Sales 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. as this channel has become saturated. as this channel has become saturated. Smarter approaches to prospecting are needed. Sales process efficiency.

Territories 396

Territories Compensation Scale Decision Maker 396

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. None of us stands out during prospecting. When they get introductions from people their prospects know and trust, they walk straight into meetings with your ideal clients. Not getting the ROI you expected from your lead-gen tactics?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Or rather, change them back —from digital marketing to relationship building. Not a cold calling stranger or someone pitching them on LinkedIn. Suddenly it became almost impossible. Unless … Breaking News. Think about it.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

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? Read on to learn more about social prospecting, and discover which social media channels are most effective.

Social Media 124

Social Media Channels Media Prospecting 124

No More Cold Calling

JUNE 29, 2023

Here’s what you might have missed from No More Cold Calling this quarter. It’s been 27 years since I founded No More Cold Calling. Your most neglected sales channel is your existing client base. Isn’t it time you considered a prospecting approach that delivers double-digit results and eliminates your competition?

Referrals 177

Referrals Channels Cold Calling Scale 177

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

Sales Hacker

NOVEMBER 15, 2024

Every automation — whether it’s cold calling, note-taking, or follow-ups — outsources tasks that build critical skills. Examples of skill byproducts: Cold calling: Builds grit, resilience, and quick thinking under pressure. Back in the day, most jobs made us physically strong. Google Maps replaced navigation skills.

Outsourcing Services 113

Outsourcing Services Scale Cold Calling Hiring 113

Zoominfo

DECEMBER 20, 2024

Sales acceleration platforms provide a powerful solution, helping businesses optimize workflows, engage prospects, and convert leads more efficiently. Use this checklist to evaluate your possible solutions, and pick the one that works best for your companys needs and get back to closing deals, this time at record speed.

Scale 130

Scale SalesForce Analytics Hubspot 130

The Pipeline

MAY 8, 2018

I do a lot of work with organizations trying to improve their prospecting, and the piece they look to from me is the telephone component of a robust prospecting routine. Most people hate voice-mail, due to a deadly combination: 80% or more calls made will go to voice-mail. By Tibor Shanto. One Of Sale’s Ironies.

Inbound 268

Inbound Call-back Cold Calling Objections 268

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

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. For sellers, this makes access to prospective buyers the first chokepoint. How do you get access to your prime prospects?

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Anne Miller

OCTOBER 23, 2020

What can you do to get a rapid response from prospects? Warm introductions are always better than cold calls. Check out LinkedIn and your internal company contacts to see who might know your prospect and request to be introduced to that person. Try one or all of these three approaches. Get a Referral. Do Something Unexpected.

Prospecting 162

Prospecting Cold Calling Referrals Guarantee 162

No More Cold Calling

AUGUST 19, 2014

He probably just wants to win the contest at his company for bringing back the most cards. Selling by referral is the most personal prospecting strategy that exists. He writes: A few years back I moderated a webinar for a San Francisco B2B media company called Tippit, now Ziff-Davis B2B Focus. Begin a Conversation.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

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

Hubspot Sales

JULY 22, 2024

Why would you need a script for making a cold call? Before the end of the day, you need to make 100 calls. Imagine how stressful it would be to go into each of these calls blind. If you're in a hurry, skip to the script or download free sales call templates.) What is a cold call? Consider this.

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

No More Cold Calling

SEPTEMBER 18, 2014

By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. 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. I see you.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

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. But very few understand how to incorporate technology into their prospecting strategy. The Evolution of Cold Calling. Talk about rude and disengaging behavior!

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Scoring Lead Rank 269

No More Cold Calling

APRIL 13, 2017

Is it time to change the way you’re prospecting? 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?”

Lead Generation 268

Lead Generation Lead Scoring Lead Rank Leads 268

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

Partners in Excellence

SEPTEMBER 13, 2021

95% of our prospecting is just wasted time, so just stop it! “Dave, I’d like to tell you about our products… ” You follow those with phone calls, that’s much more time consuming, even if you have an intelligent dialing system that only connects you to the few people that pick up the phone.

Prospecting 137

Prospecting Ideal Customer Profile Hiring LinkedIn 137

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

SEPTEMBER 12, 2018

Today’s sales professionals have more ways than ever to get in touch with prospects. And yet, sales reps can’t escape the most common and often the most frustrating method of sales prospecting communication—and that’s voicemail. . 80% of calls go to voicemail, and 90% of first time voicemails are never returned.

Call-back 210

Call-back Follow-up B2B Social Media 210

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! That’s why I continue to share insights about prospecting, the importance of referrals, and what you should (and shouldn’t) do on social media. No More Cold Calling 2020: A Few of My Favorite Posts.

Referrals 194

Referrals Cold Calling Call-back Social Media 194

Nutshell

AUGUST 20, 2024

Prospecting is an essential part of the sales process, but if you want to strike gold, you need to have a well-thought-out strategy in place. In this guide to sales prospecting, you’ll get everything you need to know. Table of Contents What is sales prospecting? Table of Contents What is sales prospecting?

Ideal Customer Profile 127

Ideal Customer Profile Benefit Prospecting Sales Qualified Lead 127

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. Network with prospects and clients. What can you control?

Skype 246

Skype Webinar Metrics Call-back Exercises 246

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. Yep, wimpy.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Zoominfo

FEBRUARY 12, 2025

Alright, lets get one thing straight: events are back. But just because were all back in the conference halls doesnt mean we should forget the hard-earned lessons from our COVID-era virtual transformation. Others are pulling back or focusing on decentralized, intimate roadshows and roundtables.

B2B 130

B2B Marketing Strategy Lead Scoring 130

Zoominfo

FEBRUARY 25, 2021

Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. A lead is defined as any prospect who indicates interest in a company’s product or service. What is a Lead?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

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 to gather in-depth information about prospects and customers. Customer-Centric Sales. Competitors? Customers they serve?

Decision Maker 240

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

The Pipeline

SEPTEMBER 17, 2020

Often the things one does to persuade say a prospect, start with or lead don’t always lead to being liked. And that reshare of your “awesome, one time I sent a picture…” story will get shared, but won’t lead to calls. Which is why you need to lead with results right from prospecting, through to implementation.

Hiring 286

Hiring Fashion Facebook Pivotal 286

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. But very few understand how to incorporate technology into their prospecting strategy. The Evolution of Cold Calling. Talk about rude and disengaging behavior!

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Scoring Lead Rank 209

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. Especially in B2B prospecting.

Top of Funnel 191

Top of Funnel Ideal Customer Profile Funnel Sales Qualified Lead 191

Sales Hacker

JANUARY 14, 2025

Highlights: (3:22) The first theme: Getting back to the go-to-market basics. (6:56) 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. 21:17) The sixth theme: Playing the long game.

B2B 109

B2B Call-back Intent Top of Funnel 109

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

Sales and Marketing Management

MARCH 26, 2018

During this first meeting is generally when the salesperson and the prospect discover common interests and determine if the business can be moved forward. High-performing salespeople understand the prospect’s business challenges and can articulate a solution. In these three channels is where sales performance can be enhanced.

How To 218

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

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. This doesn’t just make us great at winning over prospects. Connect with No More Cold Calling. Like most of us, Amy is very busy.

Cold Calling 266

Cold Calling Loyalty Account Intent 266