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. That’s a fact.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

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

Hubspot Sales

MARCH 7, 2022

Cold calling is the bane of plenty of sales reps' professional existence. Enter cold calling software — the tools that take some strain off of cold calling reps and the managers that guide them. HubSpot Sales Hub. CRM data-driven call prioritization. Let's dive in.

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Cold Calling Software Software Hubspot 105

The Pipeline

OCTOBER 2, 2014

Whenever I do a piece about prospecting, specifically cold calling, one of the push backs I get is about the script. As an industry we have tried to take the bite of scripts by hiding them in apps or software, even taking up new (and silly) labels like “Talk Track” and more. What’s in Your Pipeline? Tibor Shanto .

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Cold Calling Face-to-face Call-back Quota 310

Zoominfo

JULY 27, 2022

Even in today’s data-driven sales landscape, cold calling remains a fact of life for many sales professionals. But cold calling isn’t just a major investment of time and energy, it’s precious time that could be better spent connecting with warm leads — prospects who want to hear from you and are ready to spend.

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Cold Calling Sales Qualified Lead Lead Scoring Lead Rank 130

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. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Let’s jump in.

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Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Mr. Inside Sales

JUNE 2, 2018

AI and Inside Sales: 3 Things You Need to Know Now. How Artificial Intelligence (AI) and Sales Automation Software Tools Platforms are Affecting Inside and Outbound Sales. Quick: Can you tell me, in three sentences or less, exactly what AI is and how it is going to impact your sales career or company?

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Sales Automation Software Software Tools 147

No More Cold Calling

NOVEMBER 8, 2018

“I want you to know it hasn’t gone unnoticed that there are no women on our sales team.” That comment came from the CEO of a fast-growing software company. Not only were there no women, but the sales team was all white men of a certain age. Then there’s the fact that most sales leaders are men. Think used-car salesman.)

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Hiring Referrals Cold Calling Social Media 280

Sales Hacker

NOVEMBER 15, 2024

That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. You’re not alone.

Outsourcing Services 113

Outsourcing Services Scale Cold Calling Hiring 113

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.

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Sales Enablement Strategy Scale Hiring 130

SBI Growth

AUGUST 16, 2013

In this post we will discuss Agile Sales. Agile sales is an approach that can help you keep pace with your customers. A few months back I wrote a post about becoming an Agile Sales Leader. Now it is time to make the entire sales organization agile. Let’s start with the definition of agile sales.

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Customer B2C Decision Maker Inside Sales 328

No More Cold Calling

OCTOBER 9, 2014

There’s no excuse for not doing your sales homework. They’ve been calling me en masse. I actually listened to his message because he outlined how his company and No More Cold Calling were aligned. And he made the business case for his software application by quoting details about the results his clients were experiencing.

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Cold Calling Call-back Small Business Small Business 280

Sales 2.0

JUNE 29, 2014

It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. Get a referral into your prospect so you can avoid those “old school cold calls that suck” (you know the ones that take 200 calls to get one qualified meeting). I literally wrote on a napkin.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

No More Cold Calling

JUNE 7, 2018

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. attain quota, and about 65 percent of sales reps in Europe do so. What sales leader would find these stats acceptable? Problem is, buyers don’t actually buy software. That’s a fact.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

SBI Growth

FEBRUARY 26, 2013

As the VP of Sales, you’re pulled in 15 directions. You’re coaching and mentoring Sales Directors and Managers. Many Sales VPs are innately aware of the competition. Both are cases where the VP of Sales was blindsided by an evolving customer landscape. They captured new leads using 97% outbound cold calling.

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Competition Customer Lead Rank Top of Funnel 323

No More Cold Calling

AUGUST 5, 2014

By the end of the call, I felt confident enough in his sales ability and product to offer him a referral to one of my contacts. Speed Up the Sale, Don’t Slow it Down. Sending too much information at the wrong time puts a wrench in your sales process. Ditch the sales pitch. Connect with No More Cold Calling.

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Referrals Sales Qualified Lead Cold Calling Small Business 286

Sales 2.0

SEPTEMBER 18, 2020

In sales we need to go through the motions. Research from XANT looked at the optimal “cadence” for prospecting based on the masses of data available to them through companies’ usage of their software. Our buyers are “frazzled” as Jill Konrath says. Their study looked at 479,140 outbound cadences from nearly 9,000 companies.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Salesmate

AUGUST 28, 2020

“Cold calling” is one of the sales tasks that most salespeople wish to skip. Well, because it is the first contact with a prospect who has no prior knowledge about the call. Most sales professionals dread that first interaction with the prospect as they have no clue how the prospect would react to the cold call.

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Cold Calling Face-to-face Call-back Research 111

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. A sales rep uses the information (i.e.,

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Data Prospecting Strategy Cold Calling 246

Zoominfo

JUNE 15, 2020

Do cold calls work? How can you find more success with cold calling? We often discuss how to make a cold call, but rarely the next step after your cold call fails to get picked up. Most other sales development representatives could say something similar. A lot, right? Probably very few.

Cold Calling 113

Cold Calling Call-back Ideal Customer Profile Decision Maker 113

Zoominfo

DECEMBER 15, 2020

Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams. Read more: Cold Call Sales Voicemail Scripts.

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B2B Trade Show Intent Data Buyer Intent 237

Zoominfo

MAY 10, 2018

Under constant pressure to meet quota, productivity is at the forefront of every sales rep’s mind. Yet, regardless of the many sales productivity tips and tricks published online, 65% of B2B organizations say they still struggle with sales productivity ( source ). You make too many cold calls. of the time.

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Cold Calling Top of Funnel Direct Mail Referrals 236

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?

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Cold Calling Call-back Inbound Follow-up 98

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. How to Prospect: Step by Step.

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Prospecting Ideal Customer Profile Top of Funnel Strategy 208

Understanding the Sales Force

APRIL 17, 2014

Understanding the Sales Force by Dave Kurlan Yesterday I was in the office, preparing for the today''s formal introduction of Objective Management Group''s (OMG) award-winning, new and improved, fourth generation, Sales Candidate Assessment ( View the 25-minute Webinar here ) when the phone rang and I answered. It''s a must read.

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Inside Sales Oracle Examples Top of Funnel 272

No More Cold Calling

NOVEMBER 29, 2018

You’re in sales, so get out there and network! In the meantime, check out this month’s posts from No More Cold Calling: 4 Reasons You Shouldn’t Get the Referral on LinkedIn. Sales leaders often tell me that referral leads are their most qualified, most convertible leads. Do Words Make a Difference for Women in Sales? “I

Referrals 238

Referrals Networking Scale Cold Calling 238

Sales Gravy

AUGUST 18, 2023

Curiosity Is Your Key To Effective Cold Calling On this episode of the Sales Gravy podcast, Ulysses Price, filling in for Jeb Blount, interviews Chris Beall, CEO of ConnectAndSell. ConnectAndSell is a software service that helps salespeople initiate conversations with prospects. You beat them to the punch.

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Cold Calling Lead Scoring Lead Rank Leads 98

DiscoverOrg Sales

JUNE 21, 2017

We could spend all day telling you what DiscoverOrg actually does and how our customers use it – but we thought it would be more interesting to show you – with real people, in our funny new video showing off how sales intelligence is done. The sales and a marketing professionals gaze around a room filled with … people.

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Account Based Marketing Ideal Customer Profile Video Scale 250

Understanding the Sales Force

NOVEMBER 29, 2023

Their offerings fall into the following categories: Offshore SEO/web/software development services Lead Generation/Appointment Setting services, lists, marketing etc. Access to Capital Recruiting software/services And in my case, Guest Posts, Articles, Paid Speaking Engagements, etc. Why aren’t salespeople making calls?

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Meeting Cold Calling Inbound Outbound 201

No More Cold Calling

SEPTEMBER 7, 2017

You may have already heard about the Google software engineer who wrote a 10-page memo explaining why women are incapable of doing a man’s job in Silicon Valley—namely that we’re neurotic and lack professional drive. Women in sales also know a thing or two about unconscious biases. Women in Sales: Check Your Math.

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Account Lead Rank Hiring Cost per Acquisition 224

Hubspot Sales

JULY 25, 2023

Cold calling is the bread and butter of sales reps in real estate. So, how should you cold call in real estate? In this post, we'll share 11 cold-calling scripts for real estate agents. Some might also use lead distribution software and gain access to third-party prospect lists.

Real Estate 98

Real Estate Cold Calling Commission Face-to-face 98

Zoominfo

FEBRUARY 10, 2021

Want to crush your quarterly sales quota? Add some storytelling sauce to your sales pitch. Storytelling can help you hit your sales quotas faster. In today’s post, discover why storytelling is essential to sales and get simple, actionable tips (and an example) for making storytelling part of your sales strategy.

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Examples Case Study Face-to-face Study 246

Zoominfo

SEPTEMBER 10, 2020

You might not think that automatic sales dialers have that much to offer you. What Is A Sales Dialer? A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople. Basically, a dialer takes the manual part out of the cold calling process. What’s the point?

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Closing Call-back How To Outbound 264

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. Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. Sales Qualified Leads (SQLs).

Lead Rank 118

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

Sales Hacker

JANUARY 4, 2022

In this episode of the Sales Hacker Podcast, we have Jason Bay , Chief Prospecting Officer at Blissful Prospecting , a company he built to coach B2B reps in outbound sales. Join us for a high-energy, people-focused conversation about doing a complete 180 with your outbound sales framework. Subscribe to the Sales Hacker Podcast.

Cold Calling 101

Cold Calling Outbound Segment Call-back 101

DiscoverOrg Sales

AUGUST 31, 2017

You are probably wondering if this is truly typical within most organizations – and if so, why are we talking about leaving cold voicemails? Does cold calling and cold voicemail work? Cold-call voicemail script templates. Also, do you have the ability to see what software the companies are running?

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Cold Calling Ideal Customer Profile Decision Maker Call-back 229

No More Cold Calling

OCTOBER 17, 2019

How does one internet security company, one CPA firm, one law firm, one consulting firm, one IT firm, one software company, or one small business owner differentiate themselves? I can guarantee you it’s not by sending cold emails, cold calling , or stalking people on social media. Connect with No More Cold Calling.

Referrals 39

Referrals Cold Calling Cost per Acquisition Sales Qualified Lead 39