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

APRIL 6, 2017

Think a referral system is easy? That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. And it only works if you have a referral system in place to ensure sales reps ask for referrals every day. The business case for referral selling is loud and clear.

Guarantee 233

Guarantee Referrals Prospecting Lead Generation 233

No More Cold Calling

DECEMBER 30, 2014

When you receive referral introductions from people your prospects know and trust, their gatekeepers will happily patch you through. Otherwise you probably wouldn’t be in sales. Plus, the connections you make during this festive time of year can help you grow your referral network. You’re not fooling anybody. Learn more.) [Top

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Referrals Gatekeeper Cold Calling Networking 260

No More Cold Calling

APRIL 4, 2013

Managers hold you to the same sales activities as before. I’ve had participants in my referral-selling program tell me, “I don’t know why they brought you in. Most managers are busier than ever before—balancing the needs of their teams with directives from higher up. They’re still making us cold call.”

Sales Management 265

Sales Management Referrals Cold Calling Small Business 265

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.

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Training Sales Management Hiring Social Selling 300

No More Cold Calling

JULY 29, 2021

Only one kind of lead that sales managers should care about. And that’s referral leads. When you source referrals from trusted colleague and clients, you: . How can you generate more hot leads with referrals? Register for my Referral Selling Insights and gain access to the 14-question Referral I.Q.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

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

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

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 Maximizer Banking 298

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

No More Cold Calling

JUNE 19, 2014

When you receive referral introductions from people these executives know and trust, your prospects (and their gatekeepers) will happily take your call. Learn more about the power of referral selling from some of this month’s blog posts: Forget B2C or B2B—Focus on H2H Instead. You’re not fooling anybody. Click here.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

No More Cold Calling

AUGUST 28, 2014

It’s not a sales secret; when you prospect through referrals, you’ll always connect. All you need is a referral introduction. Here’s how a referral introduction works: You ask a colleague or client (your Referral Source) to introduce you to a prospect with whom that person has a trusted relationship.

Call-back 282

Call-back Prospecting Cold Calling Referrals 282

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

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. Sending too much information to your Referral Sources also slows you down. When people offer you referrals, find out what they need from you. Let your Referral Sources lead the way.

Referrals 286

Referrals Sales Qualified Lead Cold Calling Ideal Customer Profile 286

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

DECEMBER 18, 2014

When you have a referral introduction, there’s no need to dupe the gatekeeper. When you receive referral introductions from people your prospects know and trust, they (and their gatekeepers) will happily take your call. Consider the opposite sales approach. When you receive a referral, you don’t need a script.

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Gatekeeper Cold Calling Telemarketing Referrals 303

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. Nurture your network or lose it.

Cold Calling 281

Cold Calling Social Media Referrals Face-to-face 281

No More Cold Calling

AUGUST 27, 2015

All September posts will focus on women in sales. In the meantime, learn more about referral selling in this month’s posts: Don’t Confuse “Target Market” with “Ideal Client” It’s not marketing’s job to identify and nurture your ideal clients, or to convert them into qualified prospects. That’s the job of sales people.

Referrals 120

Referrals Cold Calling Call-back Lead Rank 120

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. Ask for a referral, introduction to someone, or simply advice. Then see if you can introduce this Sales VP to this dream customer. Hiring someone through a referral helps find this talent.

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Hiring Referrals Decision Maker Ideal Customer Profile 300

No More Cold Calling

JULY 23, 2015

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. One of my clients came up with a great idea to beat “busyness” and get referrals. To be conservative, let’s say only half of those meeting attendees provide referral introductions.

Referrals 120

Referrals Cold Calling Social Media Follow-up 120

No More Cold Calling

AUGUST 25, 2015

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. Sure, sometimes we’ll hear from a prospect who was recommended, but referrals don’t just happen , at least not at scale.

Referrals 120

Referrals Lead Rank Lead Scoring Leads 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

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. Will I ultimately be able to help the sales prospect?

Referrals 119

Referrals Hiring Buyer Persona Face-to-face 119

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 Rank 118

No More Cold Calling

SEPTEMBER 11, 2014

A Brit writes to me on social media and wants to discuss referral selling. 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. Why would your Referral Sources be any different?

Social Media 264

Social Media Skype Referrals Twitter 264

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

No More Cold Calling

JANUARY 29, 2020

What excites me is working with prospects and clients on referral selling and experiencing together the dramatic results they achieve. That said, I’ve committed to getting out of my sales comfort zone this year, and that means confronting my technology aversion head on. Sales Managers: Think You’re Ready for Referrals?

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Referrals Gatekeeper Hiring Sales Qualified Lead 120

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. In this way, sales is a lot like baseball. Take the Referral I.Q.

Referrals 120

Referrals Social Media Lead Rank Skype 120

Understanding the Sales Force

JULY 7, 2014

Understanding the Sales Force by Dave Kurlan N ot too long ago, before the advent of Social Selling, if a salesperson needed to add new opportunities to the pipeline there were basically two options: Make Cold Calls; or. Call Existing Customers for Referrals and Introductions. Interestingly, this choice was not a no-brainer!

Leads 282

Leads Marketing Qualified Lead Cold Calling Referrals 282

No More Cold Calling

JULY 16, 2015

To keep your pipeline full of hot prospects and referral leads , make your own luck. By following up on business opportunities and staying in touch with your referral networks. ” The only thing dumber than dropping the ball on inbound sales leads is failing to follow up on referrals. In sales, timing is everything.

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

No More Cold Calling

JANUARY 2, 2014

Set your customer and sales goals for each quarter and for the year. 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. Comment Here.

Referrals 240

Referrals Small Business Small Business Enterprise 240

No More Cold Calling

JUNE 18, 2015

Enter the world of referral selling. You’ll discover how to get more referrals—and seal more deals—all while working less. Once you experience the success of a referral-prospecting strategy, there’s no turning back. Once you experience the success of a referral-prospecting strategy, there’s no turning back.

Referrals 120

Referrals Cold Calling How To Call-back 120

SBI Growth

JANUARY 23, 2014

Marketing is not driving the quality sales leads the field needs. You’re hearing it from your Sales Managers and reps. Your VP of Sales is sick of the excuses. They have the ability to gain referrals through trusted connections. Sales Operations should implement this strategy to help manage the funnel.

Forecasting 303

Forecasting Prospecting Top of Funnel Sales Qualified Lead 303

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

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.

Referrals 120

Referrals Scale Cold Calling Sales Qualified Lead 120

No More Cold Calling

DECEMBER 11, 2014

Otherwise you probably wouldn’t be in sales. Plus, the connections you make during this festive time of year can help you grow your referral network and fill your sales pipeline in 2015. Of course, since relationships are the key to referrals, building new ones definitely pays off in the long run.)

Networking 273

Networking Referrals Cold Calling Small Business 273