Understanding the Sales Force

NOVEMBER 10, 2024

Back to Phil. I scheduled a five-minute pre-screening call with a candidate who was recommended and scored quite high on the OMG sales candidate assessment. Back to the five minute call. I ended the call after about a minute and a half because I knew he wasn’t going to advance in the sales recruiting process.

Hiring 348

Hiring Cold Calling Call-back B2C 348

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 390

Guidelines Closing Call-back Report 390

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

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 372

Call-back Relationals Company Pipeline 372

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

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

Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. If you sent out the hottest lead ever, a “10” on a scale of 1 – 10, when you call them back, have you ever noticed that now they’re about a “7”? What to do?

Sales Qualified Lead 320

Sales Qualified Lead Face-to-face Scale Call-back 320

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 316

Cold Calling Call-back Follow-up Proposal 316

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 Decision Maker 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

The Pipeline

NOVEMBER 26, 2019

Believing that voicemail helps them move the call towards what a percipient may expect in a live call. If we were sincere, we would call voicemail by its actual name, ‘Business Triager’. If you make ten calls, what are the chances that all ten are in the process of looking for your product? It will not! Business Triager.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

No More Cold Calling

JANUARY 16, 2025

Most of us dont trust strangerswhether theyre right in front of us, on a video call with us, or on the other end of the phone line unless someone we trust has told us those people are trustworthy. Being trustworthy means having thewillingness to push back when you know someone is headed down the wrong road.

Referrals 318

Referrals Face-to-face Call-back Decision Maker 318

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 Decision Maker Licensing 334

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

The Pipeline

JULY 29, 2020

A Quick Look Back. Pink slips ruled the day, you know I called but rarely any detail. But it is the opposite during the trying to engage phase, cold calling. So once the prospect digests everything, considers it twice, why do they need to call you back? That will include calling you back if you leave a number.

Buyer 289

Buyer Prospecting Call-back Cold Calling 289

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 Decision Maker 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

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

Mr. Inside Sales

AUGUST 14, 2020

For years, I was waiting to go back to school to get my graduate degree so I could start my real life. My attitude was holding me back from excelling and enjoying this profession. Never stopped to see what was holding me back from attaining the success I saw others attain. Do you find that demeaning? I used to. And that’s sales.

Face-to-face 295

Face-to-face Call-back Gatekeeper Decision Maker 295

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

The Pipeline

AUGUST 24, 2020

A great example of this Greek-like tragedy, is the never-ending debate about the best day to make prospecting calls? Many will tell you that their data has pinpointed the best day and time to make prospecting calls. This question is as old as time, imagine if the Serpent had speculated as to the best day to call on Eve?

Call-back 290

Call-back Pipeline Face-to-face Cold Calling 290

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 Decision Maker 273

Mr. Inside Sales

FEBRUARY 20, 2021

rather than waiting until you have the answer—which could take a day or longer—get into the habit of responding back within the hour with even: “Just wanted to let you know I received your email, and I’m working on it. I’ll reach back once I have an answer.”. Like you, I receive a lot of emails and phone calls. 10 seconds?

Face-to-face 271

Face-to-face Call-back Gatekeeper Decision Maker 271

Mr. Inside Sales

JANUARY 2, 2021

Welcome back to your home office; how do you feel? 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. Overwhelmed? Under pressure already? If so, then you’re not alone. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 314

Face-to-face Gatekeeper Inside Sales Decision Maker 314

Mr. Inside Sales

MARCH 1, 2021

I started showing up an hour before work began, and I headed straight to my desk and began making calls. I spent my lunch hours listening to my calls and critiquing them. At night before I went home, I took an extra half hour to lay out all my leads and call backs for the next day so I could hit the ground running when I got in.

Face-to-face 300

Face-to-face Gatekeeper Call-back Decision Maker 300

Mr. Inside Sales

MARCH 6, 2021

I listen to hundreds of calls every month, and I rarely hear thank you (or please). 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. Again, I know, this sounds too simple, too common place, too commonsensical.

Gatekeeper 316

Gatekeeper Closing Face-to-face Decision Maker 316

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

Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. The post Overcome Call Reluctance Today! Imagine that….

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Decision Maker 313

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 Decision Maker 250