Posts filtered by tags: Cold-calling[x]


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 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

30 Ways To Get A Buyer’s Attention

Sometimes it feels like we’re invisible to our potential clients! We call. We leave messages that go unanswered. We send emails that that aren’t responded to and yet somehow we hope that... [[ This is a content summary only. Visit my website for full links, other content, and more! ]]
Tags: Email, Sales, Linkedin, Prospecting, Cold calling, Snail Mail, Top Of Mind

New Dogs – Old Tricks

By Tibor Shanto While politics may be dominating populism these days, it does not hold a monopoly on populism, it is part of, if not the driving force for any like-minded group.  While most tend to limit their exploration of populism to political and social movements, populism, with all it’s positive possibilities and ugly realities, permeates and exists in other tribal groups and movements, like sales.  While others may want to define in loftier ways, in the end, populism at its core, should be...
Tags: Sales, Change Management, Execution, Tibor Shanto, Cold calling, Play to Win, Tibor Shanto While

Why Cold Calling Doesn’t Work

There has been much debate on my LinkedIn article regarding cold calling. I’ve discussed it in-depth this year especially, as in 2017 and beyond there are simply more effective prospecting methods available today. Seriously, think about the last time someone …Read More »
Tags: Sales, Client relationships, Customer Loyalty, Client Communication, Prospecting, Sales Success, Cold calling, Colleen Francis, Engage Selling Solutions, Motivating Employees, Sales Quota, The Sales Leader, Observations from the real World, Lead Up! Sales Coaching, Accomplishing Goals, Closing Sales

Why Cold Calling Doesn’t Work

With a 0.3% success rate with cold calling, why not abandon this ancient form of technology and focus your team’s efforts on something that works?
Tags: Sales, Selling, Client relationships, Customer Loyalty, Client Communication, Prospecting, Cold calling, Colleen Francis, Engage Selling Solutions, The Sales Leader, Observations from the real World, Lead Up! Sales Coaching, Closing Sales, Client Loyalty, Pipeline Management, Client Attraction

6 Hot Tips For Improving Your Recruiting Cold Calls

Successful employee recruitment is one of the driving factors behind any business, and while it’s gotten easier than ever thanks to sites like LinkedIn, there is still a place for recruitment cold calls. Here are some of the best practices and tips for improving recruiting cold calls to candidates because it is one of the […]
Tags: News, Trends, Recruiting, Branding, Blog Posts, Cold Call, Call Center Recruiting, Cold-calling, Elizabeth Heron

Social Ends When The Phone Rings

By Tibor Shanto – [email protected] The reason you need to integrate social selling, traditional phone work, and other elements of prospecting, is to ensure that you are covering all bases the process of converting a stranger, into a bonified pipeline opportunity. This means using the right tool at the right time, not as some would have you believe, using one tool “über alles”; but rather using the right tool for the task at hand along each step of the process. Social selling, and the u...
Tags: Sales, Communication, Execution, Prospecting, Tibor Shanto, Cold calling, Selling to Executives, Sales Mistakes, Seth Stephens Davidowitz

Voice Mail – To Leave or Not To Leave?

By Tibor Shanto – [email protected] Proactive Prospecting Summer – Part 9 I like to hear sales people talk about voice mail, especially the ones who do not leave messages. If you are going to succeed at prospecting, phone will be part of your tool kit. If you’re going to make phone calls, you are going to hit voice mail. You can run from it, like many so-called sales people do, or you can watch the video below, understand why you should leave them, then follow the link in the video to...
Tags: Video, Sales, Tibor Shanto, Cold calling, Voice Mail, Proactive Prospecting Summer

Seriously, Enough With Cold Calling Already | Sales Strategies

I’ve said it before and I’ll say it again. Cold calling is nothing more than desperation selling. I had a recent debate on one of my social media networks on the effectiveness of cold calling. The truth is, he had …Read More »
Tags: Sales, Selling, Customer Service, Client relationships, Customer Loyalty, Client Communication, Sales Success, Cold calling, How To Cold Call, Sales Tips, Colleen Francis, Engage Selling Solutions, Motivating Employees, Sales Quota, The Sales Leader, Closing

In the World of the Blind, the One Eyed Man is King

I still believe that you need business acumen and situational knowledge to create and win opportunities. I believe that you need to know things, to be your dream client’s peer, to think like a business person. (This is chapter 15 in The Only Sales Guide You’ll Ever Need) It’s true that one of the reasons that buyers are struggling to make a good buying decision is that it’s tough for them to manage their internal processes and build the necessary consensus. The more people that enter the process...
Tags: Facebook, Sales, Jeb, Tony Hughes, Cold calling, Jeb Blount, Cold Calling Facts, Prospecting Is Part Of Selling