Hubspot

JULY 19, 2010

If you're a regular reader of this blog, you know that we HubSpotters aren't confident in the success of cold calling as a sales and marketing tactic. The Abusive Math of Cold Calling. Marketing Takeaway: Cold calling is not an effective sales method. Author: John Jantsch of Duct Tape Marketing.

Cold Call 70

Cold Call Referrals Appointment Campaign 70

The Sales Hunter

NOVEMBER 12, 2013

But one thing never changes: People do business with people, not with technology.” How People, Not Technology, Seal the Deal. ” She also wrote a great sales book called “No More Cold Calling.” ” She also wrote a great sales book called “No More Cold Calling.”

Technology 76

Technology Technology Referrals Cold Call 76

Women Sales Pros

SEPTEMBER 6, 2019

Sue wasn’t the most technical person in the world, but now she’s selling technology in a male-dominated industry. At first, she struggled to embrace the technology at a deeper level. 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

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

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. Source: Gartner ​.

Closing 62

Closing B2B Sell Referrals 62

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

Women Sales Pros

SEPTEMBER 12, 2021

Others have formed over the years based on perceptions that we’re too soft, that we can’t manage work and family, that we don’t understand technology. Some barriers we create for ourselves. We don’t have to think or act like men to become rainmakers. In fact, men often tell me, “The best salespeople I know are women.”

Cold Call 83

Cold Call Referrals Sell Clients 83

Pointclear

APRIL 3, 2014

Toss the technology. But while technology has forever altered our sales processes, it won’t save our sales careers. Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. Relationships rule in sales.

Cold Call 100

Cold Call Referrals Cross-sell Contact 100

criteria for success

MAY 18, 2025

These articles will help: 3 Technology Systems You MUST Have If You Have a Remote Sales Team Does Your Remote Sales Force Have the Right Processes in Place? Im talking about a platform like Collavia –something that lives in the cloud and is quick and easy to edit.

Prospecting 52

Prospecting Process Cold Call Referrals 52

Sales Hacker

OCTOBER 16, 2020

They tend to feature dump and forget the purpose of a cold call. With enough calls and emails, you can usually find a way to break through. The next question you may have is, how do you start building rapport when you only have 30 seconds to make an impression on a cold-call? They don’t have time for cold calls.

Prospecting 126

Prospecting Cold Call Referrals Objectives and Key Results 126

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

Sales Hacker

SEPTEMBER 2, 2020

Instead of meeting the customer face to face, an inside sales rep will cold call potential leads, perform product demonstrations, and schedule a series of onboarding sessions. Case.one generated their Initial leads primarily via conferences and cold calls. Now 50% of their customers are from inbound and referrals.

Inside sales 130

Inside sales Cold Call Contract Price 130

Women Sales Pros

SEPTEMBER 12, 2021

Others have formed over the years based on perceptions that we’re too soft, that we can’t manage work and family, that we don’t understand technology. Some barriers we create for ourselves. We don’t have to think or act like men to become rainmakers. In fact, men often tell me, “The best salespeople I know are women.”

Cold Call 62

Cold Call Referrals Sell Clients 62

Sales Hacker

MAY 5, 2020

While more than half (52%) are from internet and software services (aka SaaS), there was also a good amount from commercial & professional services, consulting, media, technology hardware & equipment, and others. Cold calling has long been a preferred method of outbound prospecting, but its effectiveness has dropped off for some.

Cold Call 114

Cold Call Quota Represent Pipeline 114

Score More Sales

AUGUST 9, 2012

For starters, I have to say that I take exception to the generalizations about cold calling – we all know that cold calling is alive and well, it’s alive – except that it is now preceded with a tiny bit of research and is called warm or targeted calling. In technology sales.

Gaming 85

Gaming Cold Call Education Referrals 85

Sales Hacker

FEBRUARY 26, 2018

Excessive frequency of cold calling. 2) Excessive frequency of cold calls. If cold calling makes up bulk of your lead generation numbers, then something is wrong with: Your process. Your technology stack. Warm up cold calls and emails with business intelligence, referrals, or insider information.

Cold Call 88

Cold Call Pitch Referrals Pipeline 88

The Sales Hunter

MARCH 25, 2012

Salespeople have become reliant on technology to make leads magically appear, and we’ve abdicated our role to initiate new relationships and new business. Give Salespeople the Tools to Generate Referrals. We leave money on the table every day. Your current clients love you and want to do business with you. I’m on it.

Lead generation 81

Lead generation Referrals Cold Call Clients 81

Sales Hacker

DECEMBER 30, 2020

70% of businesses claim that social referrals convert faster than any other type of lead. AI technology is quickly being integrated into most sales intelligence tools to assist reps with lead scoring and sales outreach. 70% of B2B sales professionals say that social referrals convert faster than any other type of lead.

CRM 132

CRM B2B Referrals Sales 132

Sales Hacker

JULY 16, 2020

But look closer and you’ll see Giphy is yet another beneficiary of the Era of the Ecosystem — this paradigm in SaaS where the ability to integrate your technology into other products is just as important as your product itself. Top of funnel: Stop cold calling, get a referral. Bottom Line.

Pipeline 120

Pipeline E-commerce Cross-sell Referrals 120

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. Cold Email.

B2B 105

B2B E-commerce Cold Call Represent 105

Hubspot

OCTOBER 13, 2014

The IT reseller community, consisting of Value Added Resellers and Managed Services Providers community, has been a key channel for technology companies for the last 25 years. The second parallel is how the marketing agency community has had to grow beyond its traditional channels of generating business: referrals, events, and cold calling.

Referrals 78

Referrals Cold Call Contact CRM 78

Sales Hacker

OCTOBER 30, 2018

She is the co-author of a business book, called Aligned to Achieve , about sales and marketing alignment. Andrea has led numerous sales initiatives and teams at enterprise software and solution providers, including Varolii, IBM, Symphony Technology Group, Vitria Technology, DigitalThink, and PeopleSoft.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Score More Sales

AUGUST 12, 2013

Calling people you don’t know yet, also known as “cold calling” – or “warm calling” when you have an introduction or referral DOES work still. It differentiates who moves forward with a buyer and who does not. It works every business day of every week. Increase Opportunities.

Inside sales 85

Inside sales Cold Call Referrals B2B 85

Women Sales Pros

SEPTEMBER 27, 2019

Staying connected with others is important, but so is occasionally disconnecting from technology. When it comes to balance, technology is a double-edged sword. Technology makes our lives (and work) more exciting and, in many ways, more efficient. Joanne Black is America’s leading authority on referral selling.

Sell 85

Sell Cold Call Referrals Clients 85

Lead Fuze

OCTOBER 1, 2021

Prospecting is a broad term that encompasses marketing strategies, cold calls, email marketing, and other methods of nurturing leads. Bravo, you understand better than anybody else the significance of crafting a strong script ahead of your cold-calling attempts. 6 Make cold calls . 21 Start Q&A forums .

Technique 95

Technique Prospecting Cold Call Sales 95

SalesHandy

MAY 1, 2020

You can do it by a cold call, cold email , or a social media approach whichever is best applicable for you. You can review your email templates, cold call scripts, sales collateral, and other essential activities if they are facing any bottlenecks. Use technology over manual work. Always ask for referrals.

Prospecting 87

Prospecting Cold Call Technique Sales 87

Hubspot

MARCH 22, 2011

You can turn up tons of advice on how to be more efficient, get more referrals, make better cold calls, run more effective sales meetings, etc. There will continue to be many changes in technology that will affect the way people buy which impacts the way we need to sell. Please answer in the comments below.

Sell 77

Sell Cold Call Technique Referrals 77

ConversionXL

APRIL 4, 2017

Virality and Referral. In reality, viral marketing tends to only work really well for a few types of companies, and usually referral ends up being an effective yet much smaller part of someone’s growth strategy. Resources on virality/referral: Referral Marketing Master Course. Unbounce blog. Just think about it.

Growth 118

Growth Referrals Niche Strategic partnership 118

Hubspot

SEPTEMBER 23, 2011

No more worrying about whether your salespeople are making cold calls. It seems to me that rather than making cold calls, salespeople must now attempt to reach these ghosts that don't wish to be found, and talk with dozens of them to find a single one that might turn into a legitimate opportunity.

Cold Call 68

Cold Call Referrals Pipeline Follow-up 68

SalesLoft

APRIL 19, 2018

Technology has evolved, but has your approach to your sales pipeline? This list of 10 Tips for Building a Strong Sales Pipeline includes modern approaches and shows you how to apply technology to update a few classics that never go out of style. Ask for referrals. What could be easier than only needing to reply with 1, 2, or 3?

Pipeline 69

Pipeline Referrals Cold Call Sales 69

Hubspot

AUGUST 15, 2013

Cold calling is the dirty little secret no one wants to admit to. Work Your Referral Network – It Is a Sales Bounty. Inside Sales Power Tip 126 – Stop Calling High. Never Make Another Cold Call? How Sales Technology Will Shape the Future of Buyer Interactions. Congratulate them on Twitter!

Elevator Speech 78

Elevator Speech Cold Call Inside sales Retail 78

Hubspot

DECEMBER 12, 2019

Information technology (IT) consultants implement and manage new technologies, such as systems integration, software development and management, and enterprise architecture. Cold calling and emailing. HR consultants also ensure businesses are following legal and ethical personnel practices. IT Consulting.

Consult 96

Consult Healthcare Niche Management Consulting 96

The 5% Institute

JULY 25, 2023

Choosing the Right Prospecting Methods Cold Calling: Is It Still Relevant? Cold calling has been a staple in the sales industry for decades. Personalization and relevance are key to success in cold calling. Focus on building trust and rapport with your clients to encourage repeat business and referrals.

Prospecting 52

Prospecting Objectives and Key Results Cold Call Referrals 52

Score More Sales

APRIL 2, 2012

Stop calling people without a quick scan of their website. I received a cold call from someone who was talking to me as a potential prospect, not as a very strategic potential referrer. Start by having interesting conversations with others there – instead of blanket emails to people connected to you in a group.

Inside sales 74

Inside sales Cold Call Referrals Sales 74

SalesHandy

NOVEMBER 28, 2020

Leads are captured by adding contextual links back to your website that direct visitors to your website content, and generate leads from referral traffic. Most of the community members share new posts regarding technology and trends. User referrals programs. Hackernews. Discussions outside of it aren’t off the limits, though. .

Lead generation 111

Lead generation B2B Referrals Networking 111

Hubspot

MARCH 12, 2018

In our pursuit of short term productivity, we’ve become addicted to the efficiency that technology provides. Caught up in this technology obsession, we’ve neglected to teach junior sales professionals how to build relationships. The last thing you want to do is get your referral partner fired. Shame on us. What will happen?

Prospecting 101

Prospecting Referrals Sales Up-sell 101

SalesLoft

MARCH 20, 2014

In any cold call, there’s times that you end up talking to assistants of decision makers that you need to circumvent to get to the people you need. In the age of constantly growing technology, there are tons of software tools you can use to help your BDRs succeed. Learn How to Ask for Referrals.

Cold Call 52

Cold Call Referrals Price Prospecting 52