Understanding the Sales Force

FEBRUARY 22, 2023

Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.

Top of Funnel 408

Top of Funnel Positioning Scale Inbound 408

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 121

Outbound Call-back Sales Qualified Lead Pipeline 121

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

No More Cold Calling

MARCH 31, 2021

Here’s what you might have missed this year from No More Cold Calling. Their clients weren’t returning calls, and budgets were constricted or put on hold. Even so, emails and cold calls aren’t going to help your business recover. Or rather, change them back —from digital marketing to relationship building.

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

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

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. And this method not only allows prospects to disqualify themselves, but it also gets those interested buyers to respond back to me with a time to reach them. #2: 2: Make more calls without leaving a message.

Face-to-face 317

Face-to-face Call-back Gatekeeper Licensing 317

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

Hubspot Sales

AUGUST 19, 2024

Some might say cold calling is dead. I still talk to teams today, converting at a high rate by leveraging cold calling. Yet, when I work with some teams I notice that they aren't making any calls. Fear of rejection is why people believe cold calling is dead and avoid doing it. Thanks for taking my call.”

Cold Calling 115

Cold Calling Hiring Call-back Objections 115

The Pipeline

AUGUST 31, 2021

Vacations over, back to work, finishing the year and setting the table for next year. While this year is no different, there is greater anticipation in light of vaccine and people’s back to work attitude. The five, in no particular order, are: Avoid falling back into usual routines. Harvest referrals. Recalibrate with your team.

Harvest 360

Harvest Referrals Call-back Video 360

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

Mr. Inside Sales

NOVEMBER 16, 2020

Then, by feeding these back to them, you’ll be speaking to a person’s listening. 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. If you’ve never tried this technique, trust me, it’s a game changer….

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

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

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 97

Customer Call-back Face-to-face Consultative Selling 97

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

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

APRIL 22, 2020

Many times, they ask us the same back. Email joanne@nomorecoldcalling.com or call 415.461.8763. The post Why Asking for Help Isn’t a Sign of Weakness appeared first on No More Cold Calling. Good news: The mood around asking for help has done a complete 180. How can I help you?)

Referrals 358

Referrals Cold Calling Call-back Research 358

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

Sales Gravy

FEBRUARY 9, 2025

A few weeks back, I was delivering a Fanatical Prospecting Bootcamp to a group of sales reps - all in their twenties. The Cold Calling is Old School Distraction Like many reluctant prospectors, he wanted to engage in a distracting argument over whether or not outbound telephone prospecting (a.k.a cold calling) was old-school.

Cold Calling 91

Cold Calling Call-back Outbound Decision Maker 91

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

Sales Hacker Training

JANUARY 7, 2025

And this year I came back to work and had so many emails in my inbox the number was scary. But since I started using Superhuman last quarter, I was able to get back to inbox zero within minutes. New year, time to take back control – 2025 is the year of inbox zero. Like, I need to be in these deal calls.

Ideal Customer Profile 124

Ideal Customer Profile Outsourcing Services Customer Lead Rank 124

Zoominfo

MARCH 21, 2025

Backed by 14 proprietary machine learning patents, Chorus is built to help revenue teams win more deals, coach more effectively, and scale performance. At its core, Chorus accelerates onboarding and ramp time by giving new reps access to real call recordings and self-coaching tools, helping them learn faster and hit quota sooner.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

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