Sales 2.0

JULY 17, 2019

It’s my belief that there are networking style ways to generate appointments that are actually more effective than cold calling. I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects. Back to the math.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? How did you find those prospects?

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

No More Cold Calling

DECEMBER 29, 2020

Your referral network is your net worth in sales. In this profession, our referral network is basically our net worth. But all too often, this “cut to the chase” mentality precludes sales reps from taking the time to establish customer relationships before trying to convert people into prospects. Image attribution: Magnet.me ).

Referrals 432

Referrals Customer Social Media Revelation 432

No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it. 76 percent of B2B buyers prefer to work with recommendations from their professional network. STOP Cold Calling.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Hubspot Sales

FEBRUARY 16, 2023

Networking is an important part of the prospecting process. Though it often takes place at formal events and happy hours, effective networking also happens when you least expect it — like standing in line at the airport. This is where professional networking apps come in handy. You don’t need to. Being boring.

Networking 131

Networking Hubspot Conference Ideal Customer Profile 131

No More Cold Calling

JULY 12, 2024

Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. A disciplined referral system can help your company scale by increasing deal size, converting prospects to clients, and penetrating prime accounts. Big problem!

Scale 317

Scale Referrals Penetration Sales Qualified Lead 317

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

APRIL 13, 2023

But prospects become clients much faster when you’ve been referred and have commitment from the leader than when you generate leads by bugging strangers (read: cold calling ). The post Maximizing Referrals: Strategies for Turning Your Network Into a Powerful Revenue Generator appeared first on No More Cold Calling.

Referrals 156

Referrals Webinar Metrics Maximizer Networking 156

No More Cold Calling

OCTOBER 1, 2020

They simply hadn’t built their networks or their confidence. It takes roughly eight touches for sales reps to reach cold prospects. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Listen to the podcast.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them. Tradeshow Traps.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Sales 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Smarter approaches to prospecting are needed. One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company. Where does this time go?

Territories 396

Territories Compensation Scale Decision Maker 396

No More Cold Calling

DECEMBER 7, 2018

Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. You get leads, your prospect gets your expertise, and your referral source gets a reputation as someone with a network of experts. Referrals aren’t favors. Don’t get distracted; don’t get embarrassed.

Referrals 310

Referrals How To Cold Calling Lead Generation 310

Sales and Marketing Management

JUNE 25, 2018

How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. Go network at all costs. Your net worth is the size of your network. (h/t Passion – Prospects smell fear. Tony’s most recent book is “Combo Prospecting.”

B2B 319

B2B Banking Conference Decision Maker 319

No More Cold Calling

MARCH 31, 2021

They recognized that asking clients for referrals was the way to gain access to prime prospects. Or are you taking a new, fresh, and measurable approach to prospecting? The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. They were smart. How do I know this? How about you?

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

No More Cold Calling

JUNE 23, 2019

Here’s another common scenario: They use LinkedIn to find mutual connections with their prospects, reach out to those connections, and say, “Hey, I’m trying to get a meeting with so-and-so at XYZ Corp. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you.

Referrals 297

Referrals Scale How To Lead Rank 297

Mr. Inside Sales

AUGUST 21, 2022

He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. I told the rep the problem was that he wasn’t making any connection in the beginning and wasn’t allowing his prospect to engage with him at all.

Prospecting 156

Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

No More Cold Calling

MAY 28, 2020

I wrote that book because I was horrified when reps started telling me they didn’t need to talk to prospects and clients anymore. Then, learn how to lean on your referral network during tough economic times in my presentation for the Sales Expert Channel, “ How to Recession Proof Your Sales in 9 Killer Steps.”.

Referrals 391

Referrals Social Media Cold Calling Social Selling 391

Zoominfo

FEBRUARY 12, 2021

B2B social selling is the process where salespeople use social media to connect with prospects. You can use social networks like LinkedIn, Twitter, and even Instagram to find your best prospects, form relationships with them, and build trust. Answer their questions and share their articles with your own networks.

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

DiscoverOrg Sales

JUNE 6, 2018

They’re attending networking events, following your company on social media, and applying for your open positions. Passive recruitment means courting and networking with the right potential job seekers at a time when they 1) may not be seeking out a new job; and 2) may not know that your organization exists. ( They’re easy to find.

Hiring 230

Hiring Networking Positioning Compensation 230

No More Cold Calling

MAY 17, 2019

A referral introduction means prospects have agreed to talk to salespeople, unlike cold calling victims who never asked to be interrupted. Referred prospects trust salespeople, because they trust the referrer, and that trust gets transferred. The prospect doesn’t know you and doesn’t expect to hear from you. What’s her style?

Referrals 327

Referrals Scale How To Cold Calling 327

The Pipeline

MAY 9, 2019

All the customized emails, personalized messages, all the marketing materials, all the product benefits, and all of the relevant articles you would love to send your prospects. What can you give to your network that is not an ask? Social network or exclusive email content only for your prospects. That is a dream indeed.

Networking 243

Networking Follow-up Pipeline Benefit 243

No More Cold Calling

SEPTEMBER 26, 2024

You’ll find Kristie’s questions in Chapter One: “You’ve Got to Meet Yourself Before You Meet the Prospect.” Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. And that’s just the beginning. Big problem!

Referrals 156

Referrals Meeting Scale Prospecting 156

No More Cold Calling

JULY 20, 2017

Too many account based selling teams over-rely on technology to reach their prospects. That’s why smart salespeople never stop nurturing their networks, and why asking for referrals has become the most effective of all lead generation tools. Prospects expect to hear from your team when they’re referred. I was wrong.

Account 285

Account Referrals Lead Generation Cold Calling 285

The Pipeline

APRIL 30, 2019

It doesn’t matter how much prior contact you may have had on LinkedIn, maybe they attended your webinar, or met at a network meeting. In one they explored the challenges and opportunities of “networking.” Which describes every prospecting call I make. If the call is not pre-scheduled, it is cold.

Cold Calling 290

Cold Calling Call-back Commission Networking 290

No More Cold Calling

OCTOBER 27, 2020

And part of that is helping you learn how to tap into your referral network. Most business owners don’t realize that they have a large network they can tap into for referrals. Get a referral introduction from someone your prospect knows and trusts, and you get the meeting every time. No more struggling to get the right people.

Referrals 317

Referrals Hiring Webinar Metrics How To 317

Zoominfo

JANUARY 27, 2023

Sales prospecting is arguably the most critical part of a sales professional’s workflow. Sales prospecting is a foundational element for a revenue team — it’s the practice of identifying and connecting with potential customers to initiate the sales cycle. What is Sales Prospecting?

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Intent Data Buyer Persona 130

Zoominfo

MAY 12, 2020

They’re attending networking events, following your company on social media, and applying for your open positions. Passive recruitment means courting and networking with the right potential job seekers at a time when they: May not be seeking out a new job; and May not know that your organization exists. (If They’re easy to find.

Hiring 278

Hiring How To Networking Salary 278

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. For sellers, this makes access to prospective buyers the first chokepoint. How do you get access to your prime prospects? Referrals can transfer earned trust from a customer to a prospect.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

FEBRUARY 15, 2018

Then there’s outbound lead generation: identifying trigger events, determining relevant content to send in an email, creating messaging, preparing short videos, and networking on social media. What does that say about your team’s prospecting prowess? This does, however, explain why prospecting is so challenging for most sales teams.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Sales 2.0

AUGUST 13, 2024

The #1 challenge for most salespeople, and small business owners, is getting enough meetings with prospects for their product or service. Some people think the solution to this problem is “to do more”, send more prospecting emails and make more cold calls. To get referrals, sellers will need to build their network.

Lead Rank 195

Lead Rank Cold Calling Ideal Customer Profile Energy 195

No More Cold Calling

MARCH 8, 2019

The prospect trusts them, and that trust is transferred to you. That’s not surprising because women are amazing connectors and excel at business networking. Women understand that networking means expanding connections and building relationships. Attending business networking events is not necessarily about getting leads.

Hiring 247

Hiring Referrals Networking Conference 247

No More Cold Calling

JANUARY 10, 2019

It happens to all of us—at least until we learn how to get referrals and make referral selling our go-to prospecting strategy. Unless each one is addressed and implemented, referral selling will never become your #1 prospecting method. Man or woman, young or old, you likely have call reluctance when asking for referrals.

Referrals 309

Referrals How To InsideSales Cold Calling 309

Nutshell

MAY 15, 2023

For outbound sales teams, prospecting software is essential to finding new leads and nurturing them into customers. Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects.

CRM 128

CRM Tools Ideal Customer Profile Prospecting 128

No More Cold Calling

JUNE 23, 2019

Here’s another common scenario: They use LinkedIn to find mutual connections with their prospects, reach out to those connections, and say, “Hey, I’m trying to get a meeting with so-and-so at XYZ Corp. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you.

Referrals 228

Referrals Scale How To Lead Rank 228

Sales 2.0

MARCH 6, 2024

Actively networking : Most salespeople do not have enough happy clients to generate the leads they need just from referrals. But introductions can come from anyone in your social network and these introductions will turn into meetings at a much higher rate than cold calling. The full description is in his book Elite Sales Strategies.

Lead Scoring 195

Lead Scoring Lead Rank Leads Marketing Qualified Lead 195

Bernadette McClelland

JANUARY 20, 2018

5. Know your prospects. Networking. Find the problem, discover solution, present why solution is best for prospect. Make your key objective to help the customer, not to close a sale. 6. Know your competition. Solve their problems. Know your company story. Build rapport. Understand the buyers needs and KPIs. Storytelling.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. In fact, they didn’t even need to talk to prospects, because they had great tech tools. It’s certainly changed the way we gather information about prospects.

Conversion 305

Conversion Face-to-face Social Media Referrals 305