Understanding the Sales Force

JANUARY 25, 2012

Understanding the Sales Force by Dave Kurlan Cold calling. You still receive calls like this from new, and sometimes not so new salespeople selling insurance, investments, copiers, office supplies, commercial real estate and long distance phone services. Cold calling isn't effective except for the most brilliant of callers.

Cold Call 96

Cold Call Real Estate Appointment Pipeline 96

Veloxy

MARCH 28, 2022

Authentic Cold Calling: The Path to Fearless, Effective Cold Calling Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling The Secrets to Cold Call Success: Close More Business in Less Time than Ever Before Cold Calling Techniques (That Really Work!)

Outside Sales 217

Outside Sales Inside sales Cold Call Sales 217

Veloxy

DECEMBER 28, 2023

Sales professionals in outside sales roles enjoy a higher level of autonomy, often working independently and engaging directly with clients to build strong customer relationships. An integral part of outside sales is the talent to interact with clients in person to finalize the sale.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Women Sales Pros

JULY 27, 2018

Referral leads arguably close easier, race through the pipeline to close faster than other lead source and generate higher loyalty and lifetime value. Referrals work because people trust people, more than they trust any other source of information. The most important ingredient for a successful referral program is to “be referable”.

Referrals 93

Referrals Pipeline Non-Profits Cold Call 93

Sales Hacker

JANUARY 4, 2022

Jason runs a company called Blissful Prospecting. His clients have included teams from companies like Zoom, CBRE, Medallia, Xfinity, Commvault, and more. Help us plant 50,000 trees this holiday season, and sign up using a friend’s referral link. Sam Jacobs: Is cold calling less or more effective than it used to be?

Cold Call 95

Cold Call Up-sell Prospecting Pitch 95

Sales Pop!

JUNE 5, 2024

Our article explores some of the elements necessary for growing the numbers to increase authority, referrals, and business growth. Early in my sales career, I was advised to make an exponential number of cold calls daily. But sadly, this perennial thought often omits integrity.

Cold Call 195

Cold Call Referrals Gaming Growth 195

Anthony Cole Training

JANUARY 27, 2015

Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and call someone. If you work strictly on referrals or introductions, that task is easier.

Cold Call 210

Cold Call Sports Legal Referrals 210

Women Sales Pros

OCTOBER 18, 2019

And without strong relationships, you can forget about getting referral leads. Top salespeople know existing clients are their best source of referrals to new clients. Clients will always take calls from these sales reps, because they provide insights and guidance. How People, Not Technology, Seal the Deal.

Referrals 80

Referrals Cold Call Sales Technology 80

criteria for success

JULY 12, 2022

Asking for Referrals. Referrals are crucial in sales. A trusted mutual contact can open a door to a prospect, warm up a cold call and increase your chances of getting a call-back or an in-person meeting. So, how do members of your team ask for referrals? Cold-Calling. Former clients.

Cold Call 105

Cold Call Referrals Objectives and Key Results Networking 105

RingDNA

MARCH 26, 2025

How to Use LinkedIn to Find and Engage B2B Sales Prospects While the cold call has hardly disappeared from inside sales, social media tools such as LinkedIn give you the ability to warm up cold calls with research. Forget cold calling as your only tool. They’re potential partners, collaborators, and clients.

62

62

Hubspot

JULY 25, 2023

Cold calling is the bread and butter of sales reps in real estate. So, how should you cold call in real estate? In this post, we'll share 11 cold-calling scripts for real estate agents. Sales representatives reach out to potential clients without knowing if they’re interested in selling or buying property.

Real Estate 69

Real Estate Cold Call Commission Up-sell 69

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. Have your salespeople pretend it''s 1985.

Cold Call 112

Cold Call Referrals Follow-up Up-sell 112

Sales Hacker

JUNE 26, 2019

Everyone seems to be an expert these days on getting referrals. It seems that every blog on the block right now has an article on how to ask for referrals or build a referral program. A solid referral program is not built on a foundation of getting. And it all starts with something I call the Referral Machine.

Referrals 78

Referrals Gaming Territory Cold Call 78

Pointclear

MARCH 11, 2014

Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. There is no such thing as “warm calling,” says my latest guest on PowerViews, Joanne Black. You’re either cold or you’re hot—lukewarm doesn’t cut it. Referrals cost nothing. The best part?

Cold Call 100

Cold Call Referrals Clients Prospecting 100

The 5% Institute

JULY 12, 2021

Consistent delivery & referrals. Perhaps you need referrals – they think that’s the employer’s job too. A sales targeting strategy is the process used to find out who your potential clients are; and then setting up systems to reach that desired audience. Plan who your ideal audience is. Set up inbound and outbound systems.

Niche 145

Niche Referrals Objectives and Key Results Strategic planning 145

Women Sales Pros

MAY 3, 2019

You’re going to get out there, talk to more prospects, and win more clients. Prospects are too busy to take your calls. Ask for more referrals. Referrals are the easiest way to get more business, yet the most frequently ignored prospecting strategy. Set a goal for yourself to ask for 2 referrals a week.

Referrals 130

Referrals Appointment Quota Pipeline 130

Women Sales Pros

SEPTEMBER 12, 2021

We see the complexities in deals and dig deep to find the best solution for each client. We instinctively know how to build strong relationships and earn clients’ trust. We’re hardwired to be nurturers, connectors, and collaborators. Yet, women in sales face barriers to our progress. Some barriers we create for ourselves.

Cold Call 83

Cold Call Referrals Sell Clients 83

The 5% Institute

JULY 28, 2021

Consistent delivery & referrals. Perhaps you need referrals – they think that’s the employer’s job too. A sales targeting strategy is the process used to find out who your potential clients are; and then setting up systems to reach that desired audience. Plan who your ideal audience is. Set up inbound and outbound systems.

Niche 145

Niche Referrals Objectives and Key Results Sales 145

The 5% Institute

OCTOBER 21, 2021

Consistent delivery & referrals. Perhaps you need referrals – they think that’s the employer’s job too. A sales targeting strategy is the process used to find out who your potential clients are; and then setting up systems to reach that desired audience. Plan who your ideal audience is. Set up inbound and outbound systems.

Niche 142

Niche Objectives and Key Results Referrals Strategic planning 142

The 5% Institute

MAY 24, 2021

Consistent delivery & referrals. Perhaps you need referrals – they think that’s the employer’s job too. A sales targeting strategy is the process used to find out who your potential clients are; and then setting up systems to reach that desired audience. Plan who your ideal audience is. Set up inbound and outbound systems.

Niche 137

Niche Referrals Objectives and Key Results Strategic planning 137

Pointclear

APRIL 3, 2014

They will not take your cold calls or read your form emails, nor do they want to hear from you on LinkedIn. Get out there and talk to your clients, prospects, and referral sources. Our job is all about building relationships—which is done through meaningful conversations , not emails and status updates.

Cold Call 100

Cold Call Referrals Cross-sell Contact 100

KO Advantage Group

MAY 31, 2019

In this always-on world, clients are more involved than ever. They can find what they’re looking for via a quick search query, through marketing materials, or a referral from a friend. Often, the clients are looking for ways to improve and make their business operation more efficient. And often, it begins with a search.

Clients 67

Clients Referrals Pitch Service 67

Women Sales Pros

MARCH 1, 2019

Most business owners focus only on the end goals: closed sales and net new clients. Total sales, either revenue or margin based on how you compensate sales reps Net new clients Current account revenue Sales growth Client retention Sales Activity Metrics Set these metrics based on daily, weekly and monthly performance based on the sales role.

Cold Call 101

Cold Call Appointment Sales Referrals 101

Closing Bigger

APRIL 8, 2009

Today’s sales podcast is focused on 10 ways to avoid cold calling. In the sales podcast I will cover 10 ways to avoid cold calling. Today’s sales podcast is focused on 10 ways to avoid cold calling. In the sales podcast I will cover 10 ways to avoid cold calling.

Cold Call 40

Cold Call Referrals Launch Networking 40

Closing Bigger

APRIL 8, 2009

Today’s sales podcast is focused on 10 ways to avoid cold calling. In the sales podcast I will cover 10 ways to avoid cold calling. Blog everyday about solutions to client pains. Share your ideal client profile with your entire network in the form of a distributed case study. Use seminar and webinar selling.

Cold Call 40

Cold Call Referrals Launch Networking 40

Heinz Marketing

JULY 13, 2020

This week’s episode is entitled “ What’s Old is New (Again): Timeless (and Pandemic-Proof) Sales Advice from Joanne Black “ Joanne is the Founder of No More Cold Calling . She is the founder of No More Cold Calling. I’ve known Joanne for over 10 years. Joanne, welcome to the show. Joanne: Matt.

Pipeline 90

Pipeline Referrals Cold Call Sales 90

Anthony Cole Training

JANUARY 27, 2015

Here are some examples of doing WIT: Making calls – Regardless of how tired you are, how much you just sold last week, how difficult it is to handle the rejection – if you are going to be successful in selling, you have to pick up the phone and call someone. If you work strictly on referrals or introductions, that task is easier.

Sell 120

Sell Cold Call Sports Legal 120

PandaDoc

JULY 1, 2020

The goal of prospecting is to convert leads (contacts) into prospects (potential buyers) into clients. Create referral programs. Referrals can be neglected by a modern salesperson. Why create referral programs? Warm-up cold leads. Just like referrals, reviews have a tremendous influence on buying decisions.

Technique 98

Technique Prospecting Growth Referrals 98

Women Sales Pros

SEPTEMBER 12, 2021

We see the complexities in deals and dig deep to find the best solution for each client. We instinctively know how to build strong relationships and earn clients’ trust. We’re hardwired to be nurturers, connectors, and collaborators. Yet, women in sales face barriers to our progress. Some barriers we create for ourselves.

Cold Call 62

Cold Call Referrals Sell Clients 62

Sales Hacker

FEBRUARY 26, 2018

And hopefully, never by your clients. Excessive frequency of cold calling. In sales, how you react to a desperate situation and how your clients perceive that reaction matter a lot. 2) Excessive frequency of cold calls. The best salespeople are driven, not desperate. Begging for the sale. Lacking discipline.

Cold Call 88

Cold Call Pitch Referrals Pipeline 88

The Sales Hunter

MARCH 25, 2012

We foster terrific relationships with our many client connections, and we close business and move on to the next prospect. Give Salespeople the Tools to Generate Referrals. Your current clients love you and want to do business with you. We tend to think that our clients will automatically refer us. I’m on it.

Lead generation 81

Lead generation Referrals Cold Call Clients 81

Score More Sales

JUNE 17, 2011

Existing clients provide great opportunity to do more business – stay on the cutting edge to know what they need, and what they are trying to do. Offer new opportunities with existing clients as they already know you, trust you, and value your work. Referrals are KING when it comes to finding prospective customers.

Pipeline 107

Pipeline Contact Referrals Consult 107

Engage Selling

JULY 12, 2012

From anonymous: Do you still feel that cold calling is the best first contact with a new prospect? Cold calls only represent 7% of all sales made in North American in any given year. You are much better off with any of the following contact methods: Reviving past clients. Asking for referrals.

Cold Call 74

Cold Call Cross-sell Referrals Contact 74

Salesmate

DECEMBER 8, 2020

Besides, there are even possibilities of repeat business and high-quality referrals that can acquaint you with lucrative opportunities. Moreover, working with well-known clients can also bring credibility that can lead to better things. You need to be very confident while communicating with big clients. – Robert Coller.

Sell 103

Sell Cold Call Negotiate Cross-sell 103

Understanding the Sales Force

NOVEMBER 15, 2013

One important thing to remember, when making these comparisons, is that the most successful reps don''t make cold calls, so we need to compare their social media successes to the alternative which, for them, is referral/introduction selling. They closed 69% of the leads that were customer/client referrals/introductions.

Cold Call 74

Cold Call Sell Referrals Up-sell 74

Women Sales Pros

SEPTEMBER 6, 2019

She had access to technical experts if a client required more details.She didn’t have to understand everything about how the technology worked, just how it could solve problems for her clients. Sue explained that the more saleswomen understand the technology they sell, the more credibility they bring into client engagements.

Technology 90

Technology Technology Sell Referrals 90

Salesmate

JUNE 23, 2020

SaaS business owners rely on various channels for lead generation such as: Meetups Websites Social media Email campaigns Cold calls Referrals Online advertisements. They might be taking an off or visiting anther client or even giving a demo. Managing business-critical data.

CRM 126

CRM Profit margin Cold Call Contact 126