No More Cold Calling

MAY 14, 2020

Salespeople score meetings with qualified prospects in one call. Then, learn about referral selling in my new Sales Expert Channel presentation, “ How to Recession Proof Your Sales in 9 Killer Steps.”. That was my ah-hah moment. I knew I needed to reposition why referrals work and why they’re not discretionary now.

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428

Zoominfo

MARCH 21, 2025

Chorus captures and analyzes customer conversations across calls, video meetings, and emails, delivering real-time insights that help sales teams refine their messaging, coach smarter, and forecast with confidence. It is designed to support meeting documentation and reduce the need for manual note-taking.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Understanding the Sales Force

OCTOBER 6, 2024

I offer: ✤ Web Development ✤ SEO ✤ B2B/B2C Lead Generation ✤ 2D/3D Animation & Video Editing ✤ Graphic Design A quick meeting could be the spark for something game-changing. Yes, this was the complete message – nothing more than a list of offerings and a meeting request – is there anything to make you take action?

LinkedIn 329

LinkedIn Channels Hiring B2C 329

Zoominfo

DECEMBER 20, 2024

Cirrus Insight Cirrus Insight is a Salesforce productivity and meeting automation tool that integrates with Gmail and Outlook. The platform provides a variety of scheduling automation features, ranging from 1:1 meetings to sharing combined team availability.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Sales 2.0

SEPTEMBER 18, 2020

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). Make a phone call (most likely leaving a voice mail.)

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Hubspot Sales

SEPTEMBER 12, 2024

B2B Buyers vs. B2C Buyers While B2C buyers tend to make smaller, transactional purchases to meet their immediate needs, B2B buyers are often making significant investments that demand complex decision-making processes. Meanwhile, sales reps are seeing their traditional involvement in the consideration stage diminish.

Hubspot 116

Hubspot B2B Buyer Data 116

Allego

FEBRUARY 13, 2025

Three months into my new role as a sales development representative (SDR), I hit a milestone: 10 booked sales meetings in a single month. If you want to know how to book more sales meetings as an SDR and build the habits of a top performer, keep reading. It was my secret weapon for learning how to book more sales meetings as an SDR.

Sales Meeting 62

Sales Meeting Meeting Cold Calling Case Study 62

Sales Hacker

NOVEMBER 15, 2024

Note-taking during meetings: Sharpens the ability to synthesize information and identify patterns. Manual onboarding exercises: Require new hires to take meeting notes, draft follow-ups, or conduct outreach manually before transitioning to automation. Product-Channel Fit (PCF): Finding the right growth strategy for your product.

Outsourcing Services 112

Outsourcing Services Scale Cold Calling Hiring 112

Zoominfo

FEBRUARY 24, 2025

In the crowded arena of GTM demand generation, most organizations are laser-focused on optimizing whats already known: nurturing interest in established markets, identifying accounts actively searching for solutions, and meeting familiar challenges head-on. Processes Required Monitor channel performance across multiple platforms (e.g.,

Demand Generation Agencies 130

Demand Generation Agencies Lead Rank Ideal Customer Profile Scale 130

Sales and Marketing Management

APRIL 13, 2020

If you have taken the time to evaluate the complexity of your information and the ideal communications channels, you can begin to formulate strategy. If the agenda includes virtual log-in, dial-in, or other logistics, send it in advance of the meeting as a reminder. Be engaged during the meeting as you would in-person.

Face-to-face 393

Face-to-face How To Negotiation Lead Rank 393

No More Cold Calling

MAY 28, 2020

Then, learn how to lean on your referral network during tough economic times in my presentation for the Sales Expert Channel, “ How to Recession Proof Your Sales in 9 Killer Steps.”. Invite Joanne to lead a discussion about “ How to Boost Your Sales in a Volatile Economy ” at your next virtual or in-person sales meeting.

Referrals 391

Referrals Cold Calling Social Media Social Selling 391

Sales Gravy

MARCH 25, 2025

Hes already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face meetings with the right buyers.

Ideal Customer Profile 88

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 88

Zoominfo

DECEMBER 10, 2020

And how do we help closers — whether an SDR booking a meeting or an AE closing a huge deal — motivated to crush company objectives? Daily management meetings pre-corona included a pretty small group. In a virtual world, we’ve spun up a Slack channel called the Belt. Communication in Sales: Clear is Kind.

Energy 246

Energy Channels Motivation Face-to-face 246

Sales and Marketing Management

FEBRUARY 11, 2019

Online reviews and company websites are the two primary platforms for research, but other channels such as social media can provide valuable information, too. Because marketers live on the very channels the customers are engaging with, clever marketers harness these channels to reach potential and loyal customers.

Education 330

Education Buyer Buyer Persona Social Media 330

Partners in Excellence

MARCH 5, 2025

My social channels are dominated by experts suggesting the GTM strategies. We define outreach programs, looking at content, channel, volume, velocity. We set goals for outreach: So many emails, so many social interactions, so many calls/texts, so many conversations, so many meetings.

Customer 100

Customer Analysis Retention Social Media 100

Pipeliner

MARCH 12, 2025

Meet Chris Jennings In this episode, John Golden meets Chris Jennings, a UCLA graduate and sales leadership professional in Laguna Niguel, California. online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! He is CSMO at Pipeliner CRM.

Video 105

Video Training Lead Rank Lead Scoring 105

No More Cold Calling

APRIL 15, 2021

And as of July 2020, 69 percent of B2B reps didn’t have enough leads in their pipeline to meet their annual quotas, according to a survey by ValueSelling Associates. When they get introductions from people their prospects know and trust, they walk straight into meetings with your ideal clients.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Zoominfo

JANUARY 6, 2021

CRM systems wear many hats, including channel management, customer insights, communications, engagement, and more. The best way to meet department and organization-wide goals is to meet customers’ goals. Integrate self-servicing into existing channels. Embrace social CRMs with your social media channels.

Trends 246

Trends CRM Top of Funnel Marketing 246

Sales and Marketing Management

OCTOBER 12, 2020

Sometimes, you just can’t beat a face-to-face meeting in a customer’s office or over lunch or coffee to build rapport and get deals done. 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. The all-virtual sales model is a big change. I believe we will.

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

Pipeliner

OCTOBER 26, 2024

Actionable Tips: Prepare a List of Questions : Before meeting with a customer, prepare a list of questions that will help you understand their needs and challenges. Actionable Tips: Set Expectations : At the start of the meeting, outline what you hope to achieve and invite the customer to share their goals.

System 98

System Lead Rank Lead Scoring Negotiation 98

Sales and Marketing Management

JANUARY 11, 2019

Author: Warren Fowler Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels. But what is it that makes this marketing channel so great? You can meet him on Twitter and Facebook. Direct mail is a genuine conversion driver.

Direct Mail 323

Direct Mail How To Advertising Advertising 323

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. Smarter approaches to prospecting are needed.

Territories 396

Territories Compensation Scale Decision Maker 396

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. Instead of reading months of messages and meeting summaries before crafting an email, you can leave that to AI and jump right back into the sales flow.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122

Pipeliner

FEBRUARY 16, 2025

Actionable Steps for Meeting Buyer Expectations AI-Driven Insights: Use AI to analyze customer data and generate insights to inform personalized sales strategies. As AI continues to reshape the industry, sales professionals must adapt to meet buyers’ changing expectations while leveraging technology to enhance their effectiveness.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

Sales Gravy

OCTOBER 29, 2024

A multi-channel outreach approach—integrating phone, email, and social media—reaches a wider audience and meets prospects where they are. A multi-channel outreach approach—integrating phone, email, and social media—reaches a wider audience and meets prospects where they are.

Ideal Customer Profile 97

Ideal Customer Profile Outbound Strategy Social Media 97

Zoominfo

FEBRUARY 12, 2025

The real magic happens when you identify the right people to connect with before the event, and set up meetings in advance. In other words: you need to come to the event with a full calendar of 1:1 meetings. Its about knowing exactly who you want to talk to and pre-booking those meetings.

B2B 130

B2B Marketing Strategy Lead Rank 130

Zoominfo

FEBRUARY 18, 2025

Key Features: AI-powered meeting transcription and analytics. It offers seamless Salesforce integration, call tracking, and multi-channel engagement tools. Multi-channel outreach capabilities. Outreach Outreach is a sales execution platform that integrates automation and AI to improve prospecting and deal management.

Outbound 130

Outbound Software Software Buyer Intent 130

Zoominfo

FEBRUARY 12, 2021

Customers do their research, ask questions, and even address customer service issues on social channels. B2B social selling is an important and viable channel for B2B marketers and sales professionals. So don’t treat this like an advertising channel. B2C selling has dominated social media for the last 10+ years.

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

Pipeliner

OCTOBER 29, 2024

Follow Up After your initial meeting, check in with them periodically. Mark highlights several benefits and strategies for leveraging podcasting effectively: Connecting with Influential Individuals Podcasting allows you to connect with individuals you might not otherwise have the opportunity to meet. He is CSMO at Pipeliner CRM.

Video 98

Video Lead Rank Lead Scoring Marketing 98

Pipeliner

JANUARY 16, 2025

Key Attributes: Identify and list key attributes such as resilience, adaptability, and a proven track record of meeting sales targets. online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

Zoominfo

DECEMBER 20, 2024

Why Sales Acceleration Matters Modern sales teams need every advantage to meet customer expectations and navigate fierce competition. Enhancing Customer Engagement : Email tracking and meeting management improves communication with prospects. Groove ensures that data remains within the CRM, minimizing sync errors and latency issues.

Scale 130

Scale SalesForce Analytics Hubspot 130

Pipeliner

FEBRUARY 6, 2025

Staying Relevant and Effective Continuous Improvement : Regularly updating sales processes ensures they remain relevant and effective in meeting clients’ needs. online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! He is CSMO at Pipeliner CRM.

Lead Rank 102

Lead Rank Lead Scoring Video Strategy 102

Sales and Marketing Management

NOVEMBER 11, 2020

Since last March, when most of the world pulled the parking brake on travel and live professional events, marketing meetings, conferences and tradeshows have taken place virtually. The effect was more like an awards show, complete with multiple camera angles and special guests, and less like a simple virtual meeting.

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

Pipeliner

FEBRUARY 28, 2025

This continuous communication is vital because it helps the organization predict the trends and developments in the market and thus design its strategies to meet future customer needs. Companies should also consider what products or services may be extinct in a few years and how they can pivot to meet new customer needs.

Ideal Customer Profile 105

Ideal Customer Profile Video Face-to-face Trends 105

SMEI

DECEMBER 20, 2022

It is important to carefully assess your needs and select technology that is both scalable and capable of meeting your business goals. This is especially true for marketing, as digital channels and tools have become central to reaching and engaging customers. CMO and CTO Partnerships in 2023.

Trends 61

Trends Social Media Marketing Airlines 61

No More Cold Calling

JANUARY 14, 2021

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. Register for Back in The Black Sales TV—first episode on January 19. Always free.

Gatekeeper 265

Gatekeeper Cold Calling Referrals Telemarketing 265

Vengreso

OCTOBER 22, 2024

Efficient use of emails within a CRM and meeting users where they work are also highlighted. 00:13:46 – Efficient CRM Integration with Outlook Mike discusses efficient CRM integration with Outlook to meet users where they work.

Tools 71

Tools Social Media Channels Sales Methodology 71