No More Cold Calling

MARCH 4, 2014

What do you do when prospects aren’t ready to move forward? You connect with a hot prospect, have several conversations, forge a solid relationship, identify next steps, and even schedule a specific time to talk. Radio silence: You know, when a prospect doesn’t call you back or return your emails. Does this sound familiar?

Call-back 274

Call-back Cold Calling Small Business Small Business 274

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. Hear, hear!

Cold Calling 265

Cold Calling How To Referrals Small Business 265

The Pipeline

MAY 20, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Business Acumen , Buying Process , Guest Post , Productivity , Prospecting , Sales 2.0 , Sales Strategy , execution. So having been that guy… Too many sales people show up as a self proclaimed expert because they went to a vendor sales program.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

No More Cold Calling

NOVEMBER 4, 2014

We need to put the statistic into a broader context… If they have a clear sense of what they want to buy—for example if it is a simple or relatively inexpensive transactional purchase or the re-ordering of the same or similar solutions, then it’s hardly surprising that the prospect may conduct most of the buying process online.

Cold Calling 265

Cold Calling Small Business Small Business Vendor 265

No More Cold Calling

OCTOBER 10, 2013

And because referred prospects are more likely to be well qualified, the chance of converting the business is much higher. Generally speaking, referred prospects accelerate through the sales pipeline at a much faster rate than other types of opportunities, and are also more receptive to providing future referrals.

Cold Calling 298

Cold Calling Referrals Maximizer Banking 298

No More Cold Calling

OCTOBER 2, 2014

Yes, technology lets us do many things better and faster, but for some tasks, the old-school ways still work best, especially in sales. When it comes to communicating with clients and prospects, there’s simply no gadget, gizmo, or. Associations Enterprise Sales Management Salespeople Small Business'

Cold Calling 286

Cold Calling Small Business Small Business Enterprise 286

No More Cold Calling

JULY 29, 2014

So when and where is the best time to make a sales pitch? Save it for when your prospects genuinely like and trust you, because strangers on social media couldn’t care less. Sales is still about people buying from people. To increase sales effectiveness, we must make connections that matter. Your mother was right.

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

No More Cold Calling

AUGUST 7, 2014

Here’s his take: “Our clients are constantly asking us where sales managers should spend their time. No matter what one’s position in life may be—CEO, vice president of sales, regional sales manager, president of a country, or general of an army—we all have the same amount of time: 24 hours a day, 168 hours a week, 52 weeks a year.

Hiring 274

Hiring Small Business Small Business Enterprise 274

No More Cold Calling

OCTOBER 22, 2013

In fact, 86 percent of business buyers engage in research independent of the sales cycle. Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Associations Enterprise Sales Management Small Business'

Buyer 271

Buyer Face-to-face Social Media Small Business 271

No More Cold Calling

MAY 15, 2014

For more on how to develop respectful relationships that translate into sales, check out the latest from No More Cold Calling: LinkedIn Is Not a Place to Sell. Social media is a great tool for researching prospects and Referral Sources, and for sharing interesting, relevant information. Small business owners are a target.

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LinkedIn Social Media Cold Calling Hiring 250

No More Cold Calling

OCTOBER 25, 2013

Referral selling is the most effective, most efficient prospecting strategy that exists. With referrals, you convert prospects into clients more than 50 percent of the time. For more on how relationships equal sales success, get your copy of my new book, Pick Up the Damn Phone!: That’s a lot of pressure—and a lot of work.

Networking 270

Networking Referrals Decision Maker Small Business 270

No More Cold Calling

NOVEMBER 5, 2013

You are the ultimate sales technology! As a buyer, I don’t care how your technology works until I know what it can do for my business. The same is true for your prospects and clients. Many of them have contributed to the effectiveness of salespeople, but none of them has managed to replace us. Comment Here.

Sales Technology 249

Sales Technology Small Business Small Business Enterprise 249

No More Cold Calling

AUGUST 19, 2014

Selling by referral is the most personal prospecting strategy that exists. Associations Enterprise Sales Management Salespeople Small Business' I will only refer you if I know you and trust you to take care of my contact as I would. That''s my. Click To Tweet - Powered By CoSchedule.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

No More Cold Calling

NOVEMBER 13, 2013

Inbound marketing might seem like the magic formula for easy sales, but it’s not. It doesn’t qualify our prospects, and it certainly doesn’t set us up to make quota. Associations Enterprise Sales Management Small Business' Inbound marketing will not fill your pipeline. It doesn’t close deals.

Inbound 253

Inbound Lead Rank Lead Scoring Sales Qualified Lead 253

No More Cold Calling

DECEMBER 3, 2013

However, isn’t your goal to connect with people, engage them in conversation, identify key prospects , and leave with follow-up actions? When you don’t treat every prospect you meet at tradeshows like potential customers , you’re wasting your time and theirs. Associations Enterprise Sales Management Small Business'

Small Business 293

Small Business Small Business Cold Calling ACT 293

No More Cold Calling

SEPTEMBER 9, 2014

They want to hear what it—and you—can do for their businesses. They want you to ask questions about their business challenges, share your expertise, offer solutions, and talk ROI. Don’t waste your prospects’ time with demos or put them to sleep with PowerPoint slides. Instead have a real business conversation.

Decision Maker 292

Decision Maker Cold Calling Small Business Small Business 292

No More Cold Calling

DECEMBER 18, 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 your prospects know and trust, they (and their gatekeepers) will happily take your call. Dump the Script We’ve all had to make calls from a script at some point in our sales career.

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Gatekeeper Cold Calling Telemarketing Referrals 303

Sales 2.0

OCTOBER 11, 2019

Their job was getting meetings so brilliant sales engineering geeks like me could waltz in and generate sales pipeline by talking engineer-to-engineer. Once the realization hit me that setting meetings with prospects was the key to my success, I went to my sales manager to find out how to do this.

Engineering 262

Engineering Small Business Small Business Banking 262

No More Cold Calling

OCTOBER 9, 2014

It’s our job as smart, strategic sales pros to deliver value—real value—and we can only do that if we’ve invested time in researching our prospects. In fact, 86 percent of business buyers engage in research independent of the sales cycle. Associations Enterprise Sales Management Salespeople Small Business'

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Cold Calling Call-back Small Business Small Business 280

No More Cold Calling

FEBRUARY 6, 2014

Yes, they also have the technical expertise, but their people skills are what enable them to prospect well, develop relationships, and close business. CEOs and sales leaders across industries tell me that their people routinely email and send text messages to clients, and then complain that they can’t reach their contacts.

Closing 251

Closing Hiring Referrals Small Business 251

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. The truth is that our prospects still need us just as much as they did before. But their needs have changed.

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

Hubspot Sales

MAY 2, 2019

In many ways, technology, like Google Maps, is similar to sales management software. Sales management software provides streamlined tools for data entry and management to speed up this process. And they often include some of the most popular sales tools (e.g., Free Sales Management Software.

Software 141

Software Software Sales Management VanillaSoft 141

The Pipeline

SEPTEMBER 25, 2012

Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout. As the title suggests, we discussed a number of topics relating to sales, and sales challenges important for small business owners.

Strategy 266

Strategy Small Business Small Business How To 266

Increase Sales

JUNE 13, 2013

Out of the mouths from clients come sometimes the most revealing sales management beliefs and behaviors. Yesterday one of my executive coaching clients shared the words of his sales manager. “I believe in managing by ambiguity when it comes to the sales team.” Confusion on the part of prospects.

Sales Management 145

Sales Management Small Business Small Business Facebook 145

No More Cold Calling

DECEMBER 4, 2014

We assume that: Because we had a good meeting with a client, we can forecast the business at 50 percent. Because a person visited a tradeshow booth, she’s a prospect. Assuming is dangerous because it makes us lazy about increasing sales pipelines. Be proactive about how you build your business.

Sales Qualified Lead 275

Sales Qualified Lead Ideal Customer Profile Referrals Small Business 275

No More Cold Calling

AUGUST 15, 2013

The average tenure of a sales manager is just 18 months. Yet, our sales teams need strong leaders more than ever. Sales is not a job for the faint of heart. Sales is not a job for the faint of heart. Sales management is not a job for the faint of heart either. You’re a salesperson.

Face-to-face 234

Face-to-face Referrals Salary Cold Calling 234

No More Cold Calling

MAY 27, 2014

One way to ensure you can respond quickly when prospects and clients need you is to stop taking on customers who aren’t worth your time. Associations Enterprise Sales Management Salespeople Small Business' What have these salespeople been doing? Speed counts, and we drop the ball when we don’t follow up quickly.

Buyer 277

Buyer Social Media Cold Calling Small Business 277

No More Cold Calling

AUGUST 1, 2013

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. Comment Here.

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

No More Cold Calling

SEPTEMBER 23, 2014

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. If you’re sending sales offerings to strangers on social media, you’re pretty much cold calling. Click To Tweet - Powered By CoSchedule.

Social Media 281

Social Media Cold Calling Referrals Face-to-face 281

No More Cold Calling

MARCH 18, 2014

However, when you have your eyes glued to a device, keeping up with what’s going on “out there,” you miss out on the people in front of you—your loved ones, colleagues, customers, and prospects. Associations Enterprise Sales Management Salespeople Small Business' Look at Me or Lose Out. Comment Here.

Customer 244

Customer Journal Sports Cold Calling 244

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? This is how it’s always worked in most sales organizations. Learn more.) [Top

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

No More Cold Calling

JANUARY 2, 2014

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. Even more exciting, with referral selling , you’ll reduce your cost of sales and shorten the time it takes to obtain new clients.

Referrals 240

Referrals Small Business Small Business Enterprise 240

No More Cold Calling

FEBRUARY 18, 2014

This means prospecting through referrals and caring for current clients always take priority over checking email and updating Twitter. What rules do you have in place to ensure that you’re effective at work and not just “busy”? Associations Enterprise Sales Management Small Business' Comment Here.

Cold Calling 232

Cold Calling Small Business Small Business Enterprise 232

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. You know very well that cold prospects don’t want to hear from you. Comment Here.

Social Media 220

Social Media Referrals Cold Calling Small Business 220

No More Cold Calling

OCTOBER 24, 2013

But while referrals are our biggest competitive differentiator, most companies have only a hit-and-miss process for referral prospecting. So sales teams miss out on the most powerful business-development tool that exists. Associations Enterprise Sales Management Small Business' Comment Here.

Sales Process 266

Sales Process Referrals Small Business Small Business 266

No More Cold Calling

SEPTEMBER 30, 2014

What can we learn from our ancestors about connecting with prospects and clients? Associations Enterprise Sales Management Salespeople Small Business' A 27-year-old told me, “There’s nothing like meeting face to face.” I was stunned, because we’ve all heard that Millennials are tethered to their devices.

Wireless 274

Wireless Face-to-face Fashion Cold Calling 274

No More Cold Calling

JANUARY 28, 2014

Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? The moral of the story: Referred prospects always make time to talk to salespeople who’ve been introduced by someone they know and trust. Associations Enterprise Sales Management Small Business'

Gatekeeper 227

Gatekeeper Referrals Cold Calling Small Business 227