No More Cold Calling

OCTOBER 19, 2017

Why don’t account based selling teams ask for referrals? Why is asking for referrals ad hoc and not a discipline? 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. Referral selling is the most personal kind of selling on the planet.

Referrals 265

Referrals Account Cold Calling Social Media 265

The Pipeline

FEBRUARY 6, 2014

By encouraging and empowering these customers, employees and influencers, they will drive peer-to-peer referrals, forward content, share information about new products and promotions, and write testimonials. There are few people on earth who will argue that leads generated from referrals are the best leads. . And it works.

Channels 296

Channels Influencer Lead Rank Referrals 296

No More Cold Calling

FEBRUARY 28, 2019

One guy even said he was thinking of cold calling (shudder) and doing more marketing. Why didn’t he think to ask for referrals? Social media, marketing automation, AI, predictive analytics, and all kinds of technology have cast doubt on traditional sales techniques and encouraged organizations to rely on digital sales prospecting.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

SBI Growth

JULY 21, 2013

Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? This blog is focused on the transformation of Sales to incorporate buyer-centered tools. Marketing Leaders Guide the Way. Marketing Leaders Guide the Way. Today’s marketing leaders are poised to help.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

No More Cold Calling

JUNE 25, 2020

Of all the B2B lead generation tools at your disposal, referral selling is the most effective and least expensive. Yet, most companies miss the mark on referrals and instead make these common sales prospecting mistakes. How’s that for attracting new clients in a highly competitive market? Referrals are lifelong.

Lead Generation 409

Lead Generation B2B Lead Scoring Lead Rank 409

SBI Growth

SEPTEMBER 17, 2013

Social Selling’s ‘Lead-to-Close’ conversion rate is 5x marketing sourced leads. This post will address what Marketing can do to promote, enable and optimize social selling within the organization. The best sales & marketing leaders are leveraging social selling to make the number. Marketing owns branding.

Social Selling 321

Social Selling Top of Funnel Ideal Customer Profile Marketing 321

No More Cold Calling

APRIL 30, 2020

In fact, they didn’t even need to talk to prospects, because they had great tech tools. They cut advertising, travel, training, marketing, and discretionary expense line items. They take an internal focus, instead of recognizing that lead generation—referral lead generation in particular—is their ticket to the C-Suite.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. Referrals help you ace Part One and set you up for success in Part Two. That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction. Part Two: Everything that happens after that.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

MAY 4, 2017

Asking for referrals? Digital Referrals? Your account-based selling team breaks all the rules of social selling when they ask for referrals on LinkedIn. Selling—and referral selling in particular—requires real relationships, not just social media connections. Referral Selling IS Social Selling.

Referrals 197

Referrals Account Sales Qualified Lead Cold Calling 197

SBI Growth

FEBRUARY 3, 2013

I provide the Account Networking Tool to build a referral database around your customer. They’re missing the real value of the platform: it’s a sales tool. They expand their personal network to fill their sales pipeline through customer referrals. Why LinkedIn is Ideal for Referrals. Referral-based connecting.

LinkedIn 335

LinkedIn Pipeline Decision Maker Referrals 335

No More Cold Calling

JULY 20, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. They believe the fastest ways into the C-suite are digital: targeted emails, cold calls , social media outreach, and inbound marketing automation. Some Lead Generation Tools Never Change. I was wrong.

Account 285

Account Referrals Lead Generation Cold Calling 285

No More Cold Calling

JULY 1, 2018

Sales leaders have forgotten about their most powerful prospecting tool to get leads without cold calling : referral selling. Referrals offer the biggest competitive advantage of any sales tool out there, and yet most teams aren’t using referral selling as the primary prospecting method. That’s a fact.

Cold Calling 180

Cold Calling Referrals Sales Qualified Lead Lead Scoring 180

Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. In fact, most companies experience close rates of 10% to 30% from most lead sources, while referral-based sales tend to close at 50% to 70%. If you want to secure valuable partnerships to generate referrals, you have to take a strategic approach.

Referrals 177

Referrals Company Scale Case Study 177

SBI Growth

JUNE 8, 2013

The two elements to formalize into your sales process, training and measurement are: Referral Sales. Customer referrals have been the most powerful sales tool since the dawn of commerce. Referrals in B2B often have closing rates 2 times greater than marketing-generated leads. How and when do they ask for referrals?

Strategy 310

Strategy Referrals Cost per Lead Social Selling 310

Zoominfo

MAY 20, 2021

Email is the OG digital marketing tool. While it might seem basic and a little bit boring, email is actually the most advanced medium of communication between marketers and their ideal customers. According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

No More Cold Calling

MARCH 29, 2018

Yet, it’s so easy to sit back and wait for leads from marketing or SDRs—or even worse, to spend hours sending connection requests on LinkedIn, thinking these are actually sales leads. By receiving referral introductions from people your prospects know and trust. Commit to referral selling. Sorry to say it, but they’re not.

Lead Generation 199

Lead Generation Referrals Sales Qualified Lead Lead Rank 199

DiscoverOrg Sales

AUGUST 19, 2016

Since I didn’t know any better, I figured that I might as well build the recruiting engine in the same fashion that I built a marketing engine, and it turned out the approach worked. Here are the 5 key ways that recruiting teams can leverage sales and marketing tactics to maximize hiring success: 1.

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

SBI Growth

OCTOBER 3, 2013

As noted by my colleague Vince Koehler, Marketing has adopted new capabilities. These capabilities force Marketing to transition to new metrics for determining effectiveness. By registering for SBI’s Sales & Marketing Research Review , you''ll get the “ Top 15 Metrics to Track in 2014.” Referrals Generated.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

SBI Growth

AUGUST 24, 2013

84% of B2B decision makers begin their buying process with a referral. These numbers leave little room for doubt: More referrals = more qualified opportunities = more sales. So, how do you get more referrals? Focusing on Reach and Referrals is foolish without a solid profile. Because numbers don’t lie. e-mail open rates.

LinkedIn 310

LinkedIn Buyer Persona Referrals Networking 310

Zoominfo

JANUARY 27, 2019

It’s no secret, the Internet has changed the way customers buy products and the ways marketers engage with their audiences. But, despite the constant change, the following statement has held true for hundreds of years: No marketing tactic can match the influence of word-of-mouth. Therein lies the power of word-of-mouth marketing.

Social Media 210

Social Media Referrals Marketing Influencer 210

SBI Growth

OCTOBER 31, 2013

The statistics I share below are from SBI’s 2012 Sales & Marketing Research. You will have access to guides, templates and tools. These tools will help you excel in your current and future sales positions. No good leads coming from marketing? 84% of B2B Decision Makers Begin their Buying Process with a Referral.”

Lead Scoring 324

Lead Scoring Lead Rank Referrals Trade Show 324

No More Cold Calling

FEBRUARY 15, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. in my Referral I.Q. There’s only one approach that will shift these numbers—a referral system. It’s much, much easier to get to decision-makers with a referral introduction.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

SBI Growth

SEPTEMBER 26, 2013

This post is written for Marketing Leaders who describe themselves as students of the craft. These tips represent best practices from leading Sales & Marketing organizations. These tips represent best practices from leading Sales & Marketing organizations. How do they market and sell? Let me net it out for you.

Ideal Customer Profile 327

Ideal Customer Profile Sales Qualified Lead Leads Marketing Qualified Lead 327

No More Cold Calling

APRIL 9, 2020

In fact, they didn’t even need to talk to prospects, because they had great tech tools. Marketing automation, CRM, social media, and other technological tools enable us to sell more efficiently and cost effectively. But the most powerful tool in your sales toolbox is still you! Imagine that…. Now, About This Book.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

SBI Growth

NOVEMBER 15, 2013

Your world-class marketing machine is not delivering the return on the investment. The marketing lead conversion rate is not even close to a 30% revenue contribution. The competencies required by Sales for Marketing to be successful are just not there. Does the CSO/VP of Sales even understand how Marketing works?

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

Zoominfo

SEPTEMBER 17, 2018

Given its rising popularity, podcasting is now an avenue marketers can explore to publish more branded content and reach new audiences. But, it’s also a great resource for marketers who simply want to learn new tips and strategies or find a bit of motivation for their day-to-day efforts. 1. This Old Marketing Podcast.

Paid Content 252

Paid Content Marketing Social Media Top of Funnel 252

The Pipeline

MARCH 24, 2014

I can’t speak for the others on the list, but I do not see myself as a social seller, but as a sales person who takes the profession seriously, and as a result of that commitment use every available tool to communicate with my market, and deliver avenues and means for them to achieve their objectives vis-à-vis their business.

Social Selling 325

Social Selling Cold Calling Referrals Account 325

SBI Growth

SEPTEMBER 28, 2013

69% of the population says it enhances the company’s market credibility. This is why LinkedIn is a powerful tool to keep things professional and authentic. Although this is true, creating your brand as a leader has become a power leadership tool. This is why your best source of finding talent is from a referral.

Decision Maker 328

Decision Maker How To Ideal Customer Profile Social Media 328

SBI Growth

AUGUST 6, 2013

Are you relying largely on Marketing to fill the funnel? Sure, today’s marketing machine produces new opportunities. However, the tremendous hype on what marketing can do for sales is falling short. Best in class marketing organizations contribute only 30% to the funnel. If you are, you’re going to miss the number.

LinkedIn 306

LinkedIn How To Social Selling Social Media 306

SBI Growth

JANUARY 6, 2014

Click here to learn more about the tool. They develop strong personal brands, referral networks and grow sales through social media outlets. Social Referral Generation. Leverages SoLoMo (social, local and mobile), SFA and marketing automation tools. However, there are some tools to help with that as well….

Hiring 316

Hiring Social Media Networking Referrals 316

Sales 2.0

OCTOBER 25, 2021

New technology like AI may help in better prospect identification and referral selling approaches that leverage social networks have been shown to increase conversion rates. Automate : There are more and more tools on the market that remove the need for sales people to do non-selling tasks. as this channel has become saturated.

Territories 396

Territories Compensation Scale Decision Maker 396

Zoominfo

AUGUST 31, 2020

Disruption and uncertainty are inevitable in these times, which is why a solid go-to-market plan is critical to address the unique stage and goals of any given company. ZoomInfo has identified four areas — or quadrants — that together create a framework for a successful go-to-market approach: Build loyalty. Market expansion.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

No More Cold Calling

OCTOBER 4, 2018

But here’s what they’re missing on referral B2B lead generation. I’ve had it with the accusations that referrals don’t scale, that referrals are a favor, that referrals can be digital, that all you need to do is ask for referrals, and the other crap that so-called experts tout on social media.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Scoring Lead Rank 266

No More Cold Calling

AUGUST 25, 2015

Sure, referral leads are top-notch, but they don’t just appear. I dug a little deeper and learned the statistic referred to the Net Promoter Score (NPS)—a tool many companies use to survey clients about their willingness to recommend these businesses to others. Don’t let customer service reps ask for referrals.

Referrals 120

Referrals Lead Scoring Lead Rank Leads 120

Zoominfo

MARCH 1, 2021

Key performance indicators (KPIs) serve as metrics that measure team-wide performance — and are great for digital marketing teams. In fact, 65% of B2B marketers use KPIs to measure their content performance. If you’re not entirely sure what’s working and what’s not for your marketing team, add KPIs into your strategies.

Paid Content 207

Paid Content Lead Rank Marketing Qualified Lead Cost per Acquisition 207

SBI Growth

OCTOBER 26, 2013

Profiles must explain how your sales reps solve the market problems of your prospects. These tools provide the sales team with the prospect’s business objectives, problems, and fears. In the end, you will have implemented a software tool, not Social Selling. Otherwise they are not effective sales aids.

Social Selling 324

Social Selling LinkedIn Ideal Customer Profile Face-to-face 324

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 But where to begin?

Marketing 226

Marketing Telemarketing Scale Education 226