No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. In 2018, I was referred to LinkedIn Learning. LinkedIn Learning did a fabulous job of editing and adding quizzes. People still feel safer hiding behind technology and sending cold, automated emails and spam on LinkedIn. Why I made referral selling my life’s work.

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

MTD Sales Training

MARCH 31, 2020

We’ve had over 82 sales training programmes postponed! Some have moved over to virtual channels like webinars and online training but a lot are just waiting it out. If applicable get on LinkedIn and start using it. MTD Sales Training | Sales Blog | Image courtesy of Master Isolated Images at FreeDigitalPhotos.net.

Skype 246

Skype Webinar Metrics Call-back Exercises 246

No More Cold Calling

JULY 13, 2021

They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. With training and practice, reps begin to understand that referrals aren’t favors or impositions. Without an introduction, your outreach is ice cold.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

JULY 29, 2021

They didn’t plan agendas, do their research, or even check the clients’ LinkedIn profiles to identify shared interests, connections, and similarities. Don’t even think about training your sales team on closing the deal. They just gave a demo and the standard pitch. Image attribution: Canva Studio ). Save your money.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

JUNE 29, 2019

Why it’s important to train from the trenches. From now on, I am going to make it a fixed rule that no unit, from the time it reaches this theater until the war is won, will ever stop training.”. I also learned about the intense training that our allied troops underwent and the critical importance of ongoing training.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

Sales 2.0

JULY 8, 2022

This information that is in the public domain is the stuff you tend to get from tools like Linkedin (especially Sales Navigator), Insideview or Owler. For many accounts, the “observable trigger events” served up by Linkedin or Owler or Insideview will be plenty. 16 minutes (4 emails at 4 minutes each—easy emails to write).

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

DiscoverOrg Sales

DECEMBER 4, 2017

From digging through LinkedIn for org charts, guessing at email addresses, and scouring the internet for news about a prospective company or contact, salespeople spend a significant amount of time on research. Training, training, training. Looking to Achieve High Growth? Download the Full Report.

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Sales Enablement Collateral Decision Maker Study 295

Sales and Marketing Management

DECEMBER 14, 2020

Is it necessary to train sales reps on new skills? His company is emphasizing training salespeople to be more succinct, precise and sharp, while also focusing on the personal part of relationships to establish trust. Your reps won’t use the tech tools they have if they aren’t properly trained on them.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

No More Cold Calling

JULY 20, 2018

It’s a behavior change that takes training and accountability for learning. Check out the new, easy-to-watch course I produced on LinkedIn Learning and Lynda.com. This training will help build your referral skills, and you’ll learn how to get referrals. Learn more about my new LinkedIn Learning course.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

Mr. Inside Sales

MAY 12, 2024

[Listen here and react accordingly. ] “ , briefly, I’m calling because we do XYZ, and after reviewing your website (or LinkedIn page), I have a quick question for you: How do you get involved with that there at your company?” ON DEMAND SALES TRAINING THAT GETS RESULTS!

Prospecting 212

Prospecting Face-to-face Gatekeeper Licensing 212

No More Cold Calling

AUGUST 1, 2019

I regularly receive pitches in LinkedIn invitations and with InMail. If sales managers hold their people accountable for the number of phone calls they make, emails they send, and invitations and InMails on LinkedIn, that’s how they’ll prospect. Put a referral system in place, with training, metrics, and accountability for results.

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Referrals System Cold Calling Social Media 289

MTD Sales Training

FEBRUARY 18, 2019

Make sure you know the basics, like the venue details, how long it will take you to get there, what the parking arrangements or train station details are, and the specific time you are expected. Can you find out some background about them on LinkedIn or other sites? Plus, who specifically will be at the meeting? Happy Selling!

Sales Meeting 224

Sales Meeting Meeting Cancellation Travel 224

The Pipeline

NOVEMBER 15, 2021

With over 25 years experience training sales and management the training is described as more than different, it is relevant. SerialTrainer7 Ltd offers training and development in three key areas, Management & Leadership, Sales and Business Development and Behavioural Improvement.

Ideal Customer Profile 173

Ideal Customer Profile Retail LinkedIn Media 173

Sales Hacker

JUNE 4, 2024

How to train your sales team to sell to highly technical buyers and decision-makers. 39:56) Balancing product training and sales process training. (44:39) The post GTM 97: The Neural Network Training Approach to Enterprise Sales Process with Robert Brooks appeared first on GTMnow.

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Enterprise Enterprise Networking Sales Process 96

No More Cold Calling

JANUARY 4, 2018

I saw your conversations with people on LinkedIn, talking about the importance of using it to start a conversation rather than pitching a product, and I thought it to be a very profound statement. Your referral training has forever shaped much of what our company teaches today. Wonderful call this a.m. So thank you!!!

Referrals 287

Referrals Social Media Cold Calling Sales Qualified Lead 287

MTD Sales Training

OCTOBER 5, 2018

Check out their LinkedIn credentials, or google them to find other facets of their industry experience. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post 3 Tips To Ensure You’re Selling To The Decision Maker appeared first on MTD Sales Training. Happy Selling! Sean McPheat.

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

No More Cold Calling

AUGUST 17, 2017

In fact, LinkedIn just released native video capabilities to 500 people. According to research compiled by LinkedIn: 74 percent of all internet traffic in 2017 will be video. Want your account based sales reps to devour information and training, and to have passion for growing their skill sets? I didn’t want video anyway.

Account 291

Account Video Cold Calling Webinar Metrics 291

The Pipeline

NOVEMBER 6, 2018

While the title above may be pushing it, but what else may explain the LinkedIn exchange below. I understand the Canadian Spam limitations forcing him to LinkedIn. At this point, I disconnected on LinkedIn from this fool. A conversation I’ve been enduring for a number of months. AUG 20 Brent W.

Social Selling 230

Social Selling Cold Calling LinkedIn Networking 230

SBI Growth

SEPTEMBER 7, 2020

The distractions are everywhere – Twitter, LinkedIn, Facebook, Reuters, Bloomberg, CNN, Companies are constantly competing for their own employees’ mindshare. The world is so digital that it is frighteningly easy for employees to get lost in headlines throughout their day.

Twitter 256

Twitter Facebook How To LinkedIn 256

No More Cold Calling

MAY 25, 2017

When you click buttons on LinkedIn and send standard invitation requests, that’s the same as opening your front door and letting people in without a greeting. Maybe some training might help? Twitter, LinkedIn, Facebook, Instagram, and Snapchat are open 24 hours a day, 365 days a year. The “A Ha” Moment!

Account 288

Account Social Media Social Selling Twitter 288

Anthony Cole Training

JANUARY 5, 2023

I would like to provide you with an alternate perspective to LinkedIn's article- a list of 9 Do’s you can use when looking for and hiring new talent.

Hiring 233

Hiring LinkedIn Coaching Company 233

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. What is the impact of that on the use of freed resources, training, managing, and more? Shouldn’t the freed-up time, resources, training, and more – resulted in increases in output?

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Adaptive Business Services

OCTOBER 23, 2024

Time flies and I’m guessing that it has been close to 10 years since LinkedIn decided to close its access doors to most third-party applications including Nimble CRM. Shortly thereafter, they did authorize limited access to a few enterprise level CRMs providing that you have the right LinkedIn premium account. Here’s how!

LinkedIn 62

LinkedIn CRM Prospecting Lead Qualification 62

The Pipeline

FEBRUARY 14, 2022

Charlie Anderson is the founder and owner of Selling Skills INSTITUTE , a transformational (able to influence shifts in thinking and behavior ) sales training and coaching business. He is the visionary behind Shift Thinking, a transformational sales training, and coaching method. Past Breakfast For Champions Episodes!

Selling Skills 173

Selling Skills Influencer Coaching LinkedIn 173

No More Cold Calling

JUNE 15, 2017

We were thought leaders; we had visibility; and the client loved our solution for advanced sales training. My prospect: Had a relationship with an existing vendor for basic sales training (When I asked why the buyer didn’t contract with this company, I was told their system didn’t have advanced capabilities.).

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

MTD Sales Training

MAY 28, 2019

I recently saw a video on LinkedIn about a traveller who was flying home to his family on Christmas Eve. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post How To Build Relationships With Customers And Clients appeared first on MTD Sales Training. And that should help you sell more in the long-term.

Customer 219

Customer Face-to-face How To Travel 219

MTD Sales Training

NOVEMBER 5, 2018

Have they contacted you through LinkedIn? MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post How To Map Out Your Buyer’s Journey Pre & Post-Sale appeared first on MTD Sales Training. Do they find you through your website? Are they following you on Facebook? Happy Selling! Sean McPheat.

How To 224

How To Buying Cycle Social Media Follow-up 224

Zoominfo

MAY 21, 2020

If your prospect has a social presence that allows you to do some research, but they haven’t responded to your social touches (reaching out on LinkedIn, or a Twitter @mention, for example), your prospect might be ripe for a cold email. First, he referenced the locally famous “ PDX carpet ” background she used in her LinkedIn profile.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

No More Cold Calling

JANUARY 27, 2022

For example, a recent LinkedIn/Forrester study found that, when compared to their peers, sales organizations with leading diversity and inclusion practices have: 3% higher sales forecasts. The author writes: “All employees need training and support to be successful. Thus, they win deals more often. 28% higher conversion rates.

Research 257

Research Benefit Hiring Demographics 257

Understanding the Sales Force

APRIL 1, 2024

As someone who for thirty-eight years has led a global sales consultancy specializing in sales, sales management and sales leadership training, I can use the same words to describe people “who belong” to the sales profession. They should be attending weekly training. They should be reading about sales.

Decision Maker 156

Decision Maker Call-back Training Groups 156

Hubspot Sales

NOVEMBER 27, 2024

In fact, LinkedIn data reports that a healthy majority of sellers (63%) say it’s the worst part of the job — and it’s not hard to see why. No matter what you’re selling, the phone is a vital touchpoint in any proactive outreach campaign, which means it’s critical to include some cold calling training whenever you’re onboarding new sales reps.

Cold Calling 59

Cold Calling Training Lead Rank Lead Scoring 59

No More Cold Calling

AUGUST 23, 2018

Source: LinkedIn ). Selling is about building relationships, not having the most LinkedIn connections. Pitching Strangers When you invite people to connect on LinkedIn and then immediately hit them with a sales pitch, you’re breaking all the rules of social selling. Source: Bambu ). You must also nurture them.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Zoominfo

MAY 3, 2021

A LinkedIn study found that 78% of sales professionals take a single-threaded approach when engaging with accounts they are trying to close. Incorporate Multi-Threading Into Sales Training. Highlighting multi-threading in sales training increases the likelihood that your team will adopt it.

Hiring 264

Hiring How To Inbound Outbound 264

Understanding the Sales Force

NOVEMBER 6, 2023

If you have seen Larry Levine’s LinkedIn posts , watched his “Selling from the Heart” podcast , or read his book by the same name , his messaging about being true to yourself and authentic when selling would be familiar. Selling in your own voice is important! ( Watch his February 11, 2023 interview with me.

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Proposal Sales Training Conversion 207

The Pipeline

MARCH 7, 2019

As highlighted in a piece on LinkedIn , based on research by the then CEB, while there is no shortage of information available to buyers, value as a salesperson now is in providing context, insight and confidence in moving forward. Buying cycles have expanded more than measurably.

Buying Cycle 244

Buying Cycle Education Commission Buyer 244

Sales and Marketing Management

NOVEMBER 8, 2018

Mike Schultz is a best-selling author of "Rainmaking Conversations" and "Insight Selling," director of the RAIN Group Center for Sales Research, and president of RAIN Group , a global sales training and performance improvement company. Follow Mike on Twitter or connect with him on LinkedIn.

Pivotal 266

Pivotal Buyer Groups Follow-up 266

Sales and Marketing Management

MARCH 8, 2019

Incorporate different perspectives into training teams. This sounds pretty basic but in many sales kickoffs, aside from large general sessions, teams for training workshops are broken out by segment (geography, size, industry, function, etc.) into similar “birds of a feather” groups.

InsideView 223

InsideView Scale Exercises Call-back 223