No More Cold Calling

NOVEMBER 21, 2013

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28

Sales Qualified Lead 263

Sales Qualified Lead Lead Scoring Lead Rank Leads 263

The Pipeline

AUGUST 2, 2013

She is also the author of two books on inside sales, Smart Selling on the Phone and Online: Inside Sales That Gets Results , and her most recent, and a complement to the first book: Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Surveyed over 4,500 sales managers. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

No More Cold Calling

AUGUST 31, 2017

Rather, it’s a step, an action, a conversation missed earlier in the sales process. If you believe that video is the end-all, be-all for sales training and content marketing, you’re mistaken. By asking for referrals from friends, colleagues, and (best of all) current customers. percent of sales reps made quota in 2016.

Referrals 149

Referrals Cold Calling Account Video 149

No More Cold Calling

OCTOBER 24, 2013

You already know that referrals are the most effective and powerful way to attract new customers. But referral selling doesn’t just happen. It’s an intentional, proactive sales strategy. A disciplined, measurable referral system delivers every time. Asking for referrals is proactive. Sales Process.

Sales Process 266

Sales Process Referrals Small Business Small Business 266

No More Cold Calling

JULY 7, 2015

Guest blogger Ken Thoreson tells how to grow your referral networks. After all, networking is one of the most important marketing best practices for a sales professional. After all, networking is one of the most important marketing best practices for a sales professional. Which fit your vertical focus?

Referrals 120

Referrals Networking Cold Calling Marketing 120

SBI Growth

JANUARY 23, 2014

Marketing is not driving the quality sales leads the field needs. Very few leads from marketing convert to accounts. You’re hearing it from your Sales Managers and reps. Your VP of Sales is sick of the excuses. They have the ability to gain referrals through trusted connections. No more excuses.

Forecasting 303

Forecasting Prospecting Top of Funnel Sales Qualified Lead 303

SBI Growth

MAY 11, 2013

Sales VPs need to make the number this quarter. Sales Managers want more new business. Sales Reps need more leads. Ask for a referral, introduction to someone, or simply advice. Then see if you can introduce this Sales VP to this dream customer. Hiring someone through a referral helps find this talent.

Hiring 300

Hiring Referrals Decision Maker Ideal Customer Profile 300

Understanding the Sales Force

JULY 7, 2014

Understanding the Sales Force by Dave Kurlan N ot too long ago, before the advent of Social Selling, if a salesperson needed to add new opportunities to the pipeline there were basically two options: Make Cold Calls; or. Call Existing Customers for Referrals and Introductions. Interestingly, this choice was not a no-brainer!

Leads 282

Leads Marketing Qualified Lead Cold Calling Referrals 282

No More Cold Calling

JANUARY 29, 2017

Instead, I create weekly referral goals. Each week I decide who I should be asking for referrals, who I want to thank, who I miss talking to, and how I can continue to engage my clients in unique ways. I never forget that prospecting through referrals is my #1 outbound strategy, which I measure and continually evaluate.

Referrals 120

Referrals Cold Calling Lead Scoring Lead Rank 120

No More Cold Calling

AUGUST 27, 2015

In the meantime, learn more about referral selling in this month’s posts: Don’t Confuse “Target Market” with “Ideal Client” It’s not marketing’s job to identify and nurture your ideal clients, or to convert them into qualified prospects. Your marketing colleagues can certainly help. That’s the job of sales people.

Referrals 120

Referrals Cold Calling Call-back Lead Scoring 120

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Get them proficient with more marketing technologies? Storytelling has stood the test of time as a critical skill in sales and marketing?—?and

Marketing 226

Marketing Telemarketing Scale Education 226

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Sales can’t rely on marketing alone. If your marketing team needs help. Start Early.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

Sales 2.0

OCTOBER 25, 2021

In recent times sales reps have switched to email prospecting logically reasoning that the increased volume of messaging from email will generate more leads, unfortunately, email conversion rates have dropped below 0.1% Automate : There are more and more tools on the market that remove the need for sales people to do non-selling tasks.

Territories 396

Territories Compensation Scale Decision Maker 396

No More Cold Calling

JULY 30, 2017

So, what can sales leaders learn from America’s favorite pastime? Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. Too many sales teams over-rely on technology to reach their prospects. Revenue can be measured but not managed. I was wrong.

Referrals 120

Referrals Cold Calling Lead Scoring Lead Rank 120

No More Cold Calling

JANUARY 2, 2014

The New Year’s resolution checklists are the same every year—mostly about eating healthier, losing weight, and managing our finances better. Our inboxes are crowded with email marketing messages chock-full of New Year’s resolution products and programs. (I Set your customer and sales goals for each quarter and for the year.

Referrals 240

Referrals Small Business Small Business Enterprise 240

No More Cold Calling

AUGUST 25, 2015

Sure, referral leads are top-notch, but they don’t just appear. If You Don’t Ask, You Won’t Get The misconception is that customers who score us highly will automatically send us referral leads. Sure, sometimes we’ll hear from a prospect who was recommended, but referrals don’t just happen , at least not at scale.

Referrals 120

Referrals Lead Scoring Lead Rank Leads 120

No More Cold Calling

AUGUST 15, 2013

The average tenure of a sales manager is just 18 months. Yet, our sales teams need strong leaders more than ever. Sales is not a job for the faint of heart. Sales is not a job for the faint of heart. Sales management is not a job for the faint of heart either. You’re a salesperson.

Face-to-face 234

Face-to-face Referrals Salary Cold Calling 234

No More Cold Calling

SEPTEMBER 18, 2014

You bet, and it’s critical to increasing B2B sales effectiveness. By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. reaching out to individuals with offers and follow-ups) is different than social marketing (i.e., Does this sound like a lot of giving?

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

No More Cold Calling

DECEMBER 4, 2014

Other people don’t spend much time worrying about how to grow our businesses : We often assume our clients, friends, and business associates know we want more clients and would appreciate their referrals. They usually don’t believe I could build a successful company solely on referrals. People ask me how I get new business.

Sales Qualified Lead 275

Sales Qualified Lead Ideal Customer Profile Referrals Small Business 275

Jeffrey Gitomer

AUGUST 10, 2011

Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Categories. Select Category. Customer Loyalty. Jeffrey Webinar. Leadership. Networking. Overcoming Objections. Presenting. Social Media. Uncategorized. Jeffrey Recommends. Seattle, WA. MARCH 22/23. London, ON. Denver, CO.

Hiring 297

Hiring Training Social Media Loyalty 297

No More Cold Calling

MAY 28, 2015

We talked on Skype the next morning, and he introduced me to an entrepreneur who wanted to learn about referrals. Then I’m headed to Slovenia, where I’ll get to meet Tanja, a sales manager I met on LinkedIn who lives in a small town called Ljublana. In this way, sales is a lot like baseball. Take the Referral I.Q.

Referrals 120

Referrals Social Media Lead Rank Skype 120

No More Cold Calling

JULY 21, 2016

Referral selling not working for your team? Think you can just tell sales reps to go ask for referrals? Your Referral Sales Strategies Are Missing Something. Referrals don’t just happen, at least not at scale. Why do you need disciplined referral sales strategies ? Here’s what you’re missing!

Referrals 120

Referrals Strategy Scale Decision Maker 120

No More Cold Calling

JANUARY 29, 2020

What excites me is working with prospects and clients on referral selling and experiencing together the dramatic results they achieve. That said, I’ve committed to getting out of my sales comfort zone this year, and that means confronting my technology aversion head on. Sales Managers: Think You’re Ready for Referrals?

Referrals 120

Referrals Gatekeeper Hiring Sales Qualified Lead 120

Janek Performance Group

OCTOBER 1, 2021

On a scale of 1-10, how critical are referrals to your business? The Facts About Referrals: The average business spends 5x more on trying to acquire new business than on generating referrals from existing clients. Does this data change your perspective on how critical referrals are to your business?

Referrals 118

Referrals Scale Influencer Lead Rank 118

No More Cold Calling

OCTOBER 31, 2013

I’m glad to see that the power of referral selling is gaining the respect and acclaim it deserves. Blasting prospects with automated marketing messages doesn’t work. Differentiating yourself from the rest by knowing what makes your company unique and getting referrals from clients who know your value first hand.

Referrals 234

Referrals Scale Insurance Insurance 234

No More Cold Calling

OCTOBER 17, 2013

Experts have been quick to tell us that technology changes everything—that Sales 2.0 Social media, marketing automation, the cloud, and other technological innovations have transformed the way we work , but not how we sell. At the end of the day, sales is still about people buying from people. is an entirely new way of working.

Cold Calling 252

Cold Calling Referrals Small Business Small Business 252

No More Cold Calling

NOVEMBER 20, 2014

I’m obviously doing something right, considering I regularly appear on lists like the Top 30 Social Selling Influencers in the World and Top 50 Sales and Marketing Influencers. I couldn’t believe I was the second most endorsed person in my LinkedIn network for referrals. I’ve never proactively asked for endorsements.

Social Media 286

Social Media Media Referrals Social Selling 286

Jeffrey Gitomer

APRIL 19, 2011

For more sales training tips, click here to get my weekly sales Ezine – Sales Caffeine. Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->. Categories. Select Category. Customer Loyalty. Leadership.

Hiring 316

Hiring Social Media Loyalty Referrals 316

SBI Growth

MAY 22, 2013

How do you get another job in this competitive market? You must treat hiring managers as your Buyers. Then connect to them through social selling , inbound marketing techniques. The Hiring Manager as the Buyer. They are on the market looking for an HR solution: a top sales rep. Choose your audience.

Social Selling 324

Social Selling Hiring Inbound Outbound 324

Jeffrey Gitomer

JULY 26, 2011

Get your customer to bring a referral for you, and you bring a referral for your customer. Your customer may be reluctant to bring you a referral unless you bring one for him. Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. Share this Post. Categories. Leadership.

Hiring 260

Hiring Social Media Referrals Loyalty 260

Jeffrey Gitomer

OCTOBER 19, 2011

Filed Under: Attitude , Customer Loyalty , General , Generating Referrals , Sales Tagged With: attitude training , corporate sales training , little black book of connections , professional sales training , sales presentations , sales training , selling skills. Get Sales Blog Updates. Sales Videos.

Networking 314

Networking Hiring Prospecting Social Media 314

Jeffrey Gitomer

AUGUST 31, 2011

This makes the recovery complete, and paves the way for the next order, or a favorable referral. Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. EPILOG: Follow up with a personal call and a personal note of thanks. Share this Post. xmlns:dc="[link] xmlns:trackback="[link]. -->.

Hiring 318

Hiring Customer Social Media Loyalty 318

No More Cold Calling

MAY 20, 2014

One way companies derail trusting relationships with customers is with overcomplicated sales and marketing processes and terminology. Buyers don’t really care whether we’re B2C or B2B, nor do they understand or care about all the complex jargon we use to describe our markets and products. Get those referral introductions!

B2C 237

B2C B2B Enterprise Enterprise 237

No More Cold Calling

JULY 2, 2015

When we work with our Ideal Clients, our sales time collapses, productivity soars, deals are larger, and they help us get referrals to others like themselves. PITAs hang out with other PITAs, so their referrals will be to other demanding, stingy people. Ask your current Ideal Clients for referrals. No questions asked.

Referrals 120

Referrals Ideal Customer Profile Engineering Energy 120

No More Cold Calling

MARCH 20, 2014

If you’re serious about increasing sales rep productivity , get access to the fastest proven method for quality lead generation—referral based selling. Take the Referral I.Q. Quiz and learn what it takes to run a referral business. It’s Time to Focus on Sales. Does this sound familiar? Click here to listen.

Training 248

Training Hiring Referrals Enterprise 248

No More Cold Calling

AUGUST 6, 2015

.” I was a little surprised to receive this email from Sam, a sales and marketing pro with years of experience. Many salespeople—even sales veterans—still experience call reluctance, especially when asking for referrals. Write an email with “ Referrals no longer a priority?” But Sam isn’t alone.

Referrals 120

Referrals Cold Calling Call-back Follow-up 120