Sales Gravy

FEBRUARY 9, 2025

A few weeks back, I was delivering a Fanatical Prospecting Bootcamp to a group of sales reps - all in their twenties. Just as I kicked off the training, one of the reps challenged me with, Your book Fanatical Prospecting, was written a long time ago. cold calling) was old-school. cold calling) was old-school.

Cold Calling 90

Cold Calling Call-back Outbound Decision Maker 90

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 Hacker

MARCH 30, 2025

Cold calling. Seemed like the perfect time to share some proven cold calling tips that are working right now. Tips for sales leaders Set clear expectations. Establish minimum viable activity metrics, such as 150-200 cold calls per week, to ensure consistent engagement without overwhelming your reps.

Cold Calling 71

Cold Calling Scale Microsoft Ideal Customer Profile 71

Understanding the Sales Force

MARCH 31, 2025

Even the people who provide the services promising inbound leads, meetings, and sales increases are struggling to generate inbound leads! Today, there is only one effective, manageable and controllable way to quickly build a quality sales pipeline. It’s April Fools every day! It’s true. And that’s the problem.

Pipeline 188

Pipeline How To Cold Calling Inbound 188

No More Cold Calling

JUNE 10, 2021

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

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

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

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

MAY 22, 2019

That’s why I decided to host summer sales training courses this year. And it took training and practice. Maybe you’re an individual salesperson or a rogue sales rep who isn’t getting the professional development you need from your company. Referral Sales Training Courses. A marathon is 26.2

Referrals 47

Referrals Course Training Hiring 47

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

Predictable Revenue

SEPTEMBER 12, 2022

Explore the top 5 sale coaching models used by high-performing sales leaders to maximize your return on investment and help reps retain sales training knowledge. Curious about cold calling best practices? The post Cold Calling Best Practices appeared first on Predictable Revenue.

Cold Calling 135

Cold Calling Maximizer Sales Coaching Coaching 135

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. They train with unparalleled rigor.

Referrals 334

Referrals Cold Calling Coaching Incentive 334

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

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? They cut advertising, travel, training, marketing, and discretionary expense line items. So, what do you do?

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

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

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?

Cold Calling 130

Cold Calling B2B Commission Exact 130

Understanding the Sales Force

NOVEMBER 15, 2024

When there aren’t many new opportunities in the pipeline, very little new business will get closed n months from now where n is the length of the sales cycle. When a salesperson is willing to do the calling and learns to do it well, the pipeline grows, sales will be closed, and success can be all but guaranteed.

Prospecting 173

Prospecting Incentive Incentives Cold Calling 173

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

No More Cold Calling

FEBRUARY 21, 2019

What do you remember from your last training? I’ve heard for years that people forget 70 percent of what they learn in a professional training class within 24 hours of the event. And sales organizations don’t have either to spare. The post The Forgetting Curve Has a Cure appeared first on No More Cold Calling.

Cold Calling 308

Cold Calling Training Research Study 308

No More Cold Calling

JANUARY 25, 2018

Sales leaders must take the rap. We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. They ended up cold calling. So, the default communication for account based sales reps is either social media or cold emails.

Account 272

Account Hiring Lead Generation Face-to-face 272

No More Cold Calling

JANUARY 23, 2020

Successful sales execution requires more than sales technology. Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution. appeared first on No More Cold Calling.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

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

AUGUST 17, 2017

Fifty-nine percent is certainly a lot, but what about the other 41 percent your account based sales team wants to reach? We all have best ways to learn—including your buyers and your account based sales reps. The Question Account Based Sales Leaders Must Ask. Ask your account based sales reps how they prefer to learn.

Account 291

Account Video Cold Calling Webinar Metrics 291

Vengreso

JANUARY 22, 2025

Ready to enhance your sales skills? Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. These blogs provide insights and strategies tailored specifically for sales managers , focusing on leadership, productivity , team motivation, and effective sales strategies.

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

No More Cold Calling

OCTOBER 19, 2017

It makes no sense at all, because every sales leader and account based sales rep knows that referrals are their hottest leads and best business. Now, here’s my point of view and advice for sales leaders about how to overcome the six organizational barriers that stand in the way of your team asking for referrals. Click To Tweet.

Referrals 265

Referrals Account Cold Calling Social Media 265

No More Cold Calling

MAY 21, 2020

He said in an excited voice: “We need to train them how to do that!”. He realized that referrals were hit-and-miss in his organization, because they were dependent on inbound calls. His so-called referral program couldn’t be measured and didn’t hold sales reps accountable for results. He got it right there and then.

Referrals 331

Referrals Outbound Lead Gen Sales Qualified Lead 331

No More Cold Calling

AUGUST 1, 2019

It’s also the ultimate sales advantage. Sales has always gotten a bad rap, but it’s gotten much worse as sales channels have evolved. The problem is with typical sales metrics. Put a referral system in place, with training, metrics, and accountability for results. Forget about cold calling.

Referrals 289

Referrals System Cold Calling Social Media 289

No More Cold Calling

JUNE 22, 2018

Check out my NEW online sales training course on LinkedIn Learning. Time to make my introductory referral program accessible to as many sales organizations as possible. Then a colleague suggested LinkedIn Learning, a new platform for online sales training. My outreach would have been just like cold calling.

Referrals 97

Referrals Closing Cold Calling Lead Generation 97

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. The importance of eye contact in sales (even virtual sales) can’t be overstated. Early on in the pandemic, there was a learning curve as we all adjusted to virtual sales meetings. Virtual sales is not going away, so I’d better up my game.

Video 289

Video Cold Calling Exercises Conference 289

No More Cold Calling

JANUARY 31, 2025

Referral selling strategies are the key to consistent sales growth, but chances are, your team isnt leveraging them effectively. Cold outreach is a slog. When your reps are introduced to prospects by a trusted connection, they no longer start the sales conversation as strangers. All sales calls are hot, hot, hot.

Referrals 156

Referrals Scale GoldMine Pipeline 156

Mr. Inside Sales

JANUARY 8, 2021

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. In fact, after I adopted this approach, I actually looked forward to making calls! The secret is that you have to simply adjust your attitude and expectation about making calls.

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Decision Maker 313

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

No More Cold Calling

JUNE 15, 2017

I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. It was 20 years ago, when I was working as an account-based sales rep , and I lost the biggest deal of my career. We were thought leaders; we had visibility; and the client loved our solution for advanced sales training.

Account 257

Account Referrals Sales Qualified Lead Vendor 257

No More Cold Calling

JANUARY 14, 2021

Register for Back in The Black Sales TV—first episode on January 19. The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Why am I doing a monthly Sales TV Show? And certainly not when you cold call. Always free. Always fabulous!

Gatekeeper 265

Gatekeeper Cold Calling Referrals Telemarketing 265

Membrain

FEBRUARY 2, 2025

In the fast-paced world of tech sales, staying ahead of the curve is crucial. As we step into 2025, sales strategies are being reshaped by shifting economic conditions, expanding buying committees, and the integration of new technologies. Join us as we explore the transformation of sales tactics, where old meets new in dynamic ways.

Strategy 96

Strategy Cold Calling B2B Resources 96

MTD Sales Training

JANUARY 4, 2018

These questions and countless others often show salespeople are looking at sales from an old, out-of-date, perspective. Give me reasons to contact you, rather than cold-calling me when I have no interest in what you have. If you DO cold-call me, don’t waste my time. MTD Sales Training. Happy Selling!

Buyer 257

Buyer Cold Calling Objections Call-back 257

No More Cold Calling

OCTOBER 5, 2017

Does your sales team struggle to get referrals? When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. Too many sales pros chase the bright, shiny social media stuff rather than doing the tough strategic thinking needed to optimize a referral selling system.

Referrals 279

Referrals Top of Funnel Account Scale 279

No More Cold Calling

AUGUST 14, 2019

I would work with small-to-medium companies to craft their sales strategy. As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. Thus, No More Cold Calling was born.

Referrals 291

Referrals Cold Calling Survey Scale 291