The Pipeline

JULY 4, 2011

The Pipeline Renbor Sales Solutions Inc.s 3 Ways To Reduce Friction In A Cold Call – Sales eXchange – 104. Stored in Attitude , Cold calling , Proactive , Prospecting , Sales eXchange , execution. Sales eXchange , Tibor Shanto. RT @Renbor 3 Ways To Reduce Friction In A Cold Call [link] #B2B #Sales #prospecting.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

Increase Sales

NOVEMBER 15, 2013

of all businesses here in the US having under 20 employees, self management in sales is a critical sales leadership talent. Almost a year ago I wrote about this talent of self management and what is means to have a good capacity as well as a not so good capacity relative to this sales leadership talent.

Small Business 136

Small Business Small Business Sales Leadership Face-to-face 136

No More Cold Calling

APRIL 10, 2014

If you invite a prospect to connect with you on LinkedIn, you can check off your list that you’ve developed a relationship , right? Consider this example: A prospect reaches out for some information. The purpose of all our marketing and sales communications with prospects and customers is to help us connect with them.

Webinar Metrics 209

Webinar Metrics Small Business Small Business Buying Cycle 209

The Pipeline

SEPTEMBER 9, 2011

The Pipeline Renbor Sales Solutions Inc.s “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Prospecting. Random Walk Down Sales Street.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

JULY 29, 2011

Emerging Technology New Business Specialist for Hire ). Sales and marketing are merging for small businesses and require strong collaboration for larger companies. Sales and marketing lead generation tools follow this suit. Ask your prospects what you can do to help them learn your products and how they can help.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

No More Cold Calling

NOVEMBER 17, 2016

A prospect is ready to buy and reaches out to your sales reps, who close the deal with little effort. But it’s not a reliable lead generation strategy, because your sales reps didn’t initiate prospecting. Too many sales organizations now rely on incoming requests and outgoing emails to grab prospects’ attention.

Cold Calling 120

Cold Calling Prospecting Referrals Social Media 120

Sales Hacker

AUGUST 11, 2023

This week I sat down and interview the VP of Sales at Crunchbase , Ang McManamon. Ang shares her 5 P’s of Sales Leadership: Professionalism Preparation Process Performance Play More on these below. She is currently the VP of Sales at Crunchbase, where she leads a high growth team out of New York City.

Sales Leadership 81

Sales Leadership Hiring Ideal Customer Profile Scale 81

No More Cold Calling

MAY 22, 2019

Perhaps you’re an advisor, consultant, or small business owner—someone who needs to build a business but doesn’t want to sell. Maybe you’re an individual salesperson or a rogue sales rep who isn’t getting the professional development you need from your company. Referral Sales Training Courses. We’ll change that.)

Referrals 47

Referrals Course Training Hiring 47

Increase Sales

OCTOBER 18, 2013

That problem is usually what is keeping the sales leads or prospect from getting to where he or she needs to go. Then they suggest the real problem is leadership and all these other issues from “cover your behind mentality” to poor business growth are symptoms.

Face-to-face 129

Face-to-face Social Media Sales Coaching Coaching 129

Increase Sales

AUGUST 1, 2012

Craft a value driven sales script. Create value between your solutions and your prospect’s wants or needs. Unfortunately, these sales experts have it wrong, way wrong in my humble opinion. What they have done is confused value creation with just be valuable.

Coaching 156

Coaching Construction Webinar Metrics Small Business 156

No More Cold Calling

JULY 7, 2016

Sales leaders understand that relationships drive sales; yet they measure their teams on the number of connections accumulated, dials made, and emails sent. The problem: Just because someone agrees to connect on social media does not make that person a qualified sales lead. They want and expect to hear from your salespeople.

Social Media 239

Social Media Lead Generation Sales Qualified Lead Media 239

No More Cold Calling

NOVEMBER 10, 2016

Get the human element right … and you increase the chances of prospective customers developing greater affinity and connection with your brand.”. That’s what business is all about, isn’t it? Want to learn more about boosting lead generation?

Lead Generation 266

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 266

No More Cold Calling

JANUARY 5, 2017

No salesperson should ever have to cold call to generate sales leads. It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls. Current clients at a prospect company are the best source of new business within their organizations. Stop Fooling Yourself—Your Prospecting Is Cold.

Cold Calling 222

Cold Calling Account Decision Maker Referrals 222

A Sales Guy

JULY 10, 2013

I see it at Fortune 500 companies and with small businesses. It kills sales organizations. It hangs over sales organizations like heavy cloud that gets thicker and thicker as the end of the quarter approaches. That’s bad business. It’s a Leadership Problem. Stay out of deal debt!

Top of Funnel 115

Top of Funnel Sales Leadership Quota Funnel 115

Sales Hacker Training

FEBRUARY 10, 2020

Rather than telling your prospects what they need, consultative selling is an investigative approach by which prospects are engaged with thought-provoking questions that help them identify their own pain points. Ultimately, with a consultative selling approach, prospects will steer themselves into making their best decision.

Consultative Selling 139

Consultative Selling Lead Rank Call-back Buyer Persona 139

No More Cold Calling

MARCH 30, 2023

Because I generate all my B2B sales leads through referrals, my relationships begin with trust and credibility already earned. My prospects are on my side. If a prospect isn’t a good fit, I know when to stop before I go down the competitive rabbit hole once again. It doesn’t matter how long you’ve been in sales.

Referrals 156

Referrals Cold Calling Social Media Call-back 156

Sales Hacker

MAY 30, 2025

Pipegen Tuesdays to rally both teams on prospecting. Already, its powering over 1,000+ small businesses. Kyle Norton, CRO, breaks down how theyve successfully scaled selling to SMBs and all things sales leadership. Shared decision-making on pricing, packaging, and promotions. Zoca solves for that.

Scale 57

Scale Lead Rank B2G Inbound 57

No More Cold Calling

MARCH 24, 2016

Greg had barely taken his seat when he told me his greatest challenge was getting his sales reps to generate enough qualified sales leads. ” So, his salesmen and women were struggling to engage prospects who didn’t even know their company existed. The Universal Sales Challenge. The cost of sales plummets.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Top of Funnel 120

No More Cold Calling

JULY 21, 2016

Outside of rare business booms, sales reps always encounter these top two challenges: Getting meetings with decision-makers at the level that counts. Radio silence from prospects who don’t return messages. Balancing client work with prospecting. Sales processes that get longer and longer with more buyers.

Referrals 120

Referrals Strategy Scale Decision Maker 120

No More Cold Calling

JULY 14, 2015

Great sales leaders must also be great managers. No one had time to prospect, because they couldn’t keep up with the business coming in every day. Companies had no pipelines, and many businesses folded. Remember when the phone was ringing off the hook and companies hired anyone who could fog a mirror? We need both.

Sales Management 120

Sales Management Hiring Referrals Conference 120

SBI

OCTOBER 23, 2012

I recently read 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen. Written for sales managers and small business owners, this is a guide every sales leader will benefit from. It’s packed with excellent tips and ideas to help you take your sales force to the next level.

Sales Management 101

Sales Management Hiring Pharmaceuticals Scale 101

Bernadette McClelland

SEPTEMBER 18, 2018

Whilst you are excited about the prospect of growth and trying new things, you lose commonality with those who are no longer in your world. And I look at freelancers, entrepreneurs and even small businesses now focusing so much on their product and not enough on marketing and I think, ‘flip it guys, flip it’!

Lead Rank 170

Lead Rank Lead Scoring Follow-up Exact 170

Increase Sales

NOVEMBER 18, 2015

The sales process begins with that first encounter be it direct with a handshake or indirect by someone reading your content, viewing your LinkedIn profile or having your name come up in a business to business sales conversation. For mid-size to small businesses, there are many nuances within the sales process.

Sales Process 70

Sales Process Ideal Customer Profile Customer Service Twitter 70

Hubspot Sales

MARCH 23, 2020

Best for facilitating a wide variety of sales-relevant conversations. The Sales Best Practices Group is intended to be a discussion space for sales professionals. Common discussion topics include sales development, prospecting, cold calling, productivity, CRM information sharing, business development, and closing strategies.

Social Media 22

Social Media Groups Networking Media 22

No More Cold Calling

JUNE 11, 2015

Can you walk me through what happened when you met with that prospect initially? You mentioned the prospect initially pushed back pretty hard. About the Author Keith Rosen, MCC, is the CEO of Profit Builders—which has been named one of the “Best Sales Training and Coaching Companies” worldwide for the last four consecutive years.

Lead Rank 120

Lead Rank Coaching Face-to-face Call-back 120

criteria for success

APRIL 1, 2020

Prospecting Through Uncertainty. Many salespeople are finding it difficult to prospect for new business. They may be concerned about what message to send, or worried about whether it’s appropriate to be prospecting right now. For most salespeople, you can and should continue to prospect throughout this situation.

System 97

System Up-Sell Call-back Face-to-face 97

No More Cold Calling

NOVEMBER 29, 2016

Then ramp up your prospecting activity by asking for referrals from those happy customers, and you’ll be well on your way to building a strong pipeline for Q1. Learn more about referral selling in this month’s blog posts from No More Cold Calling: 3 Referral Selling Skills All B2B Sales Reps Should Practice. Big mistake.

Referrals 120

Referrals Cold Calling Lead Generation Call-back 120

criteria for success

JUNE 14, 2022

Sales are contingent upon the attitude of the salesman – not the attitude of the prospect.” –W. Michael Gerber, Author of The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It. Simon Sinek, Author of Start with Why: How Great Leaders Inspire Everyone to Take Action. David Sandler.

Motivation 98

Motivation Social Media Influencer eBook 98

No More Cold Calling

SEPTEMBER 15, 2016

The Referral Gap in B2B Sales Strategies. You know by now that referral selling should be your #1 prospecting strategy, because all referred sales leads are qualified. When sales reps receive referral introductions to prospects, they: Arrive pre-sold: Prospects know the purpose of the meeting and want to talk.

Webinar Metrics 120

Webinar Metrics B2B Strategy Referrals 120

No More Cold Calling

DECEMBER 17, 2015

Some people say it takes seven to 12 touches for sales reps to reach their prospects? The #1 challenge sales reps face is getting to decision-makers quickly. But when sales organizations put referral programs in place, reps don’t need to jump through hoops to get meetings. Is your team tired of cold calling?

Referrals 120

Referrals Meeting Scale Cold Calling 120

No More Cold Calling

JANUARY 21, 2016

Do your sales reps really prospect based on fairy tales? Yet, many sales reps buy into the mythical statistics and ridiculous promises floating around the Internet about how to drive sales leads in the digital age. Believe that 57 percent of the buying process is complete before a prospect ever talks to a salesperson?

Lead Rank 168

Lead Rank Lead Scoring Buyer Leads 168

No More Cold Calling

FEBRUARY 11, 2016

But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning. It’s similar to the conversations most sales reps have with prospects. Sales management: Listen up. It’s not the symptoms your prospects want to hear about—they’ve already noticed those.

Sales Management 120

Sales Management Scale Cold Calling Referrals 120

No More Cold Calling

JUNE 30, 2016

If your sales reps aren’t on target to make or exceed quota, and aren’t getting meetings at the right level, now is the time to switch tactics … before it’s too late. Are your sales reps still wasting time with cold prospecting—sending emails and social media requests to strangers who aren’t expecting to hear from them?

Referrals 136

Referrals Decision Maker Sales Qualified Lead Hiring 136

No More Cold Calling

NOVEMBER 1, 2015

I’ve heard it takes at least seven to 10 touches for sales teams who cold call and cold email prospects to connect with decision-makers. And why is it so hard for these reps to actually get on their prospects’ calendars? Want Prospects Who Want to Hear from You? Who has that kind of time? Read more.). Get Referrals.

Referrals 120

Referrals Decision Maker Cold Calling Lead Rank 120

No More Cold Calling

DECEMBER 3, 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. Forty to 80 percent of sales leads are never followed up on, according to Mark Hunter and Andy Paul. .” Sometimes we get lucky. Everything!

Referrals 120

Referrals Marketing Social Media Cold Calling 120

No More Cold Calling

NOVEMBER 3, 2016

Ensure your sales team makes time to practice these critical prospecting strategies. I’ve built my business entirely through referrals, but I’ve given as many (or more) than I’ve received. Sometimes I get non-business requests for referrals—for a dog walker, mechanic, realtor … you name it. But adults resist practice.

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

No More Cold Calling

SEPTEMBER 29, 2016

More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. Read “ Beware This Really Big Gap in Your B2B Sales Strategies! ”). Are You Derailing Your Prospecting Success? We’ve all made this prospecting mistake: The customer told us her challenges.

Referrals 120

Referrals Cold Calling Webinar Metrics Discount 120