No More Cold Calling

MAY 17, 2019

In fact, 83 percent of satisfied customers are willing to refer products and services, according to a marketing survey conducted by Texas Tech. What if the person says no and refuses to refer us? A referral introduction means prospects have agreed to talk to salespeople, unlike cold calling victims who never asked to be interrupted.

Referrals 327

Referrals Scale How To Cold Calling 327

No More Cold Calling

APRIL 16, 2020

At least, that’s what many prospects have come to believe. If they can’t help, they’ll refer someone who can. How Your Prospects Choose Whom to Trust. And just as importantly, who do your clients and prospects trust? They hear the word sales and think of the stereotypical used-car salesman. Top salespeople are different.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

No More Cold Calling

JUNE 23, 2019

percent of business buyers prefer to work with referred vendors, and 73 percent prefer to work with referred salespeople, according to IDC and LinkedIn. That’s leaving money on the table, because 83 percent of satisfied customers are willing to refer products and services, according to a marketing survey conducted by Texas Tech.

Referrals 297

Referrals Scale How To Lead Rank 297

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. What does that say about your team’s prospecting prowess? Shorten the sales process because prospecting time collapses.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Jeffrey Gitomer

MARCH 4, 2019

Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Align with a business that will deliver a gift of what they do at a reduced cost in exchange for the opportunity to make a sales call on your prospect or customer. To generate new prospects.

Referrals 289

Referrals Real Estate Lead Rank Lead Scoring 289

No More Cold Calling

JANUARY 24, 2019

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. Regardless of the way you reach out—via email, social media, text, direct mail, or even a knock on the door—prospects are cold as ice unless they know who you are and expect to hear from you. What Is Cold Calling?

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

No More Cold Calling

JULY 20, 2018

If only 20 percent of your clients were referred, then your team obviously hasn’t learned how to ask for referrals, which means you’re missing out on your prime source of qualified leads. Or, would you rather spend your time on a cold outreach and try a dozen touches to reach your prospect? Dramatically shorten your prospecting time.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

Understanding the Sales Force

MARCH 21, 2022

Why Your Prospects Won't Talk with You and What to Do About it - a rant. Protect Your References - a rant on why you shouldn't give out references unless it's the perfect time. Revenue Sensitivity - a rant on the lack of correlation between top salespeople and revenue. Why People Should Consider a Career in Sales.

Video 296

Video Forecasting Cold Calling Consultative Selling 296

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. But they’ll always speak with a person who’s been referred by a trusted colleague. percent of salespeople said that 50 percent or fewer of their initial prospects were a good fit. Suddenly it became almost impossible.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

AUGUST 1, 2019

When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. I refer you to someone I know well. They know I won’t waste their time, and they’ll gain insights from anyone I refer. So, when I refer you, this person’s trust in me gets transferred to you.

Referrals 289

Referrals System Cold Calling Social Media 289

Understanding the Sales Force

OCTOBER 30, 2023

I’m not referring to the presentation step of the sales process, as much as I am using “sales presentations” as a replacement term for “sales calls.” Salespeople must differentiate between what is important to their prospects and customers, versus what is important only to them. Who cares other than me?

Sales 358

Sales Follow-up Groups Prospecting 358

No More Cold Calling

OCTOBER 24, 2024

Focus on finishing up what’s already well along in your sales process and encourage them to spend the rest of their time thinking ahead and prospecting for 2025. One more reference to check: You’ve coordinated with the client who is giving the reference and ensured the conversation has happened.

Opportunity 177

Opportunity Referrals How To Pipeline 177

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

DECEMBER 7, 2018

When a trusted resource refers you to someone, you take the time to explore the option.”. You get leads, your prospect gets your expertise, and your referral source gets a reputation as someone with a network of experts. If you’re that kind of salesperson, referring you is not a favor. He chose the vendor his friend recommended.

Referrals 310

Referrals How To Cold Calling Lead Generation 310

Anthony Cole Training

FEBRUARY 23, 2024

One of the most important skills that a salesperson needs to possess is the ability to engage in what I refer to as “appropriate and respectful confrontation” with a prospect…at least when the need arises. For the sake of simplicity, let’s just refer to that as the ability to push back.

Prospecting 227

Prospecting Motivation Training Sales 227

No More Cold Calling

OCTOBER 27, 2020

What they also don’t realize is that people will refer them because of the trusted relationships they’ve developed. People don’t refer companies; they refer people. Get a referral introduction from someone your prospect knows and trusts, and you get the meeting every time.

Referrals 317

Referrals Hiring Webinar Metrics How To 317

No More Cold Calling

DECEMBER 27, 2022

Why I won an award for prospecting. Always be prospecting” is my motto. Yes, sometimes December is super quiet, which means either clients aren’t ready, or you stopped prospecting. The post Prospecting Doesn’t Stop in December [Q4 Referral Selling Insights] appeared first on No More Cold Calling. Only 20 percent?)

Referrals 156

Referrals Prospecting Lead Gen Cold Calling 156

Understanding the Sales Force

MARCH 27, 2019

While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal. After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance. No offense intended to those of you in one of those three industries!

Insurance 264

Insurance Insurance Objections Up-Sell 264

No More Cold Calling

JUNE 10, 2021

Fifty of the company’s best clients said they’d be glad to refer them! Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. In 2018, I was referred to LinkedIn Learning. We ask for an introduction to our ideal prospect. My client was thrilled, of course.

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

No More Cold Calling

JUNE 7, 2018

When they get introductions from people their prospects know and trust, they walk straight into meetings with your ideal clients. Reps cold call, send cold emails, do cold outreach on social media, and rely on marketing to nurture prospects and send them qualified leads. They forget that technology doesn’t close deals.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Sales and Marketing Management

SEPTEMBER 21, 2020

However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Consider holding a Q&A session to get to know prospects better and for them to know you and the company better. In addition, refer to attendees by their names when asking questions. Recently established hobbies.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

Mr. Inside Sales

OCTOBER 11, 2021

Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust. Want a better way? But there isn’t. Get Access Today.

Objections 285

Objections Face-to-face Gatekeeper Licensing 285

No More Cold Calling

OCTOBER 4, 2018

When people refer you, they’re wagering their reputations, so they must be confident that you will provide insights, won’t pitch, value the trust they have in you, and have a stellar follow-up. Equally important, they need to know the business reason to refer you—that you have something valuable and relevant to offer the prospect.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

No More Cold Calling

MAY 2, 2019

What they also don’t realize is that people will refer them because of the trusted relationships they’ve developed. People don’t refer companies, they refer people. Get a referral introduction from someone your prospect knows and trusts, and you get the meeting every time. Referrals are the #1 way to expand your business.

Small Business 316

Small Business Small Business Referrals Hiring 316

Jeffrey Gitomer

MARCH 5, 2019

Try to get the prospect to prepare information for your meeting. If you can get the prospect to gather and/or compile information, you have an interested prospect who will be willing to talk and listen. Failure to follow up and deliver as promised makes you and your customer look bad to the prospect. Life or death.

Referrals 284

Referrals Call-back Cold Calling Meeting 284

Sales 2.0

JULY 17, 2019

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. There’s an alternative way to get meetings with prospective clients, but sales people don’t generally use it. Getting in-the-door with a cold calling.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

No More Cold Calling

DECEMBER 7, 2023

In my experience, at least half the people you ask for referrals will introduce you to your ideal prospect. Referred prospects convert to clients a minimum 50 percent of the time (most salespeople tell me it’s closer to 70 percent). 10 people introduce you to your ideal prospect. No more than 20. 5 are a perfect fit.

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

No More Cold Calling

JANUARY 16, 2020

Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. So, your first action is to SHOW your sales team your commitment to prospecting through referrals. Number of referrals received.

Referrals 328

Referrals Sales Management Hiring Scale 328

No More Cold Calling

OCTOBER 18, 2018

priority in your sales prospecting techniques. You’re measuring them on the same old ineffective sales prospecting techniques, like cold calling , cold emailing, and inappropriate social media activities. That kind of prospecting activity doesn’t drive revenue. Convert prospects to clients well more than 50 percent of the time.

Referrals 325

Referrals Cold Calling Quota Sales Qualified Lead 325

Zoominfo

DECEMBER 20, 2019

Sometimes, prospects will give me their personal email address, after a good phone call, because it will get lost if I email their business account!”. For example, we sell to sales and marketing, so the fiscal calendar year drives decisions for our prospects. I like to use references to “end of quarter” or “end your month strong.”

B2B 243

B2B Hubspot Marketo Account Based Marketing 243

The Pipeline

FEBRUARY 26, 2019

Most salespeople I speak to, opt out and don’t leave a message the first time to an unknown prospect. Such a waste; and mostly a result of conditioning, having left useless messages with no forethought, or overall understanding of how voicemail fits into their long-term prospecting success. I did warn you.

Call-back 262

Call-back Objections ACT Prospecting 262

Sales 2.0

MAY 1, 2020

He is cartoonist and sends cartoons to his prospects but our mutual friend Dan Waldschmidt sends swords! He ended up forming many relationships from his work there and those insiders referred him to other insiders until he was super-connected. Take a look at Stu Heinecke’s books on this.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

No More Cold Calling

JUNE 24, 2021

That’s great, because no one wants to refer pushy, aggressive people. If you provide a valuable product or service, and perhaps more importantly, a good buying experience, your customers will be happy to refer you. Explain why prospects should meet you. What if your prospects were already pre-sold? But here’s the thing.

Referrals 256

Referrals Outsourcing Services Sales Outsourcing Cold Calling 256

No More Cold Calling

MAY 3, 2018

Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy. They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. That’s how to prospect for sales.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

The Pipeline

APRIL 30, 2019

When I say cold calling, I specifically refer to calling someone when that call is not previously scheduled. Which describes every prospecting call I make. Most picture opening the yellow pages, picking a business at random, dialling and barking “Wanna buy, wanna buy, wanna buy?” A cold call, but not perceived or delivered as one.

Cold Calling 290

Cold Calling Call-back Commission Networking 290

No More Cold Calling

SEPTEMBER 20, 2018

Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted. So, guess how reps choose to spend their sales prospecting time? Setting the right KPIs is your biggest competitive differentiator, because they determine how your team approaches sales prospecting.

Referrals 258

Referrals Scale Cold Calling Social Media 258