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

No More Cold Calling

APRIL 15, 2021

Reps cold call, send cold emails, do cold outreach on social media, and rely on marketing to nurture prospects and send them qualified leads. They get every meeting in one call, because their calls are expected and welcome. The post Your Lead Gen Is Broken (Here’s How to Fix It) appeared first on No More Cold Calling.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

AUGUST 19, 2014

He probably just wants to win the contest at his company for bringing back the most cards. He writes: A few years back I moderated a webinar for a San Francisco B2B media company called Tippit, now Ziff-Davis B2B Focus. Connect with No More Cold Calling. I never give my card to that guy, because he’s all about himself.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

Sales and Marketing Management

OCTOBER 12, 2020

The hive-like atmosphere of our sales offices was replaced by Zoom calls. . It will be interesting to see if and when we go back to the pre-pandemic frequency of face-to-face meetings in enterprise selling. However, we will also leverage video calls with customers far more frequently. . I believe we will.

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

Hubspot Sales

SEPTEMBER 20, 2022

With social media, you can prospect at your fingertips — and sidestep the awkwardness of a traditional cold call. Of course, you can't afford to spend hours on social media each day, so which channels are worth your time? The HubSpot Blog surveyed 500+ sales professionals to uncover the best social media channels for prospecting.

Social Media 124

Social Media Channels Media Prospecting 124

Zoominfo

MARCH 4, 2021

Some of the easiest methods of lead generation include increasing traffic to your social media channels and website. Cold calling — or really any form of cold outreach. Find out more about cold outreach for lead gen — 9 Cold Calling Tips to Generate More Leads. And what are one of the most difficult methods of lead generation?

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

No More Cold Calling

SEPTEMBER 18, 2014

While social engagement may seem more noble or altruistic, what really is energizing ssis the adoption of social in the B2B world is the view that it is another channel for executing sales strategy. Digital conversations often take longer and become far more complicated than a simple phone call. How to Get Prospects to Call You Back.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

No More Cold Calling

MARCH 31, 2020

Waiting could be your Achilles heel—plus, everything you missed from No More Cold Calling this month. In the meantime, here’s what you might have missed from No More Cold Calling this month: Not the “R” Word Again…. How many of those long email threads could have been resolved with a single phone call?

Referrals 326

Referrals Cold Calling How To Call-back 326

No More Cold Calling

JANUARY 14, 2021

Register for Back in The Black Sales TV—first episode on January 19. The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. New episodes will premiere on the third Tuesday of every month at 2:00 Pacific/5:00 Eastern on The Sales Experts Channel.

Gatekeeper 265

Gatekeeper Cold Calling Referrals Telemarketing 265

The Pipeline

MAY 8, 2018

Most people hate voice-mail, due to a deadly combination: 80% or more calls made will go to voice-mail. Prospects use voice-mail the same way we do, to triage and dismiss calls they don’t feel have merit. Don’t abandon the tool, quit the foolishness that people have you do with voice-mail, step back and reexamine things.

Inbound 268

Inbound Call-back Cold Calling Objections 268

Sales and Marketing Management

OCTOBER 15, 2020

Using our proprietary technique, called rsX?, Though cash may seem like an easy solution, research as far back as the 1970s shows that cash rewards are not as meaningful as non-cash rewards on a psychological perspective. In late 2019, we surveyed more than 3,000 U.S. We took a keen interest on those in sales roles.

Incentives 340

Incentives Incentive Survey Sales Qualified Lead 340

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. HBR backs me up on this, suggesting referral selling as a key strategy for gaining new-customer access: “Leverage referrals. The pandemic might be winding down, but not everyone is going back to the office. Most people say it’s more than 70 percent.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

JANUARY 5, 2021

That’s why I’m introducing Back in the Black , my new monthly sales TV show on the Sales Experts Channel! Back in the Black premieres Tuesday, January 19, and will air on the third Tuesday of each month at 2:00 Pacific, 3:00 Mountain, 4:00 Central, and 5:00 Eastern. No More Cold Calling 2020: A Few of My Favorite Posts.

Referrals 194

Referrals Cold Calling Call-back Social Media 194

MTD Sales Training

MARCH 31, 2020

Some have moved over to virtual channels like webinars and online training but a lot are just waiting it out. Don’t Panic – Step Back. Take a step back and start to plan what you can do. Have a “virtual coffee” over video or a call with a colleague. We’ve had over 82 sales training programmes postponed! Get Social.

Skype 246

Skype Webinar Metrics Call-back Exercises 246

Sales and Marketing Management

OCTOBER 4, 2017

Through a channel partnership network? Most models for building a sales engine haven’t changed much, yet those traditional channel networks are costlier to develop. Gig Economy, the Newest Sales Channel. Building a Gig Channel. Creating a back-end infrastructure is the easy part, and it’s already been done.

Engineering 227

Engineering Hiring Networking Channels 227

No More Cold Calling

APRIL 13, 2017

Prospecting strategies that once worked don’t work anymore, and cold calling —which never worked so great in the first place—is now a complete waste of time. If “paying dues” means cold calling, I wouldn’t do it either.). Why don’t you call your grandmother?” Why are millennials hellbent on shaking up the workforce?

Lead Generation 268

Lead Generation Lead Scoring Lead Rank Leads 268

No More Cold Calling

JUNE 9, 2019

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

The Sales Hunter

FEBRUARY 20, 2019

Before you read them, be sure to go back and read the first 40. Truths 21-30: The Art of the Sales Call. Prospecting is an omni-channel activity. The only thing holding you back from success in sales is you! If I didn’t believe in each one of them, I wouldn’t be able to call them a truth.

Prospecting 236

Prospecting Social Media Call-back Media 236

Zoominfo

FEBRUARY 22, 2018

Focus your efforts on the appropriate channels. Focus your time and budget on the channels that will best help you meet your goals. There’s nothing worse than following a company across multiple social media platforms only to see the same exact message posted at the same exact time, on each and every channel, every single day.

Social Media 214

Social Media Lead Generation Media B2B 214

Zoominfo

SEPTEMBER 12, 2018

80% of calls go to voicemail, and 90% of first time voicemails are never returned. It’s important to stand out—if your voicemail sounds just like the others, don’t expect a call back. Of course, this tactic isn’t possible without conducting research prior to the call. The average voicemail response rate is 4.8%.

Call-back 210

Call-back Follow-up B2B Social Media 210

Sales and Marketing Management

FEBRUARY 15, 2021

Consider setting up an internal, social channel by business unit to create excitement about first-quarter activity, sales competitions, new programs, or tools that can virtually connect those who feel disconnected. Also, sales leaders should encourage sales managers to create team chats as a back-channel during all-hands calls.

Education 194

Education Film Channels Cancellation 194

The Pipeline

APRIL 23, 2019

Living it is exactly what prospects are doing when our call interrupts. This forces us to not just be multi-channel in our approach, but also multi-lingual. Taking this action alone will help distract you in ways that will benefit you when you go back to your safe zone. Being able to talk to it, is not living it.

Prospecting 260

Prospecting Transportation Retail Exact 260

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

The Pipeline

SEPTEMBER 17, 2020

And that reshare of your “awesome, one time I sent a picture…” story will get shared, but won’t lead to calls. Let’s be clear, social is a critical channel for sales and selling, but there is no conversion rate, zero, between “likes” and pipeline. Looking back at why we may not have like those who shaped us, yet they did.

Hiring 286

Hiring Fashion Facebook Pivotal 286

Sales and Marketing Management

DECEMBER 22, 2019

Author: Barbara Adey It’s not enough to prepare for a sales call with general industry knowledge. As it stands, only 20% of salespeople are prepared to offer any real value during a sales call. Sellers need business acumen: a customer-specific grasp of business objectives and the metrics a customer uses to measure success. .

Decision Maker 240

Decision Maker Face-to-face Demographics Call-back 240

Understanding the Sales Force

FEBRUARY 15, 2024

Earlier this week, the forecast called for a big nor’easter to drop 8-13 inches of heavy, wet snow in our area. It harkened me back to the good old days before the incredible weather technology we have now. We got 3 inches. When I say pre-technology, I’m not talking about pre-Doppler radar and computer models.

Forecasting 218

Forecasting Sales Forecasts Decision Maker Call-back 218

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? Not only is cold calling tortuous for everyone involved, it’s one of the reasons that only 54.3 Cold calling doesn’t address the top two challenges that sales teams face. What about “warm calls”?

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Zoominfo

FEBRUARY 25, 2021

Marketing Engaged Lead: Prospect who interacts with a company via a marketing channel. Outbound prospecting is a direct marketing channel where salespeople identify target customers and then directly reach out to them in order to introduce them to their company or product. Stages of Lead Qualification. Outbound Prospecting.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

MAY 2, 2018

If you’re struggling to generate leads, it’s time to take it back to the basics and reset your lead generation strategy for success. A person who sees a billboard for your company is not a lead, but a person who sees the same billboard and calls your sales team is. Which channels are producing the best leads? What is a lead?

Lead Generation 203

Lead Generation Lead Rank Lead Scoring Ideal Customer Profile 203

No More Cold Calling

SEPTEMBER 21, 2017

As she put it to me, “If I give you what I have, I will have your back.” Ellen is an engineer turned vice president of channel sales. Neuroscience backs up these observations. Connect with No More Cold Calling. appeared first on No More Cold Calling. Like most of us, Amy is very busy. Ellen the Alpha.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Sales and Marketing Management

JANUARY 27, 2020

I call this a blueprint for how to become the next Blockbuster, the next Kodak or the next taxi cab medallion owner. . Cable wire to the wall: Originally, in the analog days, most televisions could be connected to the wall directly by cable wire and we would switch channels up and down on the television set itself. .

Incentives 199

Incentives Incentive Negotiation Channels 199

Zoominfo

SEPTEMBER 9, 2020

But as you peel back the layers, a few variables enter the equation that prevent businesses from solving for growth. So, let’s go back to the basics, and deconstruct four common points of failure in the typical lead acquisition funnel and what organizations can do to succeed over them. On the surface, it is. Remember the golden rule.

Top of Funnel 191

Top of Funnel Ideal Customer Profile Funnel Sales Qualified Lead 191

Zoominfo

MARCH 27, 2018

77% of strong omni-channel companies store customer data across channels, compared to 48% for weak omni-channel companies ( source ). 77% of strong omni-channel companies store customer data across channels, compared to 48% for weak omni-channel companies ( source ). Successful Customer Engagement.

Customer 196

Customer Consumer Channels Customer Service 196

Sales and Marketing Management

MARCH 26, 2018

Salespeople should use this time well and understand that after that first meeting, the phone and web will likely become the primary communication channels due to the limited time constraints of those involved. In these three channels is where sales performance can be enhanced. Recipe for High-Performance Selling. No more, no less.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

No More Cold Calling

JUNE 6, 2019

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Zoominfo

SEPTEMBER 23, 2020

Integrative, Effective Digital Tools: When it comes to your GTM strategy, and any kind of product launch, you need integrative automation tools to help execute and measure results across the channels that matter most. . Re-evaluate Channels . You should always be tracking lead sources and determining which channels they come from.

Ideal Customer Profile 189

Ideal Customer Profile Strategy Buyer Persona Lead Rank 189

Sales and Marketing Management

DECEMBER 6, 2019

With 17% of marketers planning to adopt podcasting into their efforts, podcasts are a rising marketing channel for companies today. They struggle to trace the return back to the podcast investment. Never assume you’re reaching your audience by simply having a podcast or by promoting your podcast on social channels.

ROI 177

ROI Top of Funnel Channels Lead Nurturing 177