No More Cold Calling

DECEMBER 23, 2014

Phillip Twyford, director of sales and marketing for Tico Mail Works, had the exact same realization, which he outlines in this week’s guest post. I was 16 years old and working in Arnotts department store as a sales assistant. When these people had questions, I could not text, email, tweet, or Facebook them the answer.

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No More Cold Calling

SEPTEMBER 9, 2014

Strip away the tech to increase sales effectiveness. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' I used to add long columns of numbers once, and I was always correct. Connect with No More Cold Calling.

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The Sales Hunter

MARCH 2, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Twitter Facebook. Facebook. -->. 10 Sales Motivation Quotes to Get You Going!

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Motivation Hiring Ideal Customer Profile Negotiation 247

Steven Rosen

FEBRUARY 5, 2017

Free Sales Management Training Webinar. All sales managers find coaching difficult salespeople challenging. For Sales Management Case Studies: Coaching Difficult Salespeople. For Sales Management Case Studies: Coaching Difficult Salespeople. Signup for my sales management newsletter.

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Coaching Case Study Hiring Webinar Metrics 271

The Sales Hunter

FEBRUARY 2, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Twitter Facebook. Facebook. -->. What is Sales Leadership? Mark’s Insights on PRICING. FREE Resources.

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No More Cold Calling

DECEMBER 2, 2014

All sales reps need coaching and guidance, but rainmakers deserve extra attention. The sales manager announces the top performers of the year. Applause resounds throughout the building as these sales champions are paraded like Superbowl winning gods across the sales floor. Drum roll, please. Want Proof?

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No More Cold Calling

JULY 29, 2014

So when and where is the best time to make a sales pitch? Sales is still about people buying from people. To increase sales effectiveness, we must make connections that matter. On Facebook alone, there are over 15 million businesses trying to push a message to social media users. There is a time and place for everything.

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No More Cold Calling

JULY 14, 2015

Great sales leaders must also be great managers. The problem was that sales management had their heads in the sand. So, they neglected the strategies, sales metrics , and processes that could have kept their businesses strong, or at least afloat, when the going got rough. Then the recession hit. We need both.

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No More Cold Calling

APRIL 17, 2014

How many of us studied sales in college? But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates.

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No More Cold Calling

FEBRUARY 25, 2014

How do you successfully transition from sales rep to sales leader? I was an award-winning sales rep who was promoted to sales manager. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business'

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No More Cold Calling

OCTOBER 21, 2014

Relationships are the key to sales effectiveness. If you’re not taking time to build relationships, then you’re making the biggest sales mistake there is. Whether a business is ultrahigh tech or low tech, personal relationships have always been what seal the deal in B2B sales. That’s why I had to share Charles H.

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No More Cold Calling

FEBRUARY 11, 2016

But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s similar to the conversations most sales reps have with prospects. This sales strategy is doomed to fail. Sales management: Listen up. Zeroing in on the Real Problem.

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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.

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Sales 2.0

JANUARY 19, 2012

Most of us sales people these days use email a lot. I recently got to sit down with a bloke that knows a lot about how sales people do and should use email. I know you’ve been in sales and a sales manager and I think it gives a great perspective on what you are up to. That bloke is Matthew Bellows, CEO of Yesware.

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No More Cold Calling

JUNE 10, 2014

If so, there’s a good chance it’s also killing your sales career. Otherwise, you’re likely to miss an important point that could either boost your sales or derail your career. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Small Business'

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No More Cold Calling

OCTOBER 14, 2014

Break Free from Failed Selling Strategies It’s common sense that annoying strangers who never expressed any interest in hearing your sales pitch is a waste of time. Yet far too many sales pros are still doing it, usually because their sales managers demand it. All you care about is getting your sale. …

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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. ” Why would I want a deck? Comment Here.

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No More Cold Calling

MARCH 10, 2016

Can your sales reps put a sentence together? Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. Sales reps want a call back ? ” Does that mean everything else your sales reps have been saying is dishonest ? And in Sales 2.0,

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No More Cold Calling

FEBRUARY 27, 2014

Share content that’s helpful, enlightening, and informative—not a thinly-veiled sales pitch. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' Don’t sell. You need to get to know people and develop trust.

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No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. Unless you address the broken links in your prospecting system , your sales reps will continue to struggle. I asked my client how the sales reps prepared.

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No More Cold Calling

OCTOBER 2, 2014

Don’t let your sales team rely too heavily on technology. Yes, technology lets us do many things better and faster, but for some tasks, the old-school ways still work best, especially in sales. As a sales leader , it’s your job to make sure your team remembers that sales is still a person-to-person business.

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No More Cold Calling

AUGUST 19, 2014

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. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Connect with No More Cold Calling.

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Referrals Webinar Metrics Social Media Face-to-face 292

No More Cold Calling

DECEMBER 9, 2014

Sales organizations need to engage the next generation of rainmakers. ” and makes the case for why younger reps can be great at inside sales. So what does this mean for sales organizations and sales managers ? Articulate that to your millennial sales team and watch them soar. ”] Absolutely not.

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No More Cold Calling

AUGUST 28, 2014

It’s not a sales secret; when you prospect through referrals, you’ll always connect. You call your sales prospect, and he answers the phone (or at least calls you back) because he actually expects your call. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Get the Call-Back Every Time.

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No More Cold Calling

MAY 24, 2018

If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer. Sales productivity tools are everywhere, but do they really enhance productivity?

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Prospecting Social Media Trends Face-to-face 196

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. Don’t forget that technology is only a tool and that our greatest sales asset is—and always will be—ourselves.

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Cold Calling Small Business Small Business Enterprise 277

No More Cold Calling

JULY 15, 2014

Eye contact can make or break your sales effectiveness. In fact, there are proven links between eye contact and increasing sales activity. The key to sales is making connections that count. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Look Your Clients in the Eye Already.

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No More Cold Calling

MAY 22, 2014

Yes, I can watch your video, but I have to make time outside of my regular sales day, and it takes way too long. The moral of the story: Sharing your expertise is a key way to engage customers and increase sales effectiveness—but what resonates with one person might not resonate with another. Charts and graphs give me hives.

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No More Cold Calling

AUGUST 26, 2014

Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' Note: There is a poll embedded within this post, please visit the site to participate in this post''s poll. Connect with No More Cold Calling.

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No More Cold Calling

MARCH 11, 2014

In the sales world, we equate value with ROI. Not so for Facebook CEO Mark Zuckerberg, who just acquired WhatsApp for $19 billion. Zuckerberg needed to protect Facebook’s interests in the mobile world. With WhatsApp, Facebook got a communications platform the company couldn’t have achieved with its existing infrastructure.

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No More Cold Calling

NOVEMBER 4, 2014

Between 57 and 87 percent of the buying process is complete before a buyer ever contacts a company—at least that’s the case if you believe the widely quoted but ill-advised statistics floating around sales circles. They don’t need us to give them demos or canned sales pitches, because they can get all that online.

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No More Cold Calling

MARCH 4, 2014

But it doesn’t mean the death of your sale. Of course, you should have completed all of these important tasks earlier in your sales process, but it’s never too late to save a deal. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. We’ve all been there. All Is Not Lost. Comment Here.

Call-back 274

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No More Cold Calling

SEPTEMBER 23, 2014

But it is not the place for a sales pitch. If you’re sending sales offerings to strangers on social media, you’re pretty much cold calling. Well, sales is not a party. Keep reaching out and preserving your most valuable sales asset—your relationships. Associations Enterprise Sales Management Salespeople Small Business'

Social Media 281

Social Media Cold Calling Referrals Face-to-face 281

No More Cold Calling

JUNE 3, 2014

And this sad reality is not only impairing our sales effectiveness ; it’s creating distance between us, our families, and our friends—the people we should be keeping close. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Technology addiction is running rampant in today’s society. Comment Here.

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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. Or you can make the connections you already have stronger—a strategy that’s much more likely to grow your referral network and fill your sales pipeline with hot leads. Associations Sales Management Salespeople Small Business'

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Zoominfo

SEPTEMBER 25, 2018

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. The Ultimate List of Sales Podcasts. Listen here.

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Hiring Top of Funnel B2B Lead Rank 269

No More Cold Calling

MAY 27, 2014

There’s an old saying in sales: Good, fast, cheap. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' But if you goof, you have no time to recover. Be Realistic. Cheap and quality don’t belong in the same sentence.

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