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

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

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 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

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

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 Rank Lead Scoring 409

Jeffrey Gitomer

OCTOBER 19, 2011

Ways To Win Prospects And Contacts At A Networking Event. If you network smart, it’s the easiest way to make sales contacts. If you network smart, it’s the easiest way to make sales contacts. Hot sales contacts. ways to win prospects and contacts at a networking event: 1. Get Sales Blog Updates.

Networking 314

Networking Hiring Prospecting Social Media 314

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. Turn managers into leaders. Demand Sales Force Automation adoption. This One-on-One Coaching Tool was customized by sales managers facilitating the training.

Training 300

Training Sales Management Hiring Social Selling 300

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

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

No More Cold Calling

JUNE 27, 2024

I founded No More Cold Calling in 2006, with a mission to show salespeople how powerful (and scalable) referrals can be, and to ensure no one ever had to cold call again. This month, in celebration of 28 years of referral selling, both my books are on Kindle for $1.99 Why is asking for referrals on social media a bad idea?

Referrals 156

Referrals Cold Calling Social Media Sales Qualified Lead 156

No More Cold Calling

OCTOBER 10, 2013

Referrals are the other side of the coin—the key to closing more deals with fewer leads. and France, has enjoyed a longer, more successful sales career than most, and he fully understands the power of referral relationships. I am living proof that referral selling works. How many of them came from referrals?

Cold Calling 298

Cold Calling Referrals Banking Maximizer 298

No More Cold Calling

DECEMBER 18, 2014

When you have a referral introduction, there’s no need to dupe the gatekeeper. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When you receive referral introductions from people your prospects know and trust, they (and their gatekeepers) will happily take your call.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

No More Cold Calling

AUGUST 5, 2014

By the end of the call, I felt confident enough in his sales ability and product to offer him a referral to one of my contacts. Software salespeople, in particular, love to give demos, thinking if someone agrees to a demo, the prospect is qualified and can go into the CRM as a lead. Let your Referral Sources lead the way.

Referrals 286

Referrals Sales Qualified Lead Cold Calling Small Business 286

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

No More Cold Calling

OCTOBER 25, 2013

Book four breakfasts and five lunches each week, and watch your sales soar. As a smart, strategic sales professional, you know full well the value of building and maintaining a strong network of clients and referral sources. It’s also the reason you can’t afford to neglect your referral sources. percent higher this year.

Networking 270

Networking Referrals Decision Maker Small Business 270

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 Rank Lead Scoring Prospecting 120

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

JUNE 19, 2014

Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When you receive referral introductions from people these executives know and trust, your prospects (and their gatekeepers) will happily take your call. Find out how you can have the best sales year ever, using referral selling.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

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

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

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 134

Referrals Cold Calling Relationals Prospecting 134

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. Prospecting for leads is being replaced by Social Selling. Ask for a referral, introduction to someone, or simply advice. Connect your customer to one of their dream prospects.

Hiring 300

Hiring Referrals Decision Maker Ideal Customer Profile 300

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

No More Cold Calling

SEPTEMBER 23, 2014

The people who drop off the face of the earth until they need a referral or want an introduction to someone in your network. Social media is a great tool for researching prospects and Referral Sources, and for positioning yourself as a thought leader. But it is not the place for a sales pitch. Ask how you can help.

Cold Calling 281

Cold Calling Social Media Referrals Face-to-face 281

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

OCTOBER 14, 2014

Break Free from Failed Selling Strategies It’s common sense that annoying strangers who never expressed any interest in hearing your sales pitch is a waste of time. Yet far too many sales pros are still doing it, usually because their sales managers demand it. But cold calling doesn’t work.

Cold Calling 265

Cold Calling How To Referrals Small Business 265

No More Cold Calling

JANUARY 2, 2014

1 Goal: Referrals. The most critical element of your sales plan is the referral-selling goal. Even more exciting, with referral selling , you’ll reduce your cost of sales and shorten the time it takes to obtain new clients. What referral-selling goals have you set for your team in 2014? Comment Here.

Referrals 240

Referrals Small Business Small Business Enterprise 240

SalesFuel

MAY 20, 2024

Salespeople report that only 30% of their clients and prospects have given them a sales referral in the past year, according to SalesFuel’s Voice of the Sales Rep study. This low percentage reveals a real opportunity for sellers to boost referrals and increase revenue. This puts the burden on them.

Referrals 119

Referrals Hiring Buyer Persona Face-to-face 119

SBI Growth

JULY 22, 2013

There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Below are five of the 10: Sales Manager/VP field sales rides : Participating with your sales reps on more field calls leads to increased revenue. Training your sales team how to social sell will immediately improve your sales pipeline.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

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. Message to Management]: 14 Things Top Sales Managers Do. Sales execs tell me they don’t have time to coach their teams.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

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

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 Rank 120

No More Cold Calling

SEPTEMBER 11, 2014

A Brit writes to me on social media and wants to discuss referral selling. An Aussie reaches out to confirm his understanding of American prospecting practices. We talk on Skype the next morning, and he introduces me to an entrepreneur who wants to learn about referrals. Referral-based selling requires strong relationships.

Social Media 264

Social Media Skype Referrals Twitter 264

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. Ensure your sales managers take this seriously.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

Jeffrey Gitomer

AUGUST 10, 2011

Tweet Share You go through your ENTIRE one-hour, amazing sales presentation. The prospect seemed to be in agreement, even excited at times. Get Sales Blog Updates. Generating Referrals. Sales Management. Sales Videos. It’s not about RESPONSE. It’s about PREVENTION. You nailed it.

Hiring 297

Hiring Training Social Media Loyalty 297

No More Cold Calling

NOVEMBER 27, 2013

It goes like this: You’ve researched prospects on social media , identified trigger events, and gathered information from social intelligence. So you send emails making the business case for why these prospects should talk to you. Unless you have secured a referral introduction from a mutual connection, your lead is freezing cold.

Social Media 220

Social Media Referrals Cold Calling Small Business 220