Zoominfo

FEBRUARY 17, 2021

Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. And If you haven’t tried out cold calling scripts yet, now’s the time.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

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

The Pipeline

FEBRUARY 16, 2021

Nothing wrong with that, but it is a fact, a fact that is central to cold calling success. One key thing to focus on is the purpose of the call, why you picked up the phone to begin with. This is where many of the pundits and sales leaders mix salespeople up. So, we start by asking, what is the purpose of your cold call?

Cold Calling 241

Cold Calling Call-back Webinar Metrics Objections 241

Sales and Marketing Management

DECEMBER 13, 2021

As consumer privacy regulations get tighter, sales and marketing teams will have to work together more closely to warm up cold calls and build resilient and valuable customer relationships. The post Stop Freezing Out Leads: Tips to Warm Up Your Cold Calls appeared first on Sales & Marketing Management.

Cold Calling 242

Cold Calling Leads Marketing Qualified Lead Consumer 242

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

NOVEMBER 22, 2024

No matter how many times he called—six to 10 attempts, easily—he couldn’t reach anyone. The cold calling was becoming a grind, and he dreaded picking up the phone. If you’re tired of cold calling, or wasting time on people who don’t know you or care about your product, it’s time to rethink your approach.

Sales Qualified Lead 313

Sales Qualified Lead Prospecting Cold Calling Referrals 313

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

Sales 2.0

MAY 20, 2020

If you’re a sales person, business owner, or marketer, your job is to facilitate this transmission. There’s a professor of psychology at Oxford University called Robin Dunbar and his research helped quantify just how connected we are. In this case the transmission can be done without physical contact, telephone, Zoom etc.

Cold Calling 501

Cold Calling Referrals Networking Education 501

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 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. we then annoy them with a sequence of emails and finally a string of cold calls. I’m sharing my summaries here.

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

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

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

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

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

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

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.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

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

Marc Wayshak

MARCH 27, 2024

In the world of outreach, there’s a prevailing notion that cold calling is obsolete. Cold calling remains a powerful tool for securing high-quality appointments. Using the right cold calling strategy can make all the difference. Confidence is key for positive prospect engagement during cold calls.

Cold Calling 116

Cold Calling Demographics Social Media eBook 116

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021. A referral is the best way to get a meeting with the decision maker.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

FEBRUARY 13, 2020

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. People don’t understand precepts and are not engaged by big ideas—unless leaders translate vision into sales strategy and explain what it means for every function in the company.

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

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. Do you know how you help?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Zoominfo

JUNE 19, 2024

Calling these leads should be a breeze — so why aren’t you connecting? Like it or not, even the most well-prepared sales rep can crash and burn by simply timing their cold calls wrong. Thankfully, there are data-driven insights that improve cold calling outcomes if you apply them.

Cold Calling 130

Cold Calling Data Call-back Decision Maker 130

No More Cold Calling

MARCH 25, 2021

Who paved the way for women in sales? Yet, even with gender biases and cultural norms working against them, there were women trailblazers in every century, including women sales leaders. Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Picture yourself in 1900.

Hiring 379

Hiring eBook Cold Calling Scale 379

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

No More Cold Calling

SEPTEMBER 27, 2018

If not, what does that say about the state of sales ethics? The facilitator asked a provocative question: How many of you would tell your children to pursue a sales career? A surprising response, since the participants were all tenured and successful sales leaders. (My All talk, no sales ethics. Ethics in Sales.

Face-to-face 313

Face-to-face Cold Calling Social Media Travel 313

Understanding the Sales Force

NOVEMBER 10, 2024

I scheduled a five-minute pre-screening call with a candidate who was recommended and scored quite high on the OMG sales candidate assessment. Within the Sales Posturing Competency, he had a weakness in the attribute, Maintains Appropriate Amount of Patience. what a complete joke you are and your “Bliblical sales study?”

Hiring 348

Hiring Cold Calling Call-back B2C 348

No More Cold Calling

OCTOBER 27, 2020

(You can also read our interview in Sonia’s blog post, Driving Sales Through Referrals with Joanne Black.) . She works with small business owners who face the challenges of limited cash flow, declining sales, and minimal support. That’s why I’m recommending the Unstoppable Sales Community to you. I’ll be there.

Referrals 317

Referrals Hiring Webinar Metrics How To 317

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. Why Aren’t Referrals on the Radar?

Referrals 325

Referrals Cold Calling Quota Sales Qualified Lead 325

No More Cold Calling

MARCH 31, 2021

Here’s what you might have missed this year from No More Cold Calling. Their clients weren’t returning calls, and budgets were constricted or put on hold. Even so, emails and cold calls aren’t going to help your business recover. Why the sudden interest in referral sales? They freaked out. They were smart.

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

Hubspot Sales

OCTOBER 28, 2024

Cold calls are awful. With that said, that same study found that 49% of buyers actually prefer to be contacted through a cold call. That‘s why they’re still central to many orgs' sales processes. 10 Common Cold Calling Blunders 1. of the time. The best we can do is get better at them.

Cold Calling 110

Cold Calling Demand Generation Agencies Sales Qualified Lead Follow-up 110

No More Cold Calling

JULY 25, 2024

Rusty sales skills won’t win the gold. It’s the same for your sales team. If you want this to be a game-changing year, it’s up to the CRO to make skills-building and practice a requirement, an integral part of your culture, and a major component of your sales strategy. What sales lessons can we learn from them?

Referrals 334

Referrals Cold Calling Coaching Incentives 334

No More Cold Calling

MAY 14, 2020

Then, learn about referral selling in my new Sales Expert Channel presentation, “ 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. Featured image attribution: Julia M.

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428