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

APRIL 3, 2020

They cut advertising, travel, training, marketing, and discretionary expense line items. 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. Save Money.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

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

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

MTD Sales Training

SEPTEMBER 26, 2018

Sometimes, even the words ‘cold call’ can send shivers down salespeople’s’ spines. But, if it’s done in the correct way with the correct prospects, making a call to a prospect can be one of the best ways to build you sales confidence, increase your pipeline and open up sales opportunities. That brings us onto….

Cold Calling 215

Cold Calling Decision Maker Gatekeeper GoldMine 215

Mr. Inside Sales

JANUARY 23, 2020

I received an email last week from a real estate rep asking me if cold calling was dead. Would you be as successful if you couldn’t reach out to these prospects and introduce yourself and your company? Cold calling isn’t dead. The real question should be: how can you “cold call” more effectively?

Cold Calling 180

Cold Calling Real Estate Sales Qualified Lead Face-to-face 180

Understanding the Sales Force

MARCH 31, 2025

Or, if those conditions do not apply, prospecting continues into perpetuity. Most salespeople who entered sales more than fifteen years ago and had to prospect for new business, have forgotten how to do it and if we are being honest, may not have been very willing or effective at this when they were expected to prospect.

Pipeline 188

Pipeline How To Cold Calling Inbound 188

Sales Hacker

MARCH 30, 2025

Cold calling. Seemed like the perfect time to share some proven cold calling tips that are working right now. Establish minimum viable activity metrics, such as 150-200 cold calls per week, to ensure consistent engagement without overwhelming your reps. Cultivate a cold calling culture and lead by example.

Cold Calling 71

Cold Calling Scale Microsoft Ideal Customer Profile 71

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. 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. That was it.

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. Your question can be a key to unlocking a train of thought.

Objections 339

Objections Prospecting Fashion Face-to-face 339

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. I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Sales 2.0:

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

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

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

Zoominfo

JUNE 22, 2022

In today’s crowded B2B ecosystem, where personalization and relevance are seen as crucial competitive differentiators, the idea of cold calling might seem archaic. As daunting as cold calling may be, it still has a place in today’s sales pipelines. What is B2B Cold Calling? Not all calls are created equal.

Cold Calling 130

Cold Calling B2B Commission Exact 130

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. The salesperson left without getting agreement on next steps or scheduling the next call.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

MAY 22, 2019

That’s why I decided to host summer sales training courses this year. And it took training and practice. Either way, if you’re looking for individual sales training courses that can help you fill your pipeline with hot leads, this is the program for you. Referral Sales Training Courses. A marathon is 26.2

Referrals 47

Referrals Course Training Hiring 47

No More Cold Calling

JANUARY 23, 2020

Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Sales technology might help you identify prospects, but it won’t solve your sales execution challenges. appeared first on No More Cold Calling. Yes, you read that right.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

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

No More Cold Calling

JANUARY 31, 2025

These pain points hurt team morale and your bottom line: Pain Point #1: Your team struggles to get meetings with prime prospects. Cold outreach is a slog. Prospects dont know you, dont trust you, and dont want to take your call. Heres Why You Might Be Wrong appeared first on No More Cold Calling.

Referrals 156

Referrals Scale GoldMine Pipeline 156

Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Decision Maker 313

Mr. Inside Sales

MAY 12, 2024

Who do you think knows why your prospect buys? Who do you think knows when your prospect is going to buy? The answer, of course, is your prospect! The problem for many sales reps, is that they prefer to pitch and talk at prospects more than they actually ask questions and listen. Or who they like to buy from?

Prospecting 212

Prospecting Face-to-face Gatekeeper Decision Maker 212

No More Cold Calling

JANUARY 14, 2021

So, I’m committing to spending time on-camera answering your questions and sharing powerful tips and methods to revolutionize your prospecting. And certainly not when you cold call. Newsflash: Most CEOs do not respond to cold calls or emails, and neither do their gatekeepers. Always free. Always fabulous!

Gatekeeper 265

Gatekeeper Cold Calling Referrals Telemarketing 265

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. The Evolution of Cold Calling.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

JUNE 22, 2018

Check out my NEW online sales training course on LinkedIn Learning. Then a colleague suggested LinkedIn Learning, a new platform for online sales training. My outreach would have been just like cold calling. In this LinkedIn Learning course, you’ll discover: Why referrals work where other prospecting methods fail.

Referrals 97

Referrals Closing Cold Calling Lead Generation 97

The Sales Hunter

MAY 21, 2019

We all wish every lead turned into a great prospect and in less time. Here are 10 things you need to do to prospect faster: 1. Use this list to as a guide as you prospect. Block enough time in your calendar to both lead development phase and qualify the prospect. Make your prospects earn the right to become prospects.

Prospecting 275

Prospecting Sales Qualified Lead Marketing Qualified Lead Leads 275

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. You can throw in tactical skills like effective messaging, multi-threading, persuasive cold-calling, and much more.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

No More Cold Calling

JANUARY 25, 2018

They ended up cold calling. Yes, they still get a phone, which they rarely use, because most prospects and clients are never at their desks and only give their mobile numbers to salespeople they actually want to hear from. Reps need account based sales development training, lead generation tools, and a career path.

Account 272

Account Hiring Lead Generation Face-to-face 272

No More Cold Calling

AUGUST 14, 2019

Prospects trust us. Thus, No More Cold Calling was born. I got very lucky as a first-time author, and my book— NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust —was picked up by Warner Books. It’s changed how we prospect, but it hasn’t changed how deals get done.

Referrals 291

Referrals Cold Calling Survey Scale 291

Smooth Sale

MARCH 27, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Prospects Can Direct Us to A Better Path for Sales Long ago, salespeople were advised to generate many cold calls daily to find one or two interested parties. Often, prospects will test the sales rep with varying requests; some are reasonable while others are not.

Prospecting 78

Prospecting Hiring Lead Rank Lead Scoring 78

Vengreso

JANUARY 22, 2025

Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. From AI strategies to cold-calling techniques, these blogs provide the insights you need. Ready to enhance your sales skills? Blog The Seamless.ai From lead generation to closing deals, the Seamless.ai

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

No More Cold Calling

JUNE 23, 2019

Here’s another common scenario: They use LinkedIn to find mutual connections with their prospects, reach out to those connections, and say, “Hey, I’m trying to get a meeting with so-and-so at XYZ Corp. Even if your referral source says yes, you’re still cold calling. Prospecting is either HOT or cold … period.

Referrals 297

Referrals Scale How To Lead Scoring 297

The Sales Hunter

JANUARY 23, 2019

Prospecting is not an afterthought. Prospecting is the foundation sales should be built upon. If you remove prospecting from the equation, business and in turn the economy will be affected very quickly. This week’s list of truths 1-10 is called “It’s Your Job!” Prospecting is a muscle.

Prospecting 51

Prospecting Face-to-face Networking Motivation 51

Mr. Inside Sales

MAY 25, 2024

Who do you think knows why your prospect buys? If you have followed me for a while, you may know that my opinion on whether to ask a prospect, “How are you,” has changed over the years. You can’t tell if your prospect is annoyed, resistant, bothered, or if they are willing to have a conversation with you. Ask It—Or Not?

Face-to-face 224

Face-to-face Cold Calling Gatekeeper Decision Maker 224

No More Cold Calling

JUNE 30, 2021

Plus, what you might have missed from No More Cold Calling. I learned a lot more about gratitude after recently celebrating the 25th anniversary of No More Cold Calling. I was working for a global consulting and training firm. Every sales leader says their #1 prospecting challenge is getting leads in the pipe.

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

No More Cold Calling

FEBRUARY 28, 2019

Two colleagues complained they were so involved in their work, they didn’t have time to prospect. One guy even said he was thinking of cold calling (shudder) and doing more marketing. People are so focused on their projects, and they don’t make time to prospect. Why didn’t he think to ask for referrals? That’s scary.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

No More Cold Calling

JUNE 15, 2017

We were thought leaders; we had visibility; and the client loved our solution for advanced sales training. I called and called, and was repeatedly told they hadn’t made a decision. While I’d been working so hard to seal the deal, the other company had developed the advanced sales training it previously lacked.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257