Posts filtered by tags: Cold-calling[x]


 

A Cold Call By Any Other Name

By Tibor Shanto The expression ‘Cold Call’ brings an immediate visceral reaction from people, when it shouldn’t. Most picture opening the yellow pages, picking a business at random, dialling and barking “Wanna buy, wanna buy, wanna buy?”  on the other hand, a cold call by another name is just direct contact. When I say cold calling, I specifically refer to calling someone when that call is not previously scheduled. It doesn’t matter how much prior contact you may have had on LinkedIn, maybe they...
Tags: Sales, Prospecting, Tibor Shanto, Cold calling, Voicemail, 01 - Prospecting, LinkedIn InMail


Maximize Every Prospecting Call

By Tibor Shanto Every mode of communication offers opportunities for proactive prospectors, which is why you don’t want to skip the phone.  The phone offers a number of advantages absent from email, LinkedIn and other social platforms.  It creates contact between two human beings.  What’s interesting is those who stick with one mode, especially social, seem to miss entirely the infinite social interaction and the possibilities the phone lead to.  The skill is in managing those awkward few second...
Tags: Video, Sales, Prospecting, Tibor Shanto, Cold calling, Prospecting Tips, 01 - Prospecting


Look At Objections From A Different Direction

By Tibor Shanto I hate objections, and I bet you don’t wake up looking to be rejected first thing in the morning, and then have to work the rest of the day. However, like working out, those of us willing to get up at 5:00 AM to get ahead of the day, we work through the routine adding sets, increasing pounds, and more. As with most things in prospecting and sales is the same, to develop a routine you can and willingly implement. The goal is to understand and develop means of dealing with the i...
Tags: Sales, Execution, Prospecting, How To Sell Better, Tibor Shanto, Cold calling, 01 - Prospecting


Best Time To Prospect?

By Tibor Shanto With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?” First, wanting to stay real and all, what they are really looking for is either a reason not to prospect or absolution from having not prospected for a while for all the wrong and usual reasons. Either one leads to the same corner of no prospecting and any cross street in sales. There is always something else that seems to them more important matter to deal with than...
Tags: Sales, Execution, Prospecting, Tibor Shanto, Cold calling, Tibor Shanto With, 01 - Prospecting, First Meetings


6 daily prospecting activities new agents can’t afford to skip

The beginning is always the hardest, and it can be overwhelming for a newbie. But by pursuing these six avenues, new agents can get their business up and running and, most importantly, profitable by taking action every day.
Tags: Marketing, Social Media, Radio, Agent, Prospecting, Cold calling, Prospecting Activities, Newbie, Select, New Agent, Rookie, Door Knocking, Matt Kaestner, Sphere Of Influence


5 ways agents screw up cold calling

Rather than agonizing over what to say and do during a call, focus on what not to do. Here are five things you should never do when cold calling.
Tags: Opinion, Marketing, Radio, Agent, Cold calling, Select, Mike Jeneralczuk


2 Tips to connect and build rapport with people immediately

Want to connect better with people on the phone or in person and build rapport today?Over the past few days, I’ve had two readers reach for advice on how to do better outreach.One reader wrote, “never had a role like this before and I’m desperate to succeed and be the best I can be for myself and the company.”Another one writes, “thankful for any help I may get because I am a millennial x 3, so this is not natural.”So I’m sharing two tips you can apply now. Just be people with people My bes...
Tags: Marketing, Empathy, Julie, Cold calling, Inside Sales, Empathetic Marketing, Sales Development Reps


2 Tips to connect and build rapport immediately for sales success

Want to connect better with people on the phone or in person and build rapport today?Over the past few days, I’ve had two readers reach for advice on how to do better outreach.One reader wrote, “never had a role like this before and I’m desperate to succeed and be the best I can be for myself and the company.”Another one writes, “thankful for any help I may get because I am a millennial x 3, so this is not natural.”So I’m sharing two tips you can apply now. Just be people with people My bes...
Tags: Marketing, Empathy, Julie, Cold calling, Inside Sales, Empathetic Marketing, Sales Development Reps


2 Tips to connect and build rapport immediately

Want to connect better with people on the phone or in person and build rapport today?Over the past few days, I’ve had two readers reach for advice on how to do better outreach.One reader wrote, “never had a role like this before and I’m desperate to succeed and be the best I can be for myself and the company.”Another one writes, “thankful for any help I may get because I am a millennial x 3, so this is not natural.”So I’m sharing two tips you can apply now. Just be people with people My best ad...
Tags: Inside Sales, Cold calling, Empathetic Marketing, Empathy, Sales Development Reps


Move The Close Date – Not The Open Date

By Tibor Shanto Salespeople are preoccupied with closing; makes sense, that seems to be where the pay-off is for everyone, at times even the prospect. However, the biggest challenge most sales organizations have is not closing but opening. The reason most salespeople or teams miss quota is not that they can’t close, they just don’t have enough opportunities to close. While it makes sense to fixate on the finish, much of the pressure many sellers face in closing can easily be changed if they obse...
Tags: Sales, Execution, Prospecting, Tibor Shanto, Cold calling, 01 - Prospecting, Tibor Shanto Salespeople


Best Practices To Maximize Cold Email Responses

by Lucy Literado, VP of Marketing at Reply Cold email is a massively popular way of reaching out to potential customers and clients. It costs very little but can bring great results. However, because of its popularity, it’s getting harder to stand out from all the other emails. At Reply we help people automate their email while still keeping them personal. Over the years, we’ve seen first hand what goes into a successful campaign and picked up some cold email tips to help you out. Here are the ...
Tags: Startups, Marketing, Cta, Ppc, Email Marketing, Lucy, Online Marketing, John Doe, Cold calling, Professionalisms, Lucy Literado, SEO Content Marketing Analytics CRO


Proactive Prospecting Goodies

By Tibor Shanto Last September, I was invited by the Institute For Excellence In Sales in Washington DC, to present and discuss our approach to Proactive Prospecting. While I was there Fred Diamond asked me to join him on Sales Game Changers Podcast.  Continuing with the theme of the day: Proactive Prospecting, we explored the many myths and realities of B2B prospecting today. You can listen to the podcast here: document.createElement('audio'); You can also watch the video of my presentat...
Tags: Sales, Washington Dc, Execution, Prospecting, Tibor Shanto, Cold calling, Selling to Executives, 01 - Prospecting, Institute For Excellence In Sales, Fred Diamond


A Critical Mistake In Handling Prospecting Objections

By Tibor Shanto People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection.  However, if we step back, there is no less rejection in other means of prospecting, say e-mail or LinkedIn prospecting; when you look at the numbers, the phone is more effective than e-mail, (better together), it’s just not in your face (ear), like the phone.   There is no mistaking a rejection on the phone, but with those other softer tools, yo...
Tags: Uncategorized, Sales, Execution, Prospecting, Tibor Shanto, Cold calling, Objection Handling, ACME Corp, 01 - Prospecting, Tibor Shanto People


How To Lose 55 Selling Days WITHOUT Ever Being Aware Of It

According to a report released by YouGov the average person loses approximately 55 days per year due to procrastination. When I read things of this magnitude, I tend to get a tad skeptical and just... [[ This is a content summary only. Visit my website for full links, other content, and more! ]]
Tags: Uncategorized, Sales, Procrastination, Time Management, Yougov, Prospecting, Cold calling


Cold Calling: How Many Times Should Someone Say “No” Before You Politely Exit The Call?

You call a “suspect” hoping to set an appointment and then it happens; They tell you they’re not interested or any variation of “Thanks, but no thanks”. Do you politely... [[ This is a content summary only. Visit my website for full links, other content, and more! ]]
Tags: Uncategorized, Sales, Prospecting, Cold calling, Objections


Social Selling Suicide!

By Tibor Shanto I know you may think I have the title wrong, but I mean it, it seems social selling is dying and just stinking out the neighborhood.  I have read my share of “cold calling is dead” articles, and what made them amusing is that they were all emotion based.  While these pieces came in different flavours, they all boiled down to: A bunch of people who have never cold called, or have not done so for a long time, with no clue as to how to execute the craft at a level to fill a pipeline...
Tags: Sales, Linkedin, Execution, Rsvp, Social Selling, Don, Dan, Tibor Shanto, Cold calling, Tibor, 01 - Prospecting, Tibor Shanto I, Brent W Ingroup, Tibor Brent W Ingroup, Donalda Country Club, Ermos Erotocritou


3 Reasons You Want an Objection on Prospecting Calls

By Tibor Shanto Fear of rejection can be paralyzing for many B2B sellers, it has prevented many from picking up the phone, or abandoning call way too soon.  Fear of rejections trumps all potential positive outcomes.  But it is important to remember that there is a big difference between an objection and rejection.  I can object to an element of your viewpoint without necessarily rejecting your entire argument or you as a human being.  In that light, prospecting calls can be viewed differently.  ...
Tags: Sales, Execution, Tibor Shanto, Cold calling, Objection Handling, 01 - Prospecting, Tibor Shanto Fear


The Ultimate Guide to Cold Calling

There are a lot of people out there who will be happy to tell you that you should never bother cold calling. Typically these people are either bad at doing it themselves, have never sold professionally or stand to benefit in some way from discouraging you from doing so. Of course, I don’t believe that sales people should abandon all other forms of selling in favor of cold calling. There are different mediums one can use to create new opportunities, and it doesn’t make sense to eliminate one medi...
Tags: Sales, Guides, Salesforce, Anthony, Forrester, Linkedin Twitter, Sales 3.0, Prospecting, Cold calling, Sales for Life, Keller Research Center, Creating Value, Client Acquisition


Sales Executives Are Immune to This…

The number one most discussed topic by my community in the past year has been surrounding cold calling. If you’re an active member of my online communities, you may recall seeing much of the debate behind the statement I made…cold …Read More »
Tags: Sales, Client relationships, Customer Loyalty, Client Communication, Cold calling, How To Cold Call, Colleen Francis, Observations from the real World, Closing, Accomplishing Goals, Closing Sales, Client Loyalty, Client Attraction, Client Success, Cold Calling Doesn't Work, Does Cold Calling Work


3 Voice Mail Techniques You Should Use

By Tibor Shanto Some things just never get old, summer vacations, cold beer on a warm night, and if you are a seller: Voice Mail; who doesn’t love it?  I figure most of us don’t but does that not change the fact that 90% of outbound (cold) calls you make will end up in voice mail.  You can run and hide like many do or accept reality and bend it to work for you.  Here I’ll share three things you should be doing with voice mail to increase your success. Not one of the three, but a basic you need t...
Tags: Sales, Linkedin, Change Management, Execution, Jill, Tibor Shanto, Cold calling, Voice Mail, 00 - Voice Mail, Voice Mail Techniques


Top Reps Do These 5 Things When Cold Calling

by Chris Orlob, Senior Director of Product Marketing at Gong.io Even with rejection looming on the other line, cold calling is still one of the most powerful sales tool around. Why? You can track your performance immediately. And if you’re persistent, you can master your craft. So, how do you maximize the value of each and cold call? Cold Calling Tip 1: Aim to talk longer. The whole point of a cold call is to get and hold your prospect’s attention. The longer you can keep them on the line, th...
Tags: Startups, Selling, Cold calling, Professionalisms, Gong, Sales Call, Chris Orlob


Voice-Mail – The Original Inbound Appointment Machine

By Tibor Shanto I do a lot of work with organizations trying to improve their prospecting, and the piece they look to from me is the telephone component of a robust prospecting routine. The ones that do best are the companies where the leaders understand that they need their people using all tools available to them, not cherry pick the ones they like while ignoring the ones they don’t hate, like the phone. While e-mail and social selling may seem a bit less bruising, they work best when combined...
Tags: Sales, Linkedin, Execution, Don, Prospecting, Tibor Shanto, Cold calling, Voice Mail, 00 - Voice Mail


My Formula For Consistent Prospecting (Even When You’re Busy)

Sometimes prospecting can be a bit of a challenge for us. We have travel, servicing accounts, internal meetings, putting out fires, administrative things that keep us from keeping up on our... [[ This is a content summary only. Visit my website for full links, other content, and more! ]]
Tags: Sales, Prospecting, Cold calling, Cold Calls


The Dynamics Of Objections

By Tibor Shanto No one like objections, including those who have learned to see objections as a means of moving the call forward, they just understand, appreciate and leverage pushback differently than those who are crushed by the same response.   As with most things in sales, we need to manage both the dynamics and the substance of the conversation, delivery and content.  Things usually fall apart because sellers (encouraged by pundits) focus almost entirely on the content, ignoring the dynamic...
Tags: Sales, Execution, Tibor Shanto, Cold calling, Sales Mistakes, Objection Handling, 01 - Prospecting


Spit Out The Bones

A Zen Master I know, Genpo Roshi, wrote a book called Spitting Out the Bones. The book title is something his Master said to him about Zen. His Master told him that he must “swallow the whole fish and then spit out the bones.” A lot of us, your humble author included, tend to write in terms that suggest there is only one way to do something, or one right answer. We sometimes set up straw men against which we rail to make a point, but in doing so, we frame things as mutually exclusive choices. Be...
Tags: Sales, Cold calling, Sales Acumen, Transactional Sales, Bad Sales Advice, Genpo Roshi, Zen His Master


When You Should Not Interrupt Your Dream Client

Henny Penny, that most frightened and frightful of all sales experts, suggests that you should not interrupt your dream client. She says that they are already busy, and that you are harming them by interrupting their day with an outbound attempt to schedule an appointment. Those executives you need to reach are dealing with big matters of great importance. There are clearly some salespeople who have no business interrupting the executive that work in their dream client companies. If you have not...
Tags: Sales, Don, Cold calling, Henny Penny, Sales Knowledge, Interrupting Your Clients


The Lost Art Of The Cold Call

by Tom McMakin, author of “How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services“ The Blue Devils were down. Duke would either advance to the Final Four or get washed out of March Madness. With less than a minute to go, they hit a three-point shot and were up again. The crowd went crazy. Stephanie Cole and her husband Dave were at home on the edge of the sofa shouting at the TV. Neither were Duke fans, but both had Duke winning. The path to a winnin...
Tags: Startups, Selling, Dave, Duke, Lead Generation, Stephanie, Sales Strategy, Cold calling, Professionalisms, Stephanie Cole, Tom McMakin, Business Development for Consulting


Warm Calls, “Gatekeepers”, And Warm Intros!

One of the WARMEST calls you can ever make is to your network (online and offline). And the best part . . . There aren’t any “gatekeepers”! Seriously . . . There aren’t any... [[ This is a content summary only. Visit my website for full links, other content, and more! ]]
Tags: Networking, Uncategorized, Sales, Linkedin, Cold calling


92% of Executives are Immune to this Sales Tactic | Sales Strategies

I don’t know how many of you visit my LinkedIn profile page, but I encourage you to go there because there’s a really active conversation going on around a number of my posts. The most active engagement post I have …Read More »
Tags: Sales, Social Media, Client Communication, Sales Success, Cold calling, Sales Tips, Colleen Francis, Engage Selling Solutions, Social Media Sales, Sales Calls, Cold Calling Doesn't Work, Cold Leads, Warm Leads


My 30 Best Tips To Get A Potential Client’s Attention

This Thursday, December 14th, at 11:30 am EST, I’ll be hosting a special online webinar to help YOU, get the attention of a buyer, who finds it way too easy to forget about you! Have you signed up... [[ This is a content summary only. Visit my website for full links, other content, and more! ]]
Tags: Networking, Email, Marketing, Sales, Canvassing, Prospecting, Cold calling, Connecting