No More Cold Calling

AUGUST 1, 2019

If sales managers hold their people accountable for the number of phone calls they make, emails they send, and invitations and InMails on LinkedIn, that’s how they’ll prospect. Until something changes, salespeople will continue to cold call , harass strangers on social media, and (in the process) erode trust in our profession.

Referrals 289

Referrals System Cold Calling Social Media 289

Sales Gravy

OCTOBER 10, 2024

On this episode of The Sales Gravy Podcast, Lucy Beth Adams sits down with Master Sales Trainer, Jessica Stokes to discuss her journey in sales, from her early days in cold calling to becoming a top trainer. Overcoming Early Challenges Cold calling is one of the toughest aspects of starting in sales.

Cold Calling 96

Cold Calling Face-to-face Commission Incentives 96

No More Cold Calling

JANUARY 31, 2025

Incentives and Recognition: Create incentive programs to reward employees who excel at generating referrals. Heres Why You Might Be Wrong appeared first on No More Cold Calling. Role-play exercises and real-world scenarios that can help them develop these skills. It should take you less than two minutes.

Referrals 156

Referrals Scale GoldMine Pipeline 156

No More Cold Calling

OCTOBER 22, 2015

When you get referrals, you get meetings with one call. I’ve heard it takes at least seven to 10 touches for sales teams who cold call and cold email prospects to connect with decision-makers. Because decision-makers don’t take cold calls or respond to cold emails. Who has that kind of time?

Cold Calling 120

Cold Calling Decision Maker Referrals Wireless 120

No More Cold Calling

JULY 25, 2024

While companies spend tons of money on client events, company celebrations, sales incentives, and work-life balance perks, many skimp on investing in building permanent, repeatable sales skills for their teams. And I’m willing to bet that your team needs more practice than you’re currently committing to.

Referrals 334

Referrals Cold Calling Coaching Incentive 334

No More Cold Calling

DECEMBER 30, 2014

Here’s what you might have missed from No More Cold Calling this month. Which broken sales strategies should we leave in the past (ah-hem, cold calling )? And certainly not when you cold call. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect?

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

The Pipeline

JULY 16, 2012

We all know that referrals are a highly effective way to grow your leads and prospect base, (yes, there is more than cold calling, and more than referrals), but at times reps and sales organizations place unnecessary limitations on their ability to fully leverage referrals. Failing this, all too often money is left on the table.

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

The Sales Hunter

OCTOBER 17, 2013

When we say “pull,” it refers to creating incentives at the customer level that encourage them to buy the product. Blog Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills benefits needs outcomes sales strategy' Copyright 2013, Mark Hunter “The Sales Hunter.”

Strategy 241

Strategy Cold Calling Consultative Selling Margin 241

Understanding the Sales Force

MAY 30, 2013

Until we have heard that they have a compelling reason to buy, they won''t have an incentive to answer any qualifying questions! This systematic approach (250 cold calls/week) is based on a salesperson making cold calls all day. Why would we want to qualify this early?

Prospecting 244

Prospecting Telemarketing Sales Qualified Lead Cold Calling 244

No More Cold Calling

SEPTEMBER 21, 2017

She’d been there … as a customer of incentive compensation and a lover of performance management. Connect with No More Cold Calling. appeared first on No More Cold Calling. Like Sue, Amy didn’t come from a technical background. The post Can Women in Sales Overcome Unconscious Bias in High-Tech?

Cold Calling 266

Cold Calling Loyalty Account Intent 266

No More Cold Calling

MARCH 7, 2013

Should you offer incentives to Referral Sources? Although this bank did offer incentives to customers who referred new clients, the researchers admit that such company-stimulated, word-of-mouth programs (WOM) are ultimately less effective than organic referrals. “In Incent or not. Do you offer incentives to Referral Sources?

Referrals 245

Referrals Incentive Incentives Banking 245

The Pipeline

JUNE 7, 2013

We used to lean more on cold calls. And now that we’ve got a compensation system that motivates us to show the customer just how much we can offer, we’re all incented to go that extra mile. At the same time as we changed compensation, we gave our people greater access to decision-making. Sharing connections, generating results.

Commission 314

Commission Compensation Decision Maker Face-to-face 314

No More Cold Calling

SEPTEMBER 6, 2018

Companies spend embarrassing amounts of money on client events, company celebrations, sales incentives, and work-life balance perks like childcare, but then they skimp on investing in building permanent, repeatable sales skills for their teams. What the Best Referral Programs Have in Common. How can sales leaders build a referral culture?

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

No More Cold Calling

APRIL 30, 2017

Here’s what you might have missed from No More Cold Calling this month. For more on the power of referral selling, check out this month’s blog posts from No More Cold Calling: Why Reps Hate Asking for Referrals Just as Much as Cold Calling. Think winning is acknowledging a prospect’s pain? Surprised?

Referrals 149

Referrals Cold Calling Lead Scoring Lead Rank 149

SBI Growth

OCTOBER 5, 2012

They continue to hit slightly larger numbers from the previous year, but spend much less time prospecting and cold-calling. of Your Reps Receiving Incentive Compensation. % Problem: Your “B” and “C” reps are earning the same pay despite putting in less effort. Total payout for 100% Quota Attainment vs the Competition. %

Compensation 257

Compensation Company Hiring Salary 257

No More Cold Calling

DECEMBER 29, 2017

A survey from Health IT Outcomes reported that 90 percent of employees surveyed said they wanted their company to provide a wearable device for tracking as an incentive.

Company 0

Company Survey Study Incentive 0

No More Cold Calling

FEBRUARY 4, 2016

B2C incentives work like magic. But in the B2B world, incenting people to provide referrals isn’t the no-brainer sales strategy that it is for consumer-facing companies. Should You Give Incentives for Customer Referrals? What About Incenting Salespeople? Should Marketing Offer Incentives for Referrals?

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Referrals Incentive Incentives Discount 120

No More Cold Calling

FEBRUARY 29, 2016

Here’s what you might have missed from No More Cold Calling this month. Our topic: “How to get the one-call referral meeting.” For more on the power of a referral program, check out this month’s blog posts from No More Cold Calling: How Getting Referrals Got Me to the Protected C-Suite. You can listen here.

Referrals 120

Referrals Incentives Incentive Cold Calling 120

Understanding the Sales Force

FEBRUARY 8, 2012

It doesn't matter what the subject is but let's choose making cold calls for appointments. They must be trainable (incentive to change) and coachable (not resistant to change). Understanding the Sales Force by Dave Kurlan It doesn't matter who the sales trainer is. It doesn't matter what the content is.

Training 207

Training Sales Methodology Face-to-face Cold Calling 207

No More Cold Calling

JULY 4, 2013

One industry leader I know provides strong incentives for salespeople to refer. Your co-workers know people in the companies you target. They can be great resources for industry knowledge and sounding boards for account strategies. If a referral results in a sale, the referring salesperson earns a commission.

Referrals 244

Referrals Networking Enterprise Enterprise 244

The Pipeline

DECEMBER 16, 2011

I would add another disconnect that prevents sales training from achieving a positive return on investment is a lack of alignment between the organization’s strategies, structure, processes/operations, incentives and people. Cold calling. Cold Calling Now. " A Christmas Song. Appointments. Book Notice.

Pipeline 230

Pipeline Training Twitter Hiring 230

No More Cold Calling

MARCH 13, 2014

You can (and should) spend money on training, CRM systems, incentives, off-site meetings, and developing better sales processes. Think belief is too “touchy-feely?” ” Read what he has to say on the matter: “There are many ways to improve your sales team. But there’s also one free, easy, immediate way to strengthen your team.

Small Business 240

Small Business Small Business Sales Outsourcing Face-to-face 240

No More Cold Calling

MARCH 3, 2016

She’s been there … as a customer of incentive compensation and a lover of performance management. I stick to my beliefs that no one should ever have to cold call and that referral selling is the #1 way to reduce prospecting time and get every meeting in one call. Connect with No More Cold Calling.

Referrals 120

Referrals Scale Cold Calling Call-back 120

Sales Evangelist

NOVEMBER 8, 2024

In our discussion, Cindy shares some of her team’s strategies, including offering incentives to help customers make quicker decisions. Resources Aligned Floatist Cindy Allis on LinkedIn Cold Call Openers Sponsorship Offers This episode is brought to you in part by Hubspot.

Face-to-face 40

Face-to-face Hubspot Cold Calling Incentives 40

SBI

APRIL 24, 2012

I soaked in the information presented at the breakout sessions that covered relevant topics such as, how to lead a Gen Y team and drive results, effective on-boarding, compensation and incentive strateiges, account planning; and the art and science of online sales calls. of leads will close. Anneke Seley).

Inside Sales 122

Inside Sales Cold Calling Webinar Metrics Sales Qualified Lead 122

Nutshell

AUGUST 27, 2018

Routine prospecting activities include cold calling , cold emailing , or following up with a lead that has gone cold. 12 Sales Prospecting Methods to Use as Alternatives to Cold Calling” by LeadFuze. Cold Calling. Cold calling 2.0: Cold Emailing. by LeadFuze. Direct Mail.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Scoring Lead Rank 126

No More Cold Calling

OCTOBER 20, 2016

Why is it that companies spend tons of money on client events, company celebrations, sales incentives, and work-life balance perks like childcare, but then they skimp on investing in building permanent, repeatable sales skills for their teams? Connect with No More Cold Calling. Your marketing strategy is doomed without practice.

Referrals 120

Referrals Cold Calling B2B Follow-up 120

Zoominfo

APRIL 11, 2018

Very few people enjoy getting sales calls or emails. That’s why your reps need to be likeable enough to break the cold call barrier. You’re looking for someone who needs few external incentives to go above and beyond what their job requires. Charismatic. Motivated. A good sales rep is self-motivated.

Hiring 178

Hiring B2B Sales Cycle Call-back 178

No More Cold Calling

MARCH 17, 2016

To me, a “pay to play” approach is akin to offering incentives for clients who provide referrals. Connect with No More Cold Calling. The post Social Selling: What the Sales Pros Do Differently appeared first on No More Cold Calling. What I will NOT do is pay people to share my posts. That goes against my values.

Social Selling 120

Social Selling Lead Rank Lead Scoring Social Media 120

The Sales Hunter

NOVEMBER 14, 2011

Create a better incentive plan. cold calling. ” The typical response goes like this: You devise several homemade remedies to ensure you do better next year. You develop a plan to do one or more of the following: Develop a new selling skills program. Hire only top sales reps. Focus on growing key customers. discounting.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

Hubspot Sales

MARCH 5, 2018

I started my business in 1986 by calling every company I could in the Blue Book. I was good at cold calls, but it was still a pain in the neck. The only way a person could call me is if they knew someone who already had my number. Don't Treat Referrals Like Cold Calls. Offer Incentives. Get Specific.

Referrals 111

Referrals Ideal Customer Profile How To Cold Calling 111

No More Cold Calling

MAY 12, 2015

The Seller’s Dilemma If the buying process has changed so much, why do sales leaders insist on using the same old metrics and incentive structures? Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Most of them just don’t know what else to do.

Lead Rank 120

Lead Rank Top of Funnel Face-to-face Lead Scoring 120

Women Sales Pros

JULY 27, 2018

Incentives: Non-monetary incentives are the better choice here, tied directly to your product or service (ex: priority support, added features, etc.). Transparency: Details of the process, benefits to the client and expectations are communicated consistently, and often, along the referral lifecycle timeline.

Sales Qualified Lead 93

Sales Qualified Lead Lead Rank Lead Scoring Referrals 93

SBI

JUNE 25, 2013

SPIFs (Sales Performance Incentive Funds) are commonly used to incentivize salespeople to sell more of a particular product in a given period of time. After-all, incentive-based compensation (commissions) is just a form of Gamification. SPIFs are an example of using contests to change behavior. There’s a reason Gamification works.

Hiring 122

Hiring InsideSales Commission Incentives 122

HeavyHitter Sales

JULY 1, 2011

In addition, tests were administered at Presidents Club meetings (the incentive trip that top salespeople are awarded by their company for their outstanding performance). They are action oriented and unafraid to call high in their accounts or courageously cold call new prospects. Conscientiousness.

Study 163

Study Lead Scoring Lead Rank Penetration 163

Nutshell

NOVEMBER 9, 2018

They dislike cold calling prospects.”. Why do they dislike cold calling? “It Because we don’t have a system for qualifying prospects before we call them.”. Want to explore tailoring sales incentives for individual members of your team? Why aren’t they closing enough sales?

Lead Rank 94

Lead Rank Sales Qualified Lead Lead Scoring Follow-up 94

Sales Hacker

FEBRUARY 15, 2018

Building a High Performing Sales Culture – Training, Onboarding, Ramp, Comp Plans, Spiffs, Incentives, Pipeline Reviews. Enterprise Sales Development – Using A Multi-Channel Approach – Leveraging Cold Calling, Cold Emailing, Outbound & Inbound Channels, Intimate Events, Texting and Video. Read our blog – HERE.

Top of Funnel 86

Top of Funnel Revenue Marketo Marketing 86