No More Cold Calling

SEPTEMBER 4, 2014

The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Under constant pressure to deliver sales, they focus on reports and not on the critical sales activities that generate revenue.

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Sales Management Construction Small Business Small Business 281

No More Cold Calling

NOVEMBER 25, 2014

Here’s what you might have missed from No More Cold Calling this month. Winter is right around the bend, and while the colder temperatures might be a welcome change of pace for some, cold calls are still the bane of every salesperson’s existence. Referral selling is by far the most effective sales strategy out there.

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

No More Cold Calling

AUGUST 26, 2014

Or worse yet, more people than necessary get involved–using that ever so wasteful tool called, “reply all.” What should have been simple and easy snowballs into complexity—despite our efficiency leveraging the tools to improve our efficiency. No More Cold Calling Poll. Connect with No More Cold Calling.

Cold Calling 296

Cold Calling Call-back Small Business Small Business 296

Sales 2.0

OCTOBER 25, 2021

Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales processes have room for improvement in nearly all companies. Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting.

Territories 396

Territories Compensation Scale Decision Maker 396

No More Cold Calling

SEPTEMBER 23, 2014

DON’T Cold Call on Social Media. Social media is a great tool for researching prospects and Referral Sources, and for positioning yourself as a thought leader. But it is not the place for a sales pitch. But it is not the place for a sales pitch. Connect with No More Cold Calling.

Cold Calling 281

Cold Calling Social Media Referrals Face-to-face 281

Jeffrey Gitomer

MAY 16, 2013

Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? You’re using CRM as an accountability tool, rather than a sales tool. Successful sales leaders….

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Sales 2.0

OCTOBER 22, 2014

One upshot of that is that he sees sales people as having to become providers of useful content as a means to being found and as a way to be always be helpful to prospects and buyers. I asked David what a sales person should do in a company that has not yet embraced these new behaviors (social selling). They were once top sales people.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring eBook 300

No More Cold Calling

NOVEMBER 11, 2014

That’s why all the sales and marketing automation tools in the world will never replace the power of a knowledgeable, experienced salesperson with a great referral network. Smarter than the Average Algorithm The problem is, we get so enamored with technology that we forget it’s only a tool to make human beings more effective.

Cold Calling 277

Cold Calling Small Business Small Business Enterprise 277

No More Cold Calling

MAY 15, 2014

For more on how to develop respectful relationships that translate into sales, check out the latest from No More Cold Calling: LinkedIn Is Not a Place to Sell. Social media is a great tool for researching prospects and Referral Sources, and for sharing interesting, relevant information. Do Your Leads Suck?

LinkedIn 250

LinkedIn Social Media Cold Calling Hiring 250

No More Cold Calling

JULY 29, 2014

Connect with No More Cold Calling. Associations Enterprise Sales Management Salespeople Small Business sales tools selling Social Media strategy' Click here to listen. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Comment Here.

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

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. Imagine that….

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Face-to-face Cold Calling Gatekeeper Licensing 313

No More Cold Calling

AUGUST 19, 2014

LinkedIn and other social media channels are fantastic tools for beginning conversations and new relationships. But when you send the generic invite (“I’d like to invite you to join my professional network on LinkedIn”) and follow it up with a sales pitch, you’re breaking all the rules of social media.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

SBI Growth

JULY 11, 2013

Managing a relationship or taking orders from existing customers are table-stakes. Download this tool to rapidly improve your prospecting results. I recently had a discussion with a Sales Leader about his team’s ability to prospect. He basically told me they should make cold calls and “beat the streets”.

Buyer 317

Buyer Prospecting Face-to-face How To 317

No More Cold Calling

JUNE 19, 2014

So why are you still cold calling? Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. One assistant told me many cold callers lie and tell her the CEO asked them to reach out. A lot of them keep calling and calling, hoping to eventually get past her.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

No More Cold Calling

OCTOBER 2, 2014

As a sales leader , it’s your job to make sure your team remembers that sales is still a person-to-person business. Technology offers salespeople some terrific tools, but when it comes to closing deals , nothing replaces a personal conversation. Connect with No More Cold Calling. Take Your Team Back to Basics.

Cold Calling 286

Cold Calling Small Business Small Business Enterprise 286

Zoominfo

JANUARY 23, 2021

If they default to cold calling (a task they find difficult), a ‘warm-style’ calling approach might be a better fit (see #5 below). Whether a sales rep is doing a cold call or following up on a marketing lead, building a relationship with a prospect is critical. Make Cold Calling Feel Natural.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

No More Cold Calling

MAY 1, 2014

One of the key skill sets for a sales leader is the ability to coach teams—to increase sales effectiveness by giving reps the training and tools they need to develop client relationships and get deals done. You Call That Training? Then they were put to work cold calling. Connect with No More Cold Calling.

Hiring 209

Hiring Cold Calling Face-to-face Policies 209

No More Cold Calling

OCTOBER 16, 2014

Marketing automation, CRM, social media, and other technological tools enable us to sell more efficiently and cost effectively. But the most powerful tool in your sales toolbox is still you! Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

Face-to-face 291

Face-to-face Transportation Cold Calling Social Media 291

No More Cold Calling

NOVEMBER 6, 2014

Join me for a Top Sales World webinar you won’t want to miss. Sale s has always been social. It’s just that some of the tools have changed in the digital age. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. See you there!

Webinar Metrics 235

Webinar Metrics Networking Cold Calling Social Selling 235

No More Cold Calling

MARCH 18, 2014

The Wall Street Journal article, “ Just Look Me in the Eye Already ,” explores the decreased eye contact in our tech-driven society, and explains why this puts professionals at a disadvantage: [Eye contact can be a tool for influencing others. Connect With No More Cold Calling. Comment Here.

Customer 244

Customer Journal Sports Cold Calling 244

No More Cold Calling

AUGUST 15, 2013

The average tenure of a sales manager is just 18 months. Yet, our sales teams need strong leaders more than ever. Sales is not a job for the faint of heart. Sales is not a job for the faint of heart. Sales management is not a job for the faint of heart either. You’re a salesperson.

Face-to-face 234

Face-to-face Referrals Salary Cold Calling 234

Understanding the Sales Force

JANUARY 28, 2014

This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? I will be speaking at the Sales 2.0

Lead Rank 244

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 244

No More Cold Calling

NOVEMBER 13, 2014

Not too long ago, new sales recruits were given a desk, a phone, a phonebook, an overview of benefits, and instructions for how to complete time sheets. The process hasn’t changed much over the years, but the tools sure have. Today newbies receive a desk, a phone, and a password—and maybe a cold-calling list.

Report 274

Report Face-to-face Lead Rank Lead Scoring 274

No More Cold Calling

NOVEMBER 20, 2014

But technology is an important part of how we live and work, so if Millennials are using a tool that is interesting and strategic, I’ll learn how they do it. But my strategy, tools, and outreach must adjust if I’m to stay current. And how do you successfully leverage social media in your sales process? How about you?

Social Media 286

Social Media Media Referrals Social Selling 286

Hubspot Sales

AUGUST 21, 2023

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. Now all you need is a cold call script. And not just any script … the best cold call script ever. What is a cold call?

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

No More Cold Calling

JUNE 17, 2014

The modern workplace has better tools and more data than ever before. Unfortunately, email, Twitter, calendars, and even productivity tools can keep us from actually getting any real work done. Connect with No More Cold Calling. These inbound requests are triggers for distraction. Comment Here.

Referrals 225

Referrals Twitter Cold Calling Social Media 225

No More Cold Calling

DECEMBER 19, 2013

For more referral-selling success secrets, check out the latest from No More Cold Calling: 4 Tips for Holiday Networking Success. Then your sales force needs the right tools for success. You need a system that management can use to coach behaviors, not criticize outcomes. Even in Sales 2.0,

Follow-up 237

Follow-up Face-to-face Referrals Cold Calling 237

No More Cold Calling

MARCH 25, 2014

Check out the Sales Benchmark Index report, “ Top Priority: Retaining Top Sales Reps.” It includes a diagnostic tool to help you identify the time-management challenges of your top performers, and strategies for addressing the problem. Connect with No More Cold Calling. Comment Here. Comment Here.

Hiring 214

Hiring Salary Cold Calling Small Business 214

No More Cold Calling

NOVEMBER 18, 2014

He smiles, picks up his tools, takes his father’s hand, and goes home. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' He knew this would happen. He is not surprised.

Construction 264

Construction Cold Calling Small Business Small Business 264

No More Cold Calling

APRIL 3, 2014

The same is true in sales management. The very strategies you use for attracting clients are the key to increasing sales effectiveness for your team. Management by walking around” changed the cadence of business — in large part through greater leadership involvement and presence. Connect With No More Cold Calling.

Hiring 212

Hiring Fashion Cold Calling Small Business 212

No More Cold Calling

JUNE 27, 2024

Here’s what you might have missed from No More Cold Calling so far this year. I founded No More Cold Calling in 2006, with a mission to show salespeople how powerful (and scalable) referrals can be, and to ensure no one ever had to cold call again. each until July 4, 2024. each until July 4, 2024.

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Referrals Cold Calling Social Media Sales Qualified Lead 156

The Sales Hunter

FEBRUARY 27, 2012

Sorry, social media is just one tool. Actively work your “warm-call” or “warm-lead” list. Related posts: Sales Prospecting Questions that Work. Phone Sales Tips: Smartphone Messages That Work. Cold Calling: The Spam of the Sales World. cold calling. sales goals.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

SBI Growth

JULY 22, 2013

There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Below are five of the 10: Sales Manager/VP field sales rides : Participating with your sales reps on more field calls leads to increased revenue. Sales people get referrals more often through Linked In.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Sales Hacker

JANUARY 4, 2022

Ideal tools for great prospecting [24:18]. The first thing I did, I bought Little Red Book of Selling and a House Painting for Dummy’s book, I made like $30,000, and spent three years as a sales manager, teaching fresh college students with little experience. About Jason Bay & Blissful Prospecting [1:52].

Cold Calling 100

Cold Calling Outbound Segment Call-back 100

SBI Growth

MAY 22, 2013

Not as outbound spam or cold calls, but as meaningful news feeds. Shift your focus to sales managers and HR. LinkedIn Signal is the ideal tool to track who follows your insights. Your LinkedIn presence can be designed to drive them to your profile. This is accomplished when you make yourself more searchable.

Social Selling 324

Social Selling Hiring Inbound Outbound 324

No More Cold Calling

JUNE 5, 2014

It’s easy to get sucked into solving problems all the time, but that’s a waste of your management time and doesn’t help develop your reps’ problem-solving skills. The better strategy (for everyone involved) is to give your team the tools and training they need to find their own solutions. Help Them Help Themselves.

Hiring 213

Hiring Cold Calling Small Business Small Business 213