Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. They took on and beat Google. I was curious to hear what he thinks.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Hubspot Sales

MAY 2, 2019

Whenever I need directions somewhere new, I always pull out my smartphone, open Google Maps app, and enter my desired location. In many ways, technology, like Google Maps, is similar to sales management software. Sales management software provides streamlined tools for data entry and management to speed up this process.

Software 141

Software Software Sales Management VanillaSoft 141

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

No More Cold Calling

AUGUST 5, 2014

Software salespeople, in particular, love to give demos, thinking if someone agrees to a demo, the prospect is qualified and can go into the CRM as a lead. A prospect is not a lead until you speak with that person and ask your qualifying questions. That’s when your sales process really accelerates. Comment Here.

Referrals 286

Referrals Sales Qualified Lead Cold Calling Small Business 286

No More Cold Calling

OCTOBER 21, 2014

Or you can close the laptop and actually talk to colleagues, prospects, and clients. Get out there and actually get to know your prospects. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Relationships matter, and trust is the foundation. We all are.

Networking 294

Networking Cold Calling Small Business Small Business 294

Zoominfo

JANUARY 5, 2024

Launched in 2022, ZoomInfo’s partnership with Google Cloud allows teams to access rich, engagement-ready data in the flexible, powerful environments they use every day. The bottom line: ZoomInfo and Google’s partnership allows sales, marketing and operations professionals to deliver the speed, personalization, and scale that buyers demand.

Google 130

Google Data Scale Segment 130

Sales 2.0

SEPTEMBER 14, 2014

The step that was missed was testing and refining the company’s message, target market and conversion of interested prospects into customers. This step could ideally happen in parallel to the founders making their initial sales. I’m reading 80/20 Sales and Marketing by Perry Marshall. Sales Management'

Scale 373

Scale Hiring Collateral Social Selling 373

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. But cold calling doesn’t work.

Cold Calling 265

Cold Calling How To Referrals Small Business 265

No More Cold Calling

NOVEMBER 4, 2014

We need to put the statistic into a broader context… If they have a clear sense of what they want to buy—for example if it is a simple or relatively inexpensive transactional purchase or the re-ordering of the same or similar solutions, then it’s hardly surprising that the prospect may conduct most of the buying process online.

Cold Calling 265

Cold Calling Small Business Small Business Vendor 265

Sales 2.0

MARCH 8, 2014

I mean if you look at my Linkedin profile or Google me you would know in about 10 microseconds that I have spent the better part of a decade going on about social selling and Sales 2.0. Could this information not be included in this sales person’s voice mail? Prospecting Sales 2.0 Tools Sales Management'

Social Selling 281

Social Selling Ideal Customer Profile Software Software 281

No More Cold Calling

OCTOBER 2, 2014

Yes, technology lets us do many things better and faster, but for some tasks, the old-school ways still work best, especially in sales. When it comes to communicating with clients and prospects, there’s simply no gadget, gizmo, or. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

Cold Calling 286

Cold Calling Small Business Small Business Enterprise 286

No More Cold Calling

JULY 29, 2014

So when and where is the best time to make a sales pitch? Save it for when your prospects genuinely like and trust you, because strangers on social media couldn’t care less. Sales is still about people buying from people. To increase sales effectiveness, we must make connections that matter. Your mother was right.

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

No More Cold Calling

OCTOBER 22, 2013

Now, with a quick Google search and a little time on our websites and social media, they can learn all about us. In fact, 86 percent of business buyers engage in research independent of the sales cycle. When prospects come to us, they have problems that need to be solved —pain that needs addressing. is very good at homework.

Buyer 271

Buyer Face-to-face Social Media Small Business 271

SBI Growth

JULY 13, 2013

Dave was promoted to be Acme’s VP of Sales for the Americas. He did it as a District Sales Manager. Dave became VP of Sales for the Americas. Dave became VP of Sales for the Americas. In the first 6 months he: Did monthly pipeline reviews with every sales manager. Matt Sharrers on Google+.

Promotion 310

Promotion Fashion Trends B2B 310

No More Cold Calling

AUGUST 19, 2014

Selling by referral is the most personal prospecting strategy that exists. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' I will only refer you if I know you and trust you to take care of my contact as I would.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

No More Cold Calling

NOVEMBER 6, 2013

If the executive chairman of Google can do it, so can you. As executive chairman of Google, Eric Schmidt is often invited to deliver commencement speeches at college graduations. Technology provides all sorts of ways to connect with clients, prospects, and referral sources. Turn off the technology. Stop Typing. Still true?

Commence 233

Commence Face-to-face Small Business Small Business 233

No More Cold Calling

SEPTEMBER 9, 2014

Don’t waste your prospects’ time with demos or put them to sleep with PowerPoint slides. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Instead have a real business conversation.

Decision Maker 292

Decision Maker Cold Calling Small Business Small Business 292

No More Cold Calling

DECEMBER 18, 2014

Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When you receive referral introductions from people your prospects know and trust, they (and their gatekeepers) will happily take your call. Dump the Script We’ve all had to make calls from a script at some point in our sales career.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

No More Cold Calling

OCTOBER 9, 2014

It’s our job as smart, strategic sales pros to deliver value—real value—and we can only do that if we’ve invested time in researching our prospects. In fact, 86 percent of business buyers engage in research independent of the sales cycle. Associations Enterprise Sales Management Salespeople Small Business'

Cold Calling 280

Cold Calling Call-back Small Business Small Business 280

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. To have a sales strategy you can execute, it must follow a structured path. Why are reps not being taught how to generate demand in the new prospects?

Compensation 325

Compensation Social Media Incentive Incentives 325

No More Cold Calling

DECEMBER 4, 2014

Because a person visited a tradeshow booth, she’s a prospect. Assuming is dangerous because it makes us lazy about increasing sales pipelines. Don’t let assumptions cause your sales pipeline to dry up. Connect with No More Cold Calling Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook.

Sales Qualified Lead 275

Sales Qualified Lead Ideal Customer Profile Referrals Cold Calling 275

SBI Growth

OCTOBER 29, 2013

You are strategizing with Sales Managers and reps. You know that there are certain things your EVP of Sales has no control over. 1 — Customers & Prospects: The most important thing is your customer/prospect. Focus Q1 training on modern prospecting using social selling. Matt Sharrers on Google+.

Territories 308

Territories Compensation Buyer Google 308

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. Sales management: Listen up. It’s your sales team’s expertise in defining and communicating prospects’ problems.

Sales Management 120

Sales Management Scale Cold Calling Referrals 120

No More Cold Calling

MAY 27, 2014

One way to ensure you can respond quickly when prospects and clients need you is to stop taking on customers who aren’t worth your time. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' Be Willing to Walk Away.

Buyer 277

Buyer Cold Calling Social Media Small Business 277

No More Cold Calling

JANUARY 30, 2014

A prospect recently left a voicemail for me and stated his phone number so quickly that I had to listen to the message three times from two different phones. Sure, I could probably find the number on the corporate website or via Google. You can follow Brian on Twitter @RemarkMarketing or Google+ , and view his background on LinkedIn.

Eloqua 240

Eloqua Face-to-face Vendor Channels 240

No More Cold Calling

JANUARY 2, 2014

I Googled “New Year’s Resolutions” and got nearly 45 million results.). The most critical element of your sales plan is the referral-selling goal. Even more exciting, with referral selling , you’ll reduce your cost of sales and shorten the time it takes to obtain new clients. Now, that makes for a happy, productive new year!

Referrals 240

Referrals Small Business Small Business Enterprise 240

No More Cold Calling

MARCH 18, 2014

However, when you have your eyes glued to a device, keeping up with what’s going on “out there,” you miss out on the people in front of you—your loved ones, colleagues, customers, and prospects. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Look at Me or Lose Out. Comment Here.

Customer 244

Customer Journal Sports Cold Calling 244

No More Cold Calling

JULY 14, 2015

No one had time to prospect, because they couldn’t keep up with the business coming in every day. The problem was that sales management had their heads in the sand. Leadership and Management—You Can’t Have One without the Other There’s an important distinction between sales management and sales leadership.

Sales Management 120

Sales Management Hiring Referrals Conference 120

No More Cold Calling

SEPTEMBER 23, 2014

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. If you’re sending sales offerings to strangers on social media, you’re pretty much cold calling. Click To Tweet - Powered By CoSchedule.

Cold Calling 281

Cold Calling Social Media Referrals Face-to-face 281

No More Cold Calling

MAY 6, 2014

Are you looking for the right prospects in all the wrong places? Sales is like dating. You have to decide what you’re looking for in the perfect mate (or prospect), and then figure out the best way to meet that person. This decreases the time it takes to close your deal, increasing sales and reducing costs. Comment Here.

Sales Qualified Lead 227

Sales Qualified Lead Leads Marketing Qualified Lead Ideal Customer Profile 227

No More Cold Calling

MAY 13, 2014

While your competitors are wasting time tweeting, you’ll be talking to people who matter, increasing sales referrals , and sealing deals. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Share a story about a time when a meaningful conversation with a prospect helped you seal the deal.

Twitter 250

Twitter Referrals Cold Calling Small Business 250

No More Cold Calling

SEPTEMBER 30, 2014

What can we learn from our ancestors about connecting with prospects and clients? Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. . Associations Enterprise Sales Management Salespeople Small Business' A 27-year-old told me, “There’s nothing like meeting face to face.”

Wireless 274

Wireless Face-to-face Fashion Cold Calling 274

Hubspot Sales

MARCH 7, 2018

It’s in most motivational speeches, it’s all over LinkedIn via “sales gurus,” and it’s used in almost every book about sales, sales leadership, or sales management. Check out my book on how to run a more human-centric sales process to win more customers. What Does It Mean to Add Value? weekly) basis.

Prospecting 145

Prospecting Hubspot Inbound Up-Sell 145

No More Cold Calling

JUNE 17, 2014

This could mean writing a proposal, following up on a referral, scheduling a meeting with a prospect, caring for current clients, or chatting with a potential Referral Source. Bottom line: Don’t let distractions make you so busy being busy that you lose track of what matters—connecting with prospects, clients, and Referral Sources.

Referrals 225

Referrals Twitter Cold Calling Social Media 225

No More Cold Calling

MARCH 10, 2016

So while the Internet has enabled us to connect with more prospects than ever before, it’s also ruining our ability to do so effectively. Sales managers, listen up. Even the most effective sales techniques fall short if your team sounds, well … stupid. Come on, salespeople are smarter than that!

Sales Management 120

Sales Management Cold Calling Fashion Call-back 120

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. That’s just the symptom.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

No More Cold Calling

SEPTEMBER 11, 2014

An Aussie reaches out to confirm his understanding of American prospecting practices. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Associations Enterprise Sales Management Salespeople Small Business' Social selling exposes your business to a world of opportunity.

Social Media 264

Social Media Skype Referrals Twitter 264