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

No More Cold Calling

OCTOBER 11, 2018

Sure, cold calling techniques put lots of leads in the pipe. Enough for management to see that reps made the requisite number of phone calls, email pitches, and social media connections. Reps have their cold call list, and they go at it—with automatic dialers, AI virtual assistants, and other automation technology.

Cold Calling 286

Cold Calling Pipeline Sales Qualified Lead Referrals 286

No More Cold Calling

JANUARY 24, 2019

Have you ever met a salesperson who enjoyed cold calling? How about a buyer who enjoyed receiving cold calls? Not only is cold calling tortuous for everyone involved, it’s one of the reasons that only 54.3 percent of sales reps made quota last year. What about “warm calls”? Yeah, me neither.)

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

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. Meanwhile most high tech companies accept this level of productivity in their sales departments. Humans, aka your prospects, don’t care about?your?problems

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

No More Cold Calling

APRIL 3, 2020

We see deals in our sales pipeline postponed or disappearing. Sales leaders: Lead generation must be your primary focus. What do businesses typically do when clients stop buying and the sales pipeline dries up? If You Freeze Up, So Does the Sales Pipeline. If You Freeze Up, So Does the Sales Pipeline.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Zoominfo

JULY 29, 2020

Sales professionals are always on the lookout for ways to step up their game. One of the best ways to improve sales numbers involves something everyone dreads — cold calling. Why do Sales Cold Calling Scripts Matter? Challenges of B2B Cold Calling. Cold calls?

Cold Calling 240

Cold Calling Data Hiring Intent Data 240

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

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

The Pipeline

AUGUST 3, 2021

Given that sales is a science executed artfully, the best approach sales in a similar way. 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. 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 Rank 430

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? Let’s jump in.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

No More Cold Calling

JUNE 10, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals. Get meetings with prime prospects in one call.

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Sales 2.0

AUGUST 22, 2022

I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. No Cold Calls , by Latané Conant. In fact, she argues that gating content is part of how “we treat prospects like dirt!” I’m sharing my summaries here.

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

Hubspot Sales

OCTOBER 16, 2024

Cold calling. Even if that’s not the case for you specifically, I can assure you that it is for many sales professionals (even the ones that swear they’ve become immune to its fearsome effects). You see, cold calling – no matter which way you feel about it – is simply a part of the sales biz.

Outsourcing Services 105

Outsourcing Services Cold Calling Scale Sales Qualified Lead 105

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. You get an introduction to your prospect, and you get a meeting with the decision maker. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

JANUARY 9, 2020

million per sales manager. I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. But I don’t think any sales manager listened, because more than half of reps are still missing quota. Poor leadership will cost you $3.5 million per manager.

Sales Management 390

Sales Management Hiring Quota Cold Calling 390

Sales 2.0

JULY 17, 2019

If you run a small company, you usually end up being one of your company’s early sales people. 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.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Understanding the Sales Force

FEBRUARY 22, 2023

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.

Top of Funnel 409

Top of Funnel Positioning Scale Inbound 409

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

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

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers. It could be that their sales reps know how to prospect effectively. What are prospecting insights?

Data 246

Data Prospecting Strategy Cold Calling 246

No More Cold Calling

OCTOBER 1, 2020

Get the latest from No More Cold Calling. I used to think it was just sales newbies who struggled with referral reluctance. 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. Then make time for practice.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

No More Cold Calling

FEBRUARY 13, 2020

Put people before technology in your prospecting. Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. What does this mean for sales leaders? Your sales strategy is your legacy. Not much has changed over the years.

Webinar Metrics 339

Webinar Metrics Strategy Cold Calling Customer 339

No More Cold Calling

OCTOBER 1, 2021

Plus, here’s what you might have missed from No More Cold Calling this summer. I’m embarrassed by the bad sales behavior that blasts us every day. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. Rude, rude, rude sales behavior. Try This. “My

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

The Pipeline

JANUARY 22, 2019

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. Look at it as an opportunity to educate the prospect or correct a misunderstanding they have, or highlight a blind spot they hadn’t considered. By Tibor Shanto. Best Defence Is a Good Offence.

Objections 267

Objections Prospecting SME Cold Calling 267

The Pipeline

JULY 29, 2020

Voicemail is a great example in sales, there are as many opinions as there are pundits. 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.

Buyer 289

Buyer Prospecting Call-back Cold Calling 289

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. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Imagine how stressful it would be to go into each of these calls blind. What is a cold call?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. Try this instead.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Zoominfo

SEPTEMBER 1, 2020

Prospecting can feel pretty similar. What is a prospecting workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Typical prospecting workflows involve researching and then connecting to prospects via cold calls, cold emails, and beyond.

Prospecting 264

Prospecting Lead Rank Lead Scoring Sales Qualified Lead 264

Zoominfo

DECEMBER 4, 2023

The timing of a cold call can make all the difference between landing a sale or getting hung up on. While it feels more satisfying to target a specific time and day, these time slots actually don’t guarantee your prospect will answer — and they’ll definitely be harder to manage if you’re juggling multiple time zones.

Cold Calling 130

Cold Calling Prospecting Guarantee Follow-up 130

No More Cold Calling

APRIL 16, 2020

Face Facts: The Client Is Not Always Right, and Your Sales Pitch Is Annoying. At least, that’s what many prospects have come to believe. They hear the word sales and think of the stereotypical used-car salesman. How Your Prospects Choose Whom to Trust. And just as importantly, who do your clients and prospects trust?

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

No More Cold Calling

OCTOBER 18, 2018

priority in your sales prospecting techniques. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. That’s not happening with cold calling. Sales leaders tell me they have too many priorities. That’s a lame excuse.

Referrals 325

Referrals Cold Calling Quota Sales Qualified Lead 325

The Pipeline

JUNE 1, 2021

Executing a prospecting call well, requires competencies and skill different from selling; prospecting is in many ways counter to sales. Making many things that are acceptable while in the selling phase of the client life cycle, are useless while prospecting. Simply put, if you can’t prospect, what will you sell?

Prospecting 222

Prospecting Cold Calling Lead Rank Research 222