steps or scheduling the next call. Would you buy from them?

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Partners in Excellence

FEBRUARY 12, 2025

Some years ago, the leader of an outbound SDR team had set very aggressive call goals. I thought, “Why is this person significantly and consistently exceeding the call goals, but the results are mediocre?” ” I started listening to the calls this SDR was making. I’ll come back to it.

Outbound 120

Outbound Call-back Sales Qualified Lead Pipeline 120

No More Cold Calling

OCTOBER 1, 2020

Get the latest from No More Cold Calling. I’m calling it out, because everyone feels the same way. And then you might owe them something back. Research shows cold calling scripts and tricks don’t work, but referrals do. 4 Secrets to the One-Call Meeting: Your Powerful Referral Program. That’s embarrassing.).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Understanding the Sales Force

AUGUST 5, 2021

We've gone from don't wear a mask, to wear a mask, to wear 2 masks, back to no need to be masked and now back to wear masks indoors, even if you have been vaccinated. Allow me to introduce you the competency called Supportive BuyCycle TM.

Guidelines 386

Guidelines Closing Call-back Report 386

Understanding the Sales Force

JUNE 8, 2020

One of our garage door openers needs to be replaced because in every five out of six attempts to lower the door, the opener sends it back up again. After calling six dealers in four weeks, I have not received a single return call. After four weeks of calling dealers I have not received a single return call.

Call-back 369

Call-back Relationals Company Pipeline 369

No More Cold Calling

APRIL 16, 2020

Being trustworthy means having the willingness to push back when you know someone is headed down the wrong road. It means pushing back when a client tells you what they want, and you know the consequences will be dire if you don’t speak up. Email joanne@nomorecoldcalling.com or call 415.461.8763.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

Zoominfo

FEBRUARY 18, 2025

Sales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. Check out our list of top outbound call tracking software to find the right fit for your team today. What is Outbound Call Tracking Software?

Outbound 130

Outbound Software Software Buyer Intent 130

Understanding the Sales Force

AUGUST 31, 2024

As long as I know where I cut it I can splice it back together again and I have spliced that cable back together so many times that there are more splices than Pete Rose had hits in his career. I exaggerate. You could say I have spent a lot of time chasing my tail as each repair takes around fifteen minutes.

Cold Calling 313

Cold Calling Call-back Follow-up Proposal 313

Mr. Inside Sales

JULY 6, 2021

Let me think about these and get back with you.”. Luckily, there is a best practice around this and it is: Stick with your main product or service, close that deal first, then circle back around and pitch the ancillary product/service. Stalled sale. Sound familiar? I’m sure you know when this happens. At that time, load them up!

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

Understanding the Sales Force

JANUARY 9, 2025

First, watch this short video rant on Timing and then come back for the rest of the story about Chris Cagle, timing, and selling. When the timing is right anyone who calls can get a meeting scheduled. When the timing is bad, nobody who calls will get a meeting scheduled. Timing is easy to recognize.

Airlines 173

Airlines Decision Maker Call-back Vendor 173

Mr. Inside Sales

APRIL 23, 2021

Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. And many, many more reasons….

Face-to-face 334

Face-to-face Gatekeeper Licensing Decision Maker 334

Hubspot Sales

OCTOBER 16, 2024

Cold calling. You see, cold calling – no matter which way you feel about it – is simply a part of the sales biz. But once in a blue moon, regardless of how good the quarter may be treating them, a business’ sales team needs to take a step back. Lucky for them, that’s where outsourced cold calling steps in. Let’s jump in.

Outsourcing Services 105

Outsourcing Services Cold Calling Scale Hiring 105

The Pipeline

JULY 20, 2021

Taking us back to the question, “to research or not to research?”. Unless you have a one call sale, you will need to secure the second meeting even if you have success on call 1. The majority will tell you they do most, if not all their “research” before even prospecting someone. Research Or Recreation?

Research 386

Research Call-back Lead Rank Lead Scoring 386

Steven Rosen

JUNE 3, 2020

Now that all sales calls are being done remotely, it appears that sales coaching has gone into lockdown as well. Assuming your salespeople are selling virtually, nothing is stopping you from joining them on a sales call or multiple sales calls. This comes back to cadence and accountability. Coaching (Remotely).

Sales Leadership 394

Sales Leadership Closing Face-to-face Call-back 394

The Pipeline

DECEMBER 14, 2020

It is called the Breakfast For Champions , you can see past episodes going back to August. Tony shares a range of things, including his sales superpower is he conducts LIVE sales calls on stage to his audiences’ dream prospects and most importantly, he gets results. The new format is a live broadcast every Friday morning.

Call-back 360

Call-back Webinar Metrics Sales Industry 360

No More Cold Calling

OCTOBER 1, 2021

Plus, here’s what you might have missed from No More Cold Calling this summer. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. On that note, take a look at what you might have missed from No More Cold Calling about relationship building and referral selling …. Try This. “My

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Understanding the Sales Force

NOVEMBER 23, 2024

While there are several business leaders who can be credited for the creation and development of KPIs (Key Performance Indicators) or metrics, the earliest evidence of KPIs goes back to the 1870’s. If you think the 1870’s was a long time ago, it pales in comparison to God working with KPIs more than 5,000 years ago.

Comparison 173

Comparison Exact Follow-up Call-back 173

No More Cold Calling

JULY 13, 2021

They rely on what they’ve done before, which is cold calling and sending cold emails, and decision makers don’t want either. Some salespeople fool themselves into believing what I call the “warm call fantasy.” There’s no such thing as a “warm call.”. Contact me at joanne@nomorecoldcalling.com , and we’ll schedule a call.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Anthony Cole Training

JULY 7, 2022

Back in the early seventies there was a group called The Main Ingredient. At the time, they had a hit song and the lyrics went something like this… “ So you’re heart broken, you’re sitting around moping, crying and crying. You even feel like dyin’. Well, before you do something rash, dig this- everybody plays the fool!”.

How To 308

How To Call-back Groups Sales 308

Steven Rosen

NOVEMBER 7, 2022

Global leadership goes back and forth with country management. You are asked for stretched sales numbers, and fewer programs than you pitched for, and you go back to the drawing board to make revisions. The beautiful thing is when the process is done, you can get back to business. I call it Strategy Execution (SE) planning.

Strategy 380

Strategy Call-back Objections Forecasting 380

No More Cold Calling

FEBRUARY 24, 2021

Or rather, change them back —from digital marketing to relationship building. Not a cold calling stranger or someone pitching them on LinkedIn. Referred salespeople get in the door with just one call and make themselves an invaluable part of the customer journey. What’s old is new again. Referrals are as old as time.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Partners in Excellence

FEBRUARY 21, 2025

I listen to a lot of sales calls. Recordings of client sellers in calls/meetings. Sometimes webcasts where someone is talking about call strategies and going through role plays. Every once in a while, listening to sellers go through this back and forth, I stop them and ask, “What did that response mean to you?

Customer 95

Customer Call-back Face-to-face Consultative Selling 95

Mr. Inside Sales

JANUARY 19, 2024

Like this: “I’m sure you do, and that’s why I’m calling you today. I know it makes sense to have several vendors you can check pricing and availability with, and having another supplier in your back pocket is only going to help you, right?” [Get Get buy in here before you continue.] “So That’s what most blow offs are!

Face-to-face 273

Face-to-face Gatekeeper How To Licensing 273

Hubspot Sales

OCTOBER 17, 2024

Let’s talk about cold calling. But these days, there’s been quite a bit of discourse circulating regarding whether or not cold calling is even a legal method anymore. Table of Contents: Is Cold Calling Illegal? Maybe you’ve done this yourself (there’s no shame in the sales rep game, though). Let’s get started, shall we?

Cold Calling 104

Cold Calling Telemarketing B2C Guidelines 104

Sales 2.0

JANUARY 17, 2020

It’s uninspiring (and ineffective) for a sales person to email or call a prospect to “just touch base”. If you must email or call, what do you say? To make this even stronger maybe you can back up your idea with some proof that you can execute your idea, for example “I noticed you just acquired such-and-such a company.

Prospecting 83

Prospecting Account Call-back Buyer 83

Zoominfo

AUGUST 8, 2024

But it’s backing up those higher targets with support investments, a strong signal that executives view higher coverage figures as a new normal. Can you provide a summary of the key insights from the latest earnings call, and how it can apply to the relationship with our company?

Churn 130

Churn Face-to-face How To Buyer Intent 130

Mr. Inside Sales

MAY 11, 2023

Should I go back to school?” While managers want you to jump on the next call, go from a negative experience and be positive again and “smile and dial,” you know how hard that is. Just accept it and get back to neutral. or actually get back to the script?). I wonder what I can sell that’s easier than this?” And on and on.

Face-to-face 250

Face-to-face Call-back Gatekeeper Licensing 250

Sales Gravy

DECEMBER 29, 2024

You might want to go back to school for a degree or an MBA. Its unbelievably fulfilling to look back and see what you accomplishedhow far youve come over the course of a year, five years, or a decade. Wed rather that customers call us than having to chase them. You might want to go back to school for a degree or an MBA.

Face-to-face 98

Face-to-face Decision Maker Call-back Commission 98

Mr. Inside Sales

JULY 20, 2021

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Click this special link to purchase! Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Understanding the Sales Force

OCTOBER 12, 2022

Back in the 90's, after years of Chiropractic, I learned to crack my own back and neck. If you drove more than two hours today or slept in a hotel bed last night I'm certain you'll need to crack your back and neck. You never know when you will need to relieve stiffness and/or pain. Actually you do know.

Selling Skills 295

Selling Skills Hotels Call-back Negotiation 295

No More Cold Calling

JUNE 10, 2021

Get meetings with prime prospects in one call. I didn’t know what to call my company. I was debating between No More Cold Calls and No More Cold Calling. No More Cold Calling rolls off your tongue better.” Then one day, I got a call from a woman I’d met at a networking luncheon. Outwit the competition.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Mr. Inside Sales

JULY 30, 2021

If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Happy Selling! Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Closing 334

Closing Gatekeeper Face-to-face Licensing 334