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

DECEMBER 26, 2024

Heres what you might have missed from No More Cold Calling this quarter. In the meantime, check out what you might have missed from No More Cold Calling this quarter: Are You Tracking the Right Referral Success Metrics? Curious, I asked Ben to clarify the difference between suspects and prospects.

Referrals 317

Referrals Cold Calling ROI Sales Qualified Lead 317

Score More Sales

JULY 7, 2021

That’s right – you are probably going about phone prospecting wrong, and blaming your low success on an “ancient” and “out of date” prospecting strategy of cold calling.

Cold Calling 324

Cold Calling Strategy Prospecting Sales 324

Hubspot Sales

AUGUST 19, 2024

Some might say cold calling is dead. I still talk to teams today, converting at a high rate by leveraging cold calling. Yet, when I work with some teams I notice that they aren't making any calls. Fear of rejection is why people believe cold calling is dead and avoid doing it. Is it completely dead?

Cold Calling 115

Cold Calling Hiring Call-back Objections 115

The Pipeline

APRIL 30, 2019

The expression ‘Cold Call’ brings an immediate visceral reaction from people, when it shouldn’t. on the other hand, a cold call by another name is just direct contact. When I say cold calling, I specifically refer to calling someone when that call is not previously scheduled.

Cold Calling 290

Cold Calling Call-back Commission Networking 290

Understanding the Sales Force

NOVEMBER 15, 2024

When prospecting doesn’t take place on a daily basis, salespeople fail to build their pipelines. Whether you call it cold-calling, prospecting, outbound, or hunting, the name doesn’t change what it is or how difficult it is.

Prospecting 173

Prospecting Incentive Incentives Cold Calling 173

The Pipeline

MAY 25, 2021

Almost like clockwork, someone pronounces the death of cold calling. The Modern Wave proves they have a better mouse trap, deems cold calling to be dead, only to have us return. Eventually every leader realizes that adding the phone to their prospecting routine, increases appointments, and pipeline.

Cold Calling 253

Cold Calling Outbound Pipeline Conversion 253

No More Cold Calling

JANUARY 16, 2025

It can seem harder when we cant meet in person, but prospects dont trust you simply because you meet face-to-face, shake hands, or share a meal. This is true no matter how theyre connecting with prospects. Your team will botch the meeting either way because most of their outreach is cold. How do we define trust?

Referrals 318

Referrals Face-to-face Call-back Decision Maker 318

Sales Gravy

FEBRUARY 9, 2025

A few weeks back, I was delivering a Fanatical Prospecting Bootcamp to a group of sales reps - all in their twenties. They had been assigned to me because their boss was tired of listening to their excuses about why they werent consistently picking up the phone and prospecting. cold calling) was old-school.

Cold Calling 91

Cold Calling Call-back Outbound Decision Maker 91

The Pipeline

FEBRUARY 16, 2021

The main reason salespeople hate telephone prospecting is rejection , anything else can immediately be drawn back to rejection. And while there is no avoiding rejection in prospecting, there are things you can do to turn things your way. Nothing wrong with that, but it is a fact, a fact that is central to cold calling success.

Cold Calling 241

Cold Calling Call-back Webinar Metrics Objections 241

No More Cold Calling

MAY 14, 2020

When the market is on an upswing, our customers and prospects may be focused on a whole host of things. Salespeople score meetings with qualified prospects in one call. Overall, they make fewer calls, talk to the right people, ensure qualified leads, decrease time to close, and drive revenue.

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428

Sales Gravy

JANUARY 21, 2025

Ron wants to know how to get CEOs to actually answer his cold calls (or at least respond). He runs a recruiting firm and finds that his cold calls to top executives often go unanswered, and its driving him nuts. We call this phenomenon the great ignore. Keep It Short: No more than 30 seconds.

Cold Calling 96

Cold Calling Hiring Face-to-face How To 96

Zoominfo

JULY 29, 2020

One of the best ways to improve sales numbers involves something everyone dreads — cold calling. To avoid monotony and disconnect, making your cold outreach data-driven puts more focus on customization and personalization. Why do Sales Cold Calling Scripts Matter? Challenges of B2B Cold Calling.

Cold Calling 240

Cold Calling Data Hiring Intent Data 240

No More Cold Calling

FEBRUARY 13, 2025

Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. Systematize Your Referral Process: Make referral selling a core part of your sales prospecting strategy, not just something that happens occasionally.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

Sales 2.0

JULY 8, 2022

I don’t understand why it is acceptable for a process like cold calling (now often started via email) to work one in a hundred times–or in email efforts one in a thousand times. This post describes a framework that I have found over the last two decades can really change the math on prospecting. Do you know how you help?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

No More Cold Calling

APRIL 3, 2020

Granted, it will be more difficult to find new prospects or even to get clients to take (virtual) meetings. Granted, it’s even tougher for your team to find prospects with this pandemic, as everyone and everything is uncertain. Think of it as prospecting for gold. You ask them to introduce you to your top prospects.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Sales Gravy

MARCH 18, 2025

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. The question is, how soon can they start generating leads and setting up sales conversations?

Cold Calling 85

Cold Calling Hiring Guidelines GoldMine 85

The Pipeline

AUGUST 3, 2021

Given that prospecting is different than sales, they also master the Yin Yang dynamics of prospecting. Successful prospecting is about truly engaging the prospect’s thinking, not their heart. When you listen to a pro make a cold call, they know how to leverage dynamics. White Noise.

Prospecting 341

Prospecting Cold Calling Video Account 341

The Pipeline

MARCH 19, 2019

With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”. First, wanting to stay real and all, what they are really looking for is either a reason not to prospect or absolution from having not prospected for a while for all the wrong and usual reasons.

Prospecting 306

Prospecting Proposal Cold Calling Quota 306

The Pipeline

JULY 14, 2020

Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. And like with other hits, everyone piles on, including the pundits, all sharing how they feel about the phone and prospecting. Let’s look at telephone prospecting by the numbers. By Tibor Shanto.

Prospecting 430

Prospecting ACT Quota Lead Scoring 430

No More Cold Calling

OCTOBER 24, 2024

Focus on finishing up what’s already well along in your sales process and encourage them to spend the rest of their time thinking ahead and prospecting for 2025. Referrals = New Sales Opportunities It’s tough to focus on prospecting when you’re working on a massive project or closing a big deal.

Opportunity 177

Opportunity Referrals How To Pipeline 177

Hubspot Sales

NOVEMBER 27, 2024

Cold calling is nobody’s favorite part of sales. The same research indicates just 2% of cold calls result in a booked meeting, and other literature suggests that dismal figure might actually be on the optimistic side. Let’s be honest up front.

Cold Calling 59

Cold Calling Training Lead Rank Lead Scoring 59

No More Cold Calling

JUNE 10, 2021

Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. I didn’t know what to call my company. I was debating between No More Cold Calls and No More Cold Calling. No More Cold Calling rolls off your tongue better.” Flash Sale.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

The Pipeline

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. Five, that’s all, how hard can that be ? Changing Focus. Sell Different !

Objections 339

Objections Prospecting Fashion Face-to-face 339

Sales 2.0

AUGUST 22, 2022

No Cold Calls , by Latané Conant. In fact, she argues that gating content is part of how “we treat prospects like dirt!” we then annoy them with a sequence of emails and finally a string of cold calls. Often this lack of targeting is because we don’t understand the prospect and their situation well enough.

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

The Pipeline

JUNE 15, 2021

They understand that they need to meet your prospects on the right plane, theirs. Successful sellers understand that to sell in today’s economy, we need to function and meet your prospects on the right plane, theirs. My friend Wendy Weiss, known as The Queen of Cold Calling®, is demonstrating her unique Salesology Prospecting Method.

Meeting 314

Meeting Prospecting Cold Calling Buyer 314

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? How did you find those prospects?

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Partners in Excellence

MAY 16, 2024

For years, the fashion has been to declare, “Cold calling is dead!” Or any other engagement approach where “cold calling,” is the obvious foil. It seems to strengthen whatever position they want to take, and some are valid, the primary argument is to declare “Cold Calling Is Dead.”

Cold Calling 143

Cold Calling Ideal Customer Profile Fashion Inbound 143

Sales Gravy

MARCH 4, 2025

Matt from Grand Rapids says, If I dont make my cold calls, our pipeline will go dry. He is juggling everything from operations to customer service escalations, all while trying to generate fresh leads through cold calls. Leverage High-Intensity Sprints: Prospect in short bursts (1530 minutes) where all you do is dial.

Ideal Customer Profile 58

Ideal Customer Profile Cold Calling Pipeline Face-to-face 58

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They rely on what they’ve done before, which is cold calling and sending cold emails, and decision makers don’t want either. Some salespeople fool themselves into believing what I call the “warm call fantasy.”

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Sales 2.0

JULY 17, 2019

It’s about an alternative way to get in front of your target buyer without cold calling. It’s my belief that there are networking style ways to generate appointments that are actually more effective than cold calling. Getting in-the-door with a cold calling. hours of cold calling to get one appointment.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Sales 2.0

NOVEMBER 6, 2024

Your potential clients are inundated by emails, unsolicited messages on social media and cold calls. These metrics show how cold approaches have become less effective even over the last four years (and this decline has been going on for a couple of decades.) They have become better than ever at ignoring unwanted messages.

Conference 195

Conference Cold Calling Referrals Social Media 195

Tenbound

JANUARY 22, 2025

The ideal number of cold calls an SDR (Sales Development Representative) should make daily depends on various factors, such as industry, target market, tools, and the expected quality of engagement. SDRs may spend less time researching prospects, focusing on volume over personalization. Set up a call with Tenbound to discuss.

Cold Calling 64

Cold Calling Intent Data Sales Qualified Lead Intent 64

No More Cold Calling

OCTOBER 1, 2020

Get the latest from No More Cold Calling. Research shows cold calling scripts and tricks don’t work, but referrals do. In fact, new research from the Sandler Center shows that while most companies still focus on cold calling and emailing, referrals are far more effective at generating qualified leads.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

The Pipeline

JULY 29, 2020

It’s about voicemail for buyers vs. voicemail with prospects. Pink slips ruled the day, you know I called but rarely any detail. And all this will serve you well as a salesperson once you are engaged and selling to a prospect. But it is the opposite during the trying to engage phase, cold calling.

Buyer 289

Buyer Prospecting Call-back Cold Calling 289

Understanding the Sales Force

JANUARY 18, 2025

A similar scenario where salespeople spend time getting ready before conducting an act happens with prospecting for new business. While not all salespeople are required to prospect, those who do often follow the gift giving ritual where they spend quite a bit of time getting ready before making their calls.

Quota 331

Quota Top of Funnel How To Cancellation 331