No More Cold Calling

APRIL 4, 2013

Is training your sales team a waste of time and money? Sales training is not an event; it’s a behavioral change. Many sales leaders schedule training sessions, pat themselves on the back for investing in their teams, and consider their mission accomplished. Managers hold you to the same sales activities as before.

Sales Management 265

Sales Management Referrals Cold Calling Small Business 265

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

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. 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. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

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 Sales Qualified Lead 233

No More Cold Calling

DECEMBER 30, 2014

Which broken sales strategies should we leave in the past (ah-hem, cold calling )? 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. Phillip Twyford, director of sales and marketing for Tico Mail Works, elaborates in this guest post.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

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

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. How can that be?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

No More Cold Calling

OCTOBER 10, 2013

Sales guru and guest blogger, Jonathan Farrington, explains why he’s never made a single cold call. 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.

Cold Calling 298

Cold Calling Referrals Banking Maximizer 298

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

Sales 2.0

OCTOBER 25, 2021

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales time sucks.

Territories 396

Territories Compensation Scale Decision Maker 396

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 each until July 4, 2024. Then came Pick Up the Damn Phone!:

Referrals 156

Referrals Cold Calling Social Media Sales Qualified Lead 156

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. Too often, Sales VPs don’t get ideas outside of their own sales organizations. The pressure is on to consistently perform.

Hiring 300

Hiring Referrals Decision Maker Ideal Customer Profile 300

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 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. Sales Alchemy]: Turning a “No” Into a “Yes”.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

Jeffrey Gitomer

MAY 16, 2013

Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? You’re a micro manager with little or no current sales talent yourself. Successful sales leaders….

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

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

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. Speed Up the Sale, Don’t Slow it Down. Sending too much information at the wrong time puts a wrench in your sales process. Ditch the sales pitch. Let your Referral Sources lead the way.

Referrals 286

Referrals Sales Qualified Lead Cold Calling Small Business 286

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

DECEMBER 18, 2014

When you have a referral introduction, there’s no need to dupe the gatekeeper. These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. 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

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

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

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

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. Well, sales is not a party.

Cold Calling 281

Cold Calling Social Media Referrals Face-to-face 281

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

I’m not looking forward to stepping out of my sales comfort zone this year, but I must. 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’m not scared.

Referrals 120

Referrals Gatekeeper Hiring Sales Qualified Lead 120

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

FEBRUARY 6, 2014

Does your sales team know how to have a business conversation? You’d be surprised who IT firms are now hiring for sales and consulting positions—people with hospitality and restaurant backgrounds. One of my colleagues, a vice president of sales, told me that he tells his people all the time to ask for referrals.

Closing 251

Closing Hiring Referrals Small Business 251

No More Cold Calling

AUGUST 27, 2015

For the first time ever, Dreamforce will feature two sessions for women in sales. WomenSellDF15) I’ll be presenting “Big Deals and High Heels: Why Women Are Naturals at Selling,” along with Barry Trailer, managing partner of CSO Insights. All September posts will focus on women in sales. That’s the job of sales people.

Referrals 120

Referrals Cold Calling Call-back Lead Rank 120

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. No matter how much you have on your plate, unless you make time to prospect, your sales pipeline will dry up. That’s how you get referrals and meet your key prospects every time.

Referrals 120

Referrals Cold Calling Social Media Follow-up 120

Jeffrey Gitomer

AUGUST 15, 2011

Make more sales. Filed Under: Attitude , Sales , Success Tagged With: attitude training , book on attitude , building trust , business social media , corporate sales training , customer service , customer service training , gitomer , jefrrey gitomer , sales blog , selling skills. Get Sales Blog Updates. Categories.

Remedy 334

Remedy Hiring Training Social Media 334

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? The Joy of Social Media.

Social Media 264

Social Media Skype Referrals Twitter 264

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!

Marketing Qualified Lead 282

Marketing Qualified Lead Leads Cold Calling Referrals 282

No More Cold Calling

AUGUST 20, 2015

If you’re a sales manager, you’ve probably even said it. The problem is that sales reps neglect important activities during early stages of the sales process. Unless you address the broken links in your prospecting system , your sales reps will continue to struggle. I asked my client how the sales reps prepared.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 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

NOVEMBER 5, 2013

You are the ultimate sales technology! Many of them have contributed to the effectiveness of salespeople, but none of them has managed to replace us. You use technology to facilitate your sales process—to conduct research , find referral sources, organize information, and provide buyers with valuable information.

Sales Technology 249

Sales Technology Small Business Small Business Enterprise 249

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 Marketing Qualified Lead 120

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014 , don’t just give your sales team an annual quota and expect them to make it rain. Instead, give them manageable goals to meet each week or month. When looking for new business, many sales organizations shake the trees and see what falls off. That’s not a dependable or prudent sales strategy.

Referrals 240

Referrals Small Business Small Business Enterprise 240