No More Cold Calling

JUNE 29, 2023

For nearly three decades, my sole focus has been helping growing companies leverage referrals to drive revenue. Your most neglected sales channel is your existing client base. Everyone agrees that referrals are the best source of new business. Yet, no company has asked every single one of their clients for referrals.

Referrals 177

Referrals Channels Cold Calling Scale 177

SBI Growth

SEPTEMBER 17, 2013

Social Selling’s ‘Lead-to-Close’ conversion rate is 5x marketing sourced leads. This post will address what Marketing can do to promote, enable and optimize social selling within the organization. The best sales & marketing leaders are leveraging social selling to make the number. Marketing owns branding.

Social Selling 321

Social Selling Top of Funnel Ideal Customer Profile Marketing 321

No More Cold Calling

MAY 14, 2020

I was struggling with a new way to position referral selling during a recession. You must ask them for referrals. You definitely need to ask for referrals to receive them at scale. When the market is on an upswing, our customers and prospects may be focused on a whole host of things. It’s not always about revenue growth.

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428

SBI Growth

MARCH 30, 2013

As a Marketing Leader, you hear Pinterest in the news. This is where blog articles and ebooks are gaining traction in b2b marketing. Being visible on Pinterest gives you an additional marketing channel to reach more people. Visual assets can be used to drive referral traffic and optimized for Lead Generation.

B2B 332

B2B Ideal Customer Profile B2C Marketing 332

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. They cut advertising, travel, training, marketing, and discretionary expense line items. The grandmother’s answer was priceless. “Of

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

APRIL 15, 2021

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. They buy what software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. Here’s the beauty of a referral.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

SBI Growth

AUGUST 22, 2012

In addition, you are probably using a marketing automation system that tracks leads and viewing history. Guide your team to build reports to measure the effectiveness of your Content Marketing and Demand Generation campaigns at driving leads. name of search engine, social network, referral site) of how a visitor found your website.

ROI 306

ROI Omniture Data Demand Generation Targets 306

Zoominfo

MARCH 6, 2019

There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. In fact, 84% of B2B decision makers start the buying process with a referral ( source ). We touched on this phenomenon in a recent blog post about word-of-mouth marketing.

Referrals 130

Referrals Marketing Incentives Incentive 130

No More Cold Calling

FEBRUARY 24, 2021

Why the sudden interest in referral sales? Or rather, change them back —from digital marketing to relationship building. Referrals are as old as time. Referrals are based on trust. That’s why your existing clients are your best possible source for referrals, because with them, you’ve definitely earned that right.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Zoominfo

JANUARY 27, 2019

It’s no secret, the Internet has changed the way customers buy products and the ways marketers engage with their audiences. But, despite the constant change, the following statement has held true for hundreds of years: No marketing tactic can match the influence of word-of-mouth. Therein lies the power of word-of-mouth marketing.

Social Media 210

Social Media Referrals Marketing Influencer 210

DiscoverOrg Sales

AUGUST 19, 2016

Since I didn’t know any better, I figured that I might as well build the recruiting engine in the same fashion that I built a marketing engine, and it turned out the approach worked. Here are the 5 key ways that recruiting teams can leverage sales and marketing tactics to maximize hiring success: 1.

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

SBI Growth

FEBRUARY 3, 2013

I provide the Account Networking Tool to build a referral database around your customer. They expand their personal network to fill their sales pipeline through customer referrals. Why LinkedIn is Ideal for Referrals. Referral-based connecting. So a referral from a successful customer legitimizes you.

LinkedIn 335

LinkedIn Pipeline Decision Maker Referrals 335

SBI Growth

NOVEMBER 15, 2013

Your world-class marketing machine is not delivering the return on the investment. The marketing lead conversion rate is not even close to a 30% revenue contribution. The competencies required by Sales for Marketing to be successful are just not there. Does the CSO/VP of Sales even understand how Marketing works?

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

SBI Growth

MARCH 3, 2014

Their average buyer has little knowledge of his company''s full capabilities in each market. New Effective Referral Channel – Reps are getting more appointments from social referrals. He works for a major American manufacturer of office furniture, equipment and home furnishings.

Prospecting 310

Prospecting Referrals Sales Qualified Lead Cold Calling 310

SBI Growth

OCTOBER 3, 2013

As noted by my colleague Vince Koehler, Marketing has adopted new capabilities. These capabilities force Marketing to transition to new metrics for determining effectiveness. By registering for SBI’s Sales & Marketing Research Review , you''ll get the “ Top 15 Metrics to Track in 2014.” Referrals Generated.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

SBI Growth

OCTOBER 24, 2012

The ability to demonstrate marketing's return on investment is at the top of every CMO's plan for 2013. The ROI picture has been elusive as marketers struggle to capture the full impact of marketing’s contribution. It could have been that an acquisition marketing activity started the entire process that ended in a closed sale.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 293

Zoominfo

MAY 20, 2021

Email is the OG digital marketing tool. While it might seem basic and a little bit boring, email is actually the most advanced medium of communication between marketers and their ideal customers. According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI. You’ll get high ROI.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

SBI Growth

SEPTEMBER 26, 2013

This post is written for Marketing Leaders who describe themselves as students of the craft. These tips represent best practices from leading Sales & Marketing organizations. These tips represent best practices from leading Sales & Marketing organizations. How do they market and sell? Let me net it out for you.

Ideal Customer Profile 327

Ideal Customer Profile Sales Qualified Lead Leads Marketing Qualified Lead 327

Zoominfo

MARCH 1, 2021

Key performance indicators (KPIs) serve as metrics that measure team-wide performance — and are great for digital marketing teams. In fact, 65% of B2B marketers use KPIs to measure their content performance. If you’re not entirely sure what’s working and what’s not for your marketing team, add KPIs into your strategies.

Paid Content 207

Paid Content Lead Rank Marketing Qualified Lead Cost per Acquisition 207

Sales and Marketing Management

SEPTEMBER 14, 2018

Author: Andrew Frazier You need to market your small business like a drug dealer. It does until you take a closer look at their marketing and sales strategy. Small business owners can learn a lot from analyzing what drug dealers do in terms of defining their target market, performing marketing activities, and building relationships.

Small Business 260

Small Business Small Business Marketing Social Media 260

Zoominfo

MARCH 4, 2021

You want to be on top in your market, but it’s more difficult when you’re pitted against enterprises. Some of the easiest methods of lead generation include increasing traffic to your social media channels and website. Develop email marketing campaigns – A one-size-fits-all approach to emailing leads is inefficient.

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Scoring Lead Rank 246

No More Cold Calling

JANUARY 24, 2019

In fact, that’s why many buyers shy away from gated marketing content.). You call a lead that marketing has “qualified.” Social channels can provide valuable insight into prospects and decision-makers, which has prompted some sales pros to wonder if cold calling is dead, replaced by so-called “smart” or “warm” calling.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Sales 2.0

OCTOBER 25, 2021

as this channel has become saturated. New technology like AI may help in better prospect identification and referral selling approaches that leverage social networks have been shown to increase conversion rates. Automate : There are more and more tools on the market that remove the need for sales people to do non-selling tasks.

Territories 396

Territories Compensation Scale Decision Maker 396

SBI Growth

SEPTEMBER 26, 2013

This post is written for Marketing Leaders who describe themselves as students of the craft. These tips represent best practices from leading Sales & Marketing organizations. These tips represent best practices from leading Sales & Marketing organizations. How do they market and sell? Let me net it out for you.

Ideal Customer Profile 244

Ideal Customer Profile Sales Qualified Lead Leads Marketing Qualified Lead 244

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? Lead gen occurs within the second stage of a marketing funnel—meaning it happens after marketers have attracted an audience and are ready to hand them over to the sales team. Customer Referrals. What is Lead Generation?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

No More Cold Calling

JUNE 9, 2019

That’s still true, but cold calling has evolved as sales channels have evolved. Tradeshows are a great opportunity for salespeople to meet new people, grow their referrals networks, learn and share industry best practices, and (best of all) make in-person connections. Want to learn how to fill your pipeline with referral leads?

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Scoring Lead Rank 269

Pipeliner

JANUARY 31, 2021

It has been harder than ever in recent years to get referrals and prospects to potential customers. Consumers are being hit with marketing overload. It’s estimated that the average person is exposed to 10,000 marketing and branding messages every single day, which has made people very defensive and skeptical.

Referrals 98

Referrals Prospecting How To Channels 98

Sales and Marketing Management

SEPTEMBER 7, 2020

Author: TJ Macke For marketers, obsessing over outbound strategies isn’t necessarily a bad thing. You may notice that your campaigns move too quickly or slowly, indicating that your marketing team has become distracted. If you’re going to obsess over B2B outbound marketing strategies, try fixating on the right ones.

Outbound 177

Outbound Ideal Customer Profile Marketing Cold Calling 177

Sales and Marketing Management

APRIL 26, 2019

Author: Steve Norman I recently saw the CMO of a high-profile company present at an international marketing conference. The CMO said this “breakthrough” strategy was the foundation of the company’s sales and marketing plans. Customer experience, renewal and referrals are critical to ongoing success.

Top of Funnel 229

Top of Funnel Ideal Customer Profile Customer Lead Rank 229

No More Cold Calling

SEPTEMBER 18, 2014

By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. reaching out to individuals with offers and follow-ups) is different than social marketing (i.e., It’s what salespeople do—or should be doing—all the time. Does this sound like a lot of giving? Social selling (i.e.,

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

SBI Growth

JULY 10, 2014

He was warning his Sales and Marketing leaders of the dangers of implementing change. This post is for Sales and Marketing leaders and their HR business partners who are implementing change. Social Selling: Initial enthusiasm for the social referral program is high, but quickly wanes. Who isn’t? Next Steps.

Sage 267

Sage Lead Rank Forecasting Inside Sales 267

Sales Hacker

AUGUST 11, 2021

We found it in referral selling. Leads with a trusted referral were 82% more likely to SAL than ones that did not come through the referral network. Referral selling is resource-intensive, so it doesn’t work for smaller deals. Once we knew who we were targeting, it was time to take stock of our referral opportunities.

Referrals 128

Referrals Demand Generation Targets Face-to-face Call-back 128

Sales 2.0

SEPTEMBER 8, 2018

Testing is for marketing not sales. The more time I spend in sales and marketing, the more I see overlap between these areas. Now, sales people are starting to “geek out” and use software tools like marketers have been for the last decade, or so. Try cold approaches and then try using referrals to get you to your prospect.

Top of Funnel 240

Top of Funnel Sales Qualified Lead How To Referrals 240

The Pipeline

JANUARY 6, 2014

When approached as a bonus, they allow you to explore new sectors, prospect new people, and expand your repertoire, expand markets, and open new referral channels. With a blended pipeline with ample coverage, long shots are fun, and can be rewarding. Plan your long shots with the understanding that will need a lot of run way.

Top of Funnel 276

Top of Funnel Pipeline Sports Funnel 276

Zoominfo

MAY 18, 2023

That’s because smart recruiters have learned to apply marketing principles to their talent acquisition process, helping them fill and nurture robust talent pipelines they can hire from at a moment’s notice. Here are the key components your talent team should have in place to make recruitment marketing work for them.

Paid Content 130

Paid Content Webinar Metrics Hiring Top of Funnel 130

Allego

NOVEMBER 17, 2022

You may have some referral relationships or casual partnering opportunities. But to get your channel partners working for you, you need to think programmatically. Companies with high-performing channel partner programs know this. 4 Steps to Build a Channel Partner Program. 4 Steps to Build a Channel Partner Program.

Channels 105

Channels Scale Account Based Marketing SalesForce 105

Sales Hacker

SEPTEMBER 23, 2021

A channel partner is a company that sells products and services for a technology manufacturer or vendor. What is a channel partner? Channel partners basically onboard other people to sell your product for you. From referral and affiliate programs to consultants and agencies. Why use channel partnerships?

Channels 109

Channels Scale How To Commission 109