Hubspot Sales

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. Table of Contents What Is a Lead List? Leads are often categorized and managed through these different stages: Marketing Qualified Leads (MQLs).

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Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

MarketJoy

MARCH 27, 2025

Generating leads is half the battle in B2B sales. Enter: Sales Qualified Leads (SQL) services. These services enable companies to optimize their sales process by targeting high-intent prospects who are more likely to convert. What is Sales Qualified Leads (SQL)?

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Sales Qualified Lead Ideal Customer Profile Lead Scoring Lead Rank 52

No More Cold Calling

OCTOBER 28, 2018

Here’s what you might have missed this month from No More Cold Calling. Most sales reps dread cold calling, but they don’t exactly fear it. There’s a lot that’s scary about sales, for all of us—making quota, navigating shifting buyer expectations, keeping a full pipeline, and getting meetings with decision makers.

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Cold Calling Referrals Social Media Sales Qualified Lead 240

Zoominfo

JULY 29, 2020

Sales professionals are always on the lookout for ways to step up their game. It’s all about closing more deals — but that can’t happen without boosting lead conversion rates. One of the best ways to improve sales numbers involves something everyone dreads — cold calling. Why do Sales Cold Calling Scripts Matter?

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Cold Calling Data Hiring Intent Data 240

No More Cold Calling

JANUARY 5, 2017

Can one call generate leads better than ten? You already know my point of view on cold calling. No salesperson should ever have to cold call to generate sales leads. It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls.

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Cold Calling Account Decision Maker Referrals 222

No More Cold Calling

JULY 1, 2018

Here’s what you might have missed last month from No More Cold Calling. Wondering how to get leads? Not just smoke-and-mirror leads, but only qualified leads? Every sales rep asks that question, and surveys of sales leaders confirm that getting leads in the pipeline is their top challenge.

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Cold Calling Referrals Sales Qualified Lead Lead Rank 180

No More Cold Calling

JANUARY 31, 2019

Here’s what you might have missed this month from No More Cold Calling. I dreaded buying another car because of the pushy, in-your-face car salespeople, who are just like B2B sales reps cold calling you. The manager called and told us we had an 11:00 appointment that we missed. (A What about “warm calls”?

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Cold Calling Referrals Face-to-face Sales Qualified Lead 222

No More Cold Calling

JANUARY 11, 2024

Relationships drive sales—always have, always will. Most sales teams miss quota year after year. Sales leaders bemoan that they don’t have enough qualified leads in the pipe, that their people aren’t getting meetings with decision-makers, that they can’t seem to differentiate themselves from competitors.

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Sales Qualified Lead Guarantee Lead Rank Lead Scoring 177

No More Cold Calling

OCTOBER 24, 2024

Referrals = New Sales Opportunities It’s tough to focus on prospecting when you’re working on a massive project or closing a big deal. But if you’re not regularly adding qualified opportunities to your pipeline, you’ll have no pipeline. Be sure to join the conversation on LinkedIn: Without ROI, Your Sale Is DOA.

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Opportunity Referrals How To Pipeline 177

No More Cold Calling

JULY 13, 2021

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.” I blame outdated lead-gen strategies, metrics, and leadership. They’re how deals get done.

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Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

SEPTEMBER 20, 2019

CEO of Vengreso and a top expert on social selling for lead generation—invited me to be on his “ Selling with Social ” podcast. Here’s how Mario describes our conversation: Joanne shares how you should ask for referrals and reveals the exact questions you should ask to qualify those referrals. I’m passionate about lead generation.

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Lead Generation Referrals Sales Qualified Lead Marketing Qualified Lead 267

No More Cold Calling

JUNE 9, 2019

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. Successful sales professionals understand that technology is a must-have business tool. They don’t fill your pipeline with qualified B2B leads. Big mistake!

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Sales Qualified Lead B2B Lead Rank Lead Scoring 269

No More Cold Calling

JULY 7, 2016

A LinkedIn connection is not a sales lead. In fact, after looking at your profile I would like to loop in our VP of Marketing, (Name), and invite you to our free Strategy call for lead generation and list building. He’s Cold Calling on Social Media. It happened again. Where’s the relationship?

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Social Media Lead Generation Sales Qualified Lead Media 239

No More Cold Calling

JUNE 7, 2018

Your lead generation tactics aren’t driving bottom line revenue. I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. Everyone complained that they didn’t have enough leads, or at least not enough qualified leads.

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Referrals Sales Qualified Lead Marketing Qualified Lead Leads 276

No More Cold Calling

JULY 29, 2021

Why Your Team Is Not Closing Sales. If your team has trouble closing, go back to the beginning—qualifying prospects—and examine your entire sales process for missing links and ineffective tactics. Ask yourself: How are sales reps sourcing leads? How are sales reps qualifying their leads?

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Closing Sales Qualified Lead Lead Scoring Lead Rank 409

No More Cold Calling

NOVEMBER 23, 2017

Wondering how to generate leads—not just smoke-and-mirror leads, but only qualified leads? Every account based selling rep asks that question, and pretty much every survey of sales leaders confirms that lackluster lead generation is also their chief concern. Doing more means selling less. More, more, more.

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Lead Generation Sales Qualified Lead Lead Scoring Lead Rank 125

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. Listen to the podcast.

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Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

MAY 14, 2020

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. Email joanne@nomorecoldcalling.com or call 415.461.8763. Referrals cut costs, increase productivity, and minimize risk.

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Prospecting Referrals Scale Sales Qualified Lead 428

No More Cold Calling

JUNE 10, 2021

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.” I was a member of a leads group at the San Francisco Chamber of Commerce. Flash Sale. No one should ever have to cold call. (I

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Referrals Cold Calling Inbound Webinar Metrics 385

No More Cold Calling

NOVEMBER 10, 2016

They can also be great for lead generation. How This Translates to Better Lead Generation. And lead generation is much easier when sellers are credible in the eyes of their buyers. Want to learn more about boosting lead generation? Credibility and trust—hard for salespeople to earn, but a slam-dunk for technical experts.

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Lead Generation Sales Qualified Lead Marketing Qualified Lead Leads 266

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.

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Cold Calling Lead Rank Intent Data Marketing Qualified Lead 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. Enterprise or high-ticket sales : 3050 calls/day is common for SDRs targeting high-value accounts.

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Cold Calling Intent Data Sales Qualified Lead Intent 64

No More Cold Calling

OCTOBER 4, 2018

But here’s what they’re missing on referral B2B lead generation. I’ve had it with the accusations that referrals don’t scale, that referrals are a favor, that referrals can be digital, that all you need to do is ask for referrals, and the other crap that so-called experts tout on social media. I’m Old School.

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Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

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. Do Your Leads Suck? Sales is like dating. It’s the same with a sales qualified lead. Read “ Do Your Leads Suck? ”).

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Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

No More Cold Calling

APRIL 6, 2025

The foundation you lay now will determine whether your teams spend the rest of the year scrambling to fill pipeline gaps or confidently closing high-value deals. Without a referral-first mindset, pipeline uncertainty loomsleading to missed targets, longer sales cycles, missed quotas, and end-of-year panic.

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Referrals Pipeline Face-to-face GoldMine 177

No More Cold Calling

JULY 12, 2024

Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. In short, referrals scale sales. Satisfied customers will occasionally send hot leads your way, but you can’t count on passive referrals to fill your pipeline.

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Scale Referrals Penetration Sales Qualified Lead 317

No More Cold Calling

DECEMBER 18, 2014

And certainly not when you cold call. Newsflash: Most 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. Cold calling from a script, or even winging a cold call, doesn’t cut it.

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Gatekeeper Cold Calling Telemarketing Referrals 303

MarketJoy

APRIL 18, 2025

A top lead generation company can be a game-changer for B2B companies. They’re great at identifying and nurturing Sales Qualified Leads (SQLs) and keeping your sales pipeline healthy and ready to convert. CIENCE defines success based on the number of activities vs the number of sales leads generated.

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Lead Generation Sales Qualified Lead Outsourcing Services Lead Rank 66

Mr. Inside Sales

APRIL 30, 2023

They pitch features and benefits instead of asking questions and qualifying. They talk over their prospects and generally learn very little about what it takes to close a sale. This may sound easy, but if you’ve listened to any of your rep’s calls (or your own), then you know how hard it is. Here is the simplest way to do it.

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Sales Qualified Lead Face-to-face Gatekeeper Licensing 212

Tenbound

MARCH 21, 2025

The Buckets Methodology: A Smarter Way to Generate Pipeline Through Cold Calling by Ryan Reisert. But for Ryan Reisert, cold calling isnt just aliveits thriving. — Step 1: Understand the Problem with the Traditional Approach Most sales teams treat outbound like this: Lead Meeting Thats it.

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Cold Calling Ideal Customer Profile Pipeline Top of Funnel 59

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. Sales Reps Not Closing Sales?

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Referrals Decision Maker Cold Calling Social Media 316

Zoominfo

JUNE 24, 2020

For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Well, for starters, inbound prospects, by definition, choose themselves as leads. What is Inbound Lead Generation? Inbound lead generation is a part of inbound marketing.

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Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What is Lead Generation? While the B2B landscape may always be changing, lead generation will always be important.

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Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

No More Cold Calling

MAY 21, 2020

Bottom line: Your clients will help you generate significant qualified opportunities in your sales pipeline, but you must ask. You recognize you must take action now to fill your sales pipeline with qualified leads. You stop making excuses and make referrals the lead-gen priority.

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Referrals Outbound Lead Gen Sales Qualified Lead 331

No More Cold Calling

FEBRUARY 24, 2021

Not a cold calling stranger or someone pitching them on LinkedIn. Sales leaders have an ongoing challenge to get more qualified leads in the pipe, but seller access has evaporated. Lead generation shouldn’t be nearly impossible, not even during a global pandemic and recession. Earn the Right to Ask.

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Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

JUNE 6, 2019

Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. Successful sales professionals understand that technology is a must-have business tool. They don’t fill your pipeline with qualified B2B leads. Big mistake!

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Sales Qualified Lead B2B Lead Rank Lead Scoring 209

No More Cold Calling

MARCH 12, 2020

How many of those long email threads could have been resolved with a single phone call? Not to cold call , but to clarify details from an online conversation. Each person told me they were so glad I’d called. Want to know how to get qualified sales leads in your pipe?

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Cold Calling Sales Qualified Lead Travel Leads 64