No More Cold Calling

JANUARY 9, 2020

million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. But I don’t think any sales manager listened, because more than half of reps are still missing quota. million per manager.

Sales Management 390

Sales Management Hiring Quota Cold Calling 390

Pipeliner

JANUARY 31, 2021

Prospecting often makes businesspeople break out in a cold sweat. It has been harder than ever in recent years to get referrals and prospects to potential customers. How Prospecting Has Changed. Prospecting has changed a lot in the last few years, and it continues to get harder and harder.

Referrals 98

Referrals Prospecting How To Channels 98

Membrain

MAY 16, 2021

Gaining referrals can seem harder than cold calling. There are many salespeople who would rather talk with relative strangers in the form of prospects than to ask current clients for referrals. It’s something I’ve recently noticed. I know that I struggled with it previously in my career.

Referrals 133

Referrals Cold Calling Relationals Prospecting 133

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 Scoring 118

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

No More Cold Calling

JULY 29, 2021

But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. And that’s referral leads.

Closing 409

Closing Sales Qualified Lead Lead Scoring Lead Rank 409

No More Cold Calling

JANUARY 29, 2020

Sure, I can learn it, but it’s not in my sales comfort zone, and it’s not exciting for me. What excites me is working with prospects and clients on referral selling and experiencing together the dramatic results they achieve. I’ll have a new platform for my referral course, and I might even have a new CRM. Sound familiar?

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

No More Cold Calling

DECEMBER 29, 2016

You may not have heard, but 2017 will be the year of referral selling. Because as quotas continue to rise and competition gets stiffer, sales managers will have to accept that technology shouldn’t be the main artery to reach prospects. Referral selling is your biggest competitive differentiation.

Referrals 136

Referrals Cold Calling Sales Automation Account 136

No More Cold Calling

AUGUST 1, 2013

It’s up to you to lead the referral-selling charge. Whether you are CEO, vice president, or a sales manager , you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time.

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

No More Cold Calling

OCTOBER 1, 2015

Pack your pipeline with nothing but hot referral leads. I received a referral introduction from his trusted friend and advisor. That’s the beauty of referral selling. When you get referrals, you: Bypass the gatekeeper and score meetings with decision-makers every time. The business case for referrals is loud and clear.

Referrals 120

Referrals Lead Scoring Lead Rank Prospecting 120

No More Cold Calling

NOVEMBER 25, 2014

End the year with a bang using the only prospecting strategy that converts prospects into clients more than 50 percent of the time. Referral selling is by far the most effective sales strategy out there. Join me and Barb Giamanco for a Top Sales World webinar you won’t want to miss. Learn more.) Read more.)

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

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

DECEMBER 30, 2014

Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? Otherwise you probably wouldn’t be in sales. You’re not fooling anybody.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

No More Cold Calling

OCTOBER 29, 2013

Because referral selling is, hands down, the most effective and least expensive way to attract and retain new clients. Relationships still power our lives—and our sales. It’s the only strategy that is guaranteed to shorten your sales process, and to eliminate sales and marketing costs. It’s called referral selling.

Referrals 159

Referrals Decision Maker Banking Cold Calling 159

No More Cold Calling

AUGUST 19, 2014

If you’re asking strangers on social media for referrals, you’re like the guy at a networking event who shoves his card in people’s face and asks for theirs in return. Referrals Are Personal, You’re Not. And he thinks I’ll give him a referral? Selling by referral is the most personal prospecting strategy that exists.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

No More Cold Calling

AUGUST 31, 2017

Never” is a bold statement, but savvy sales leaders will nod their heads in agreement. Closing is the easy part of account based sales development. It’s prospecting that’s hard. Then why do so many account based sales reps overlook critical sales activities that occur earlier in the sales process?

Referrals 149

Referrals Cold Calling Account Video 149

No More Cold Calling

JULY 30, 2017

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. The goal of account based sales development is to land and expand within named accounts. Test Your Referral Savvy.

Referrals 120

Referrals Cold Calling Lead Scoring Lead Rank 120

No More Cold Calling

AUGUST 28, 2014

Recently I filled out a form on a website for one of my prospects and requested a demo. It’s not a sales secret; when you prospect through referrals, you’ll always connect. Getting prospects to call you back is deceptively simple. All you need is a referral introduction. Put in a Little Effort.

Call-back 282

Call-back Prospecting Cold Calling Referrals 282

No More Cold Calling

FEBRUARY 29, 2016

They also win by getting referrals. That’s why the salesmen and saleswomen who cultivate relationships and leverage them for introductions to prime prospects get meetings faster, fill their pipelines with hot sales leads, and convert prospects into clients more than 50 percent of the time. Never has and never will.

Referrals 120

Referrals Incentive Incentives Cold Calling 120

criteria for success

SEPTEMBER 9, 2022

As a sales leader, it can be a challenge to make sure your team is prospecting efficiently (or at all). That's why we put together something called the Prospecting Action Plan. This action plan puts your sales reps on the right track to ensure proper prospecting practices. Sales conversations. Networking.

Prospecting 97

Prospecting How To Sales Qualified Lead Face-to-face 97

Janek Performance Group

SEPTEMBER 13, 2023

For as long as there have been sales, there have been referrals. However, in B2B selling, referrals are more than positive reviews. With that, seeking and gaining referrals is not as easy as it sounds. Therefore, referrals cannot be left to chance. With referrals, the benefits are clear.

Referrals 62

Referrals Networking Social Media Ideal Customer Profile 62

No More Cold Calling

JULY 30, 2015

Too Busy to Get Referrals? If salespeople don’t stay in touch with prospects and referral sources, they won’t be able to keep hot new leads coming in. No matter how much you have on your plate, unless you make time to prospect, your sales pipeline will dry up. Are Referral Leads Waiting in Your Inbox?

Referrals 120

Referrals Hiring Cold Calling Call-back 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

SBI Growth

JANUARY 23, 2014

You’re hearing it from your Sales Managers and reps. Your VP of Sales is sick of the excuses. Your team needs to take more responsibility setting appointments with prospects. The number one way teams are doing this today is through Social Prospecting. Reps that can execute Social Prospecting win for 3 reasons.

Forecasting 303

Forecasting Prospecting Top of Funnel Sales Qualified Lead 303

No More Cold Calling

AUGUST 27, 2015

Dreamforce—Salesforce’s biggest event of the year—is always an amazing place to learn, meet prospects and clients, and get energized for Q4. For the first time ever, Dreamforce will feature two sessions for women in sales. All September posts will focus on women in sales. If you’re a sales manager, you’ve probably even said it.

Referrals 120

Referrals Cold Calling Call-back Lead Scoring 120

No More Cold Calling

JULY 23, 2015

“I was so busy this week, I neglected to prospect.” If salespeople don’t stay in touch with prospects and referral sources, they won’t be able to get referrals and keep hot new leads coming in. No matter how much you have on your plate, unless you make time to prospect, your sales pipeline will dry up.

Referrals 120

Referrals Cold Calling Social Media Follow-up 120

criteria for success

FEBRUARY 8, 2022

If you’ve been a sales manager for a while, it's inevitable that one or more people – or even your entire sales team – will get into a prospecting or selling slump. 7 Sales & Prospecting Slump-Busters. Have everyone set an individual weekly goal for how many prospecting activities they will perform.

Prospecting 105

Prospecting eBook Lead Scoring Lead Rank 105

Braveheart Sales

APRIL 27, 2021

Gaining referrals can seem harder than cold calling. There are many salespeople who would rather talk with relative strangers in the form of prospects than to ask current clients for referrals. This makes it hard to ask for referrals. We have all been exposed to bad referral asking. Why Is It So Hard?

Referrals 52

Referrals Cold Calling Groups Objections 52

No More Cold Calling

AUGUST 25, 2015

“Turn 70 percent of your prospects into customers.” 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. Don’t let customer service reps ask for referrals.

Referrals 120

Referrals Lead Scoring Lead Rank Leads 120

No More Cold Calling

JULY 16, 2015

We’re in the right place at the right time and meet the perfect prospect. Other times prospects read content we’ve posted, and our phones ring off the hook. To keep your pipeline full of hot prospects and referral leads , make your own luck. Failure to do so is an affront to your Referral Sources.

Referrals 120

Referrals Lead Scoring Lead Rank Leads 120

No More Cold Calling

JUNE 18, 2015

Are out-of-date prospecting systems holding you back? Now imagine a sales world where you only meet with clients who want to meet with you —a world where you never have to cold call, send prospecting letters, pester strangers on social media, or entice clients with special offers. Enter the world of referral selling.

Referrals 120

Referrals Cold Calling How To Call-back 120

Alice Heiman

MARCH 28, 2018

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. Sales leaders, here’s what you’re up against: 1.

Referrals 106

Referrals Cold Calling Lead Generation Account 106

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. Can’t travel across the world to meet with your international prospects?

Referrals 120

Referrals Social Media Lead Rank Skype 120

No More Cold Calling

MARCH 26, 2015

Do you know what it takes to build a business based on referrals? Do you know how to ask for referrals in a way that gets results? Or how to nurture your network so referrals keep pouring in? I’m doing some referral research and need your help. Please take my 14-question Referral I.Q. Take the Referral I.Q.

Referrals 120

Referrals Cold Calling Commission Call-back 120

No More Cold Calling

JUNE 4, 2015

If referrals are gold, why do salespeople settle for bronze? Don’t just tell your reps to ask for referrals. For your team to make referrals happen, you have to show them how. You need a systematic, disciplined referral-selling strategy that includes goals, metrics, and accountability for results. Still skeptical?

Referrals 120

Referrals Scale Cold Calling Sales Qualified Lead 120

No More Cold Calling

AUGUST 6, 2015

Many salespeople—even sales veterans—still experience call reluctance, especially when asking for referrals. Here’s why and what to do about it: Silence Feels Like Rejection Perhaps you’ve emailed a prospect and haven’t heard back. Write an email with “ Referrals no longer a priority?” in the subject line.

Referrals 120

Referrals Cold Calling Call-back Follow-up 120

Sales 2.0

OCTOBER 25, 2021

Sales process efficiency. Sales processes have room for improvement in nearly all companies. 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. Sales management.

Territories 396

Territories Compensation Scale Decision Maker 396