No More Cold Calling

OCTOBER 1, 2020

Get the latest from No More Cold Calling. I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Referral selling is hard for us all, because it’s the most personal kind of selling. That’s embarrassing.).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

The Sales Hunter

MARCH 27, 2013

To dramatically increase your chances of engaging a prospect, tag team your touches between email and voice mail. When it comes to prospecting, there is no magic bullet. It’s no secret that most people really dislike cold calling. Give me a call when you get a chance. The honest truth is you have to do the work.

Prospecting 214

Prospecting How To Call-back Cold Calling 214

The Sales Hunter

NOVEMBER 25, 2013

There are 6 things you should definitely not do when leaving a voicemail message, regardless of whether it is a prospecting voicemail or a message for your best customer. When giving your phone number, do it slowly and distinctly, regardless of whether you expect the person to return the call or not. Definitely DON’T: 1.

Call-back 263

Call-back Consultative Selling Selling Skills Customer Service 263

Hubspot Sales

JULY 22, 2018

Selling Skills. Educate prospects with new ideas and perspectives. Collaborate with prospects. Listen to prospects. Understand prospect needs. Help prospects avoid obstacles. Connect with prospects personally. Top 10 Sales Representative Skills. Collaborate with prospects.

Selling Skills 145

Selling Skills Lead Rank Inbound Case Study 145

Hubspot Sales

APRIL 25, 2018

Advanced Selling Skills. Core performers seek to gather information in preparation for a sales call, but star performers focus on testing information in preparation for a sales call. But what about more advanced skills? Advanced Selling Strategies. What separates the best sellers from everyone else?

Selling Skills 144

Selling Skills Face-to-face Call-back Commission 144

The Sales Hunter

MARCH 7, 2013

In a nanosecond, your prospect is going to decide whether or not they are going to open your email. That is lost time you’ll never get back. How can you impact your prospect personally? Look at the difference visually between these two subject lines: Sales Prospecting Strategy. Sales prospecting strategy.

Prospecting 226

Prospecting Strategy Lead Gen Email Marketing 226

The Sales Hunter

APRIL 30, 2013

Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill. Use the call to help identify another need with which you might be able to help them, either now or in the future.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

JUNE 18, 2013

While some salespeople do cut back during the summer, it also can be the customers who start canceling appointments. Here are a four ways to prevent sales call cancellations in the summer: 1. Always have a back-up plan for Friday sales calls. Only do this with customers you know well. They will appreciate it!

Cancellation 230

Cancellation Cold Calling Call-back Consultative Selling 230

Understanding the Sales Force

DECEMBER 1, 2020

Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%. Urgency - OMG calls it Closing Urgency and Caliper says it's Urgency. Coachable or not.

Comparison 313

Comparison Lead Scoring Lead Rank Hiring 313

The Sales Hunter

OCTOBER 29, 2013

Schedule a meeting or minimally a phone call with each of your existing customers, with one very upfront objective and that is to get more volume now. Don’t hold back. Second, accelerate the level of activity you’re having with prospects you’re close to closing. Reach out and call them.

Consultative Selling 246

Consultative Selling Call-back Discount Selling Skills 246

The Sales Hunter

AUGUST 20, 2013

You may have made two calls and think nothing is going to come of it. Sell to the customer’s outcome. If there was even the slightest bit of interest at one point, you never know when it might come back even stronger. Reach out to them, stay in touch with them and nurture them to become great customers of yours.

Closing 255

Closing Discount Referrals Follow-up 255

The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Sales Call Best Practices. Communication Skills. At the end of each day, look back and congratulate yourself for the most significant thing you accomplished that day. cold calling. prospecting.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

The Sales Hunter

JUNE 21, 2012

What results are you looking for from your sales prospecting efforts? The goals I’m talking about are short-term goals that salespeople set based on what they think is going to happen based off of a single round or emails or phone calls. The expectation is that this single effort will produce plenty of prospects.

Prospecting 186

Prospecting Call-back Motivation Sales Cycle 186

The Sales Hunter

MARCH 19, 2013

Nothing is more frustrating than when you have a hot prospect simply go dark. ” “Checking in” screams, “I WANT TO SELL YOU SOMETHING!” ” Your prospect immediately knows you want something from them and it’s something they either can’t or don’t want to give you.

Prospecting 217

Prospecting Call-back Email Marketing Motivation 217

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Sooner you make the calls, the better. Objective of the calls is three-fold. First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

No More Cold Calling

NOVEMBER 3, 2016

Ensure your sales team makes time to practice these critical prospecting strategies. Building professional skills takes practice— deliberate practice. You fell, skinned your knees, and got back on. Want your sales team to build permanent, repeatable, effective referral selling skills? But adults resist practice.

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

Mr. Inside Sales

JANUARY 2, 2023

Welcome back to the office, how do you feel? As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well. If I get an, “Ah, I don’t know,” then I once again use layering questions like: “Have you heard of my new On Demand Inside Selling Skills Training?” Overwhelmed?

Face-to-face 223

Face-to-face Gatekeeper Licensing Decision Maker 223

Zoominfo

JULY 13, 2021

We announced the acquisition of Insent last month (now called ZoomInfo Chat ). With Chorus, the entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call. ZoomInfo Engage); Call Recording (e.g. Why Conversation Intelligence?

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Understanding the Sales Force

JUNE 20, 2012

Actual consultative selling requires that salespeople ask good, tough, timely questions, and when appropriate, challenge and push-back. A salesperson's follow-up questions should nearly always be derived from a prospect's most recent response and that's where the challenge usually begins. Here's an example.

Consultative Selling 232

Consultative Selling Call-back Proposal Follow-up 232

Jeffrey Gitomer

APRIL 21, 2011

It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. Pre-call research should tell you that. And maybe the prospect feels that’s none of your business. Good start. Awesome post!!!

Hiring 335

Hiring Social Media Loyalty Commission 335

Mr. Inside Sales

JUNE 20, 2021

Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode. Here’s the thing: the average closing rate is two or three deals out of ten prospects pitched.

Face-to-face 217

Face-to-face Gatekeeper Licensing Decision Maker 217

The Sales Hunter

MARCH 7, 2014

Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling. Hesitation to call customers and especially to call prospects. Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.”

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

NOVEMBER 5, 2013

Regardless of how you felt your last sales call went, there are a few things your customer just called me about and asked me to share with you. By the way, if you’re really that good, I don’t think you would be wasting your time calling on me. Please return my phone call. ” Sales Motivation Blog.

Customer 240

Customer Call-back ACT Selling Skills 240

No More Cold Calling

JUNE 23, 2019

They get meetings with decision-makers in one call, outpace the competition, uncover pressing problems, and build relationships that drive sales (and more referrals). Even if your referral source says yes, you’re still cold calling. Prospecting is either HOT or cold … period. I see you know each other. Can I drop your name?”.

Referrals 297

Referrals Scale How To Lead Rank 297

Understanding the Sales Force

OCTOBER 30, 2012

Consultative Selling Skills (Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%). Urgency (OMG calls it Closing Urgency and Caliper says it's Urgency. Prospecting Skills.

Hiring 244

Hiring Lead Scoring Lead Rank Sales Qualified Lead 244

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Sales Call Best Practices. Communication Skills. You can’t do your job without knowing something about your prospect or a scouting report. Professional Selling Skills Training: Stay Motivated, Finish Strong.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Facebook 190

No More Cold Calling

MAY 24, 2011

No More Cold Calling OnDemand™. Referral Selling Training Programs. No More Cold Calling. The No More Cold Calling Private Client Program. Provide sales training for you and your team and build referral-selling skills. Prepare account plans and rehearse client calls. Speaking Video. Special Packages.

Cold Calling 212

Cold Calling Outsourcing Services Hiring Top of Funnel 212

SBI Growth

MARCH 29, 2013

When you give, others are more inclined to give back. This Social Selling skill works with your customers and prospects. Making time for a sales call takes away from an already limited schedule. Aside from sharing your commission, this is the best way to pay them back. Incentive Structure.

B2B 293

B2B Commission Incentives Incentive 293

A Sales Guy

AUGUST 27, 2012

Do you mind calling back next week?” ” “Thanks for setting us up on the demo, we’ll play with it and get back to you in a few weeks. I need to put this on the back burner until after the quarter.” ” Are these blow-offs or is the prospect being honest? They push us off.

Prospecting 117

Prospecting Call-back Follow-up Face-to-face 117

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Sales Call Best Practices. Communication Skills. We never know when the next phone call made will open the door to the biggest sale made. cold calling. high profit selling. prospecting.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

MARCH 18, 2012

Guest post Monday and we have Ken Thoreson of Acumen Management Group sharing why it is so important to be prepared for that important sales call. Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. ” “How will you open the call?”

Call-back 186

Call-back Groups Sports Selling Skills 186

The Sales Hunter

JULY 11, 2017

The argument people say is nobody listens to them, and even if they do, they never call back anyway, so it’s a waste of time. I get asked this question all the time. There are a lot of reasons I don’t agree with that, and they’re spelled out in my book, but one that […].

Prospecting 144

Prospecting Call-back Selling Skills Sales 144

The Sales Hunter

NOVEMBER 18, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Sales Call Best Practices. Communication Skills. When put that way, closing or cutting back during the holidays doesn’t look like too appealing on your part. cold calling. high profit selling.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Sales Call Best Practices. Communication Skills. Keeping a journal of your successes can give you a great tool to refer back to anytime you need a lift. cold calling. high profit selling.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Sales Call Best Practices. Communication Skills. If you are a salesperson who doesn’t feel positive and proud of what you do, then start peeling back the layers on why. cold calling.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Facebook Hiring 190

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Sales Call Best Practices. Communication Skills. Make it a commitment to be aggressive in getting key information out to customers and prospects that will keep your name in front of them. cold calling.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Pipeline

APRIL 27, 2011

Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills. This is about firing up your team to burst out of the conference room and back on the phones or into the field. Play to that and send your troops back out to victory. Cold calling. Next Steps.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251