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Inside Sales: Listen Up!

listenA new ebook from InsideSales.com tells how to turn cold calls into hot leads with referral selling.

You really can stop cold calling. Well, you could—if only your manager would let you. If only you weren’t graded on the number of dials you made or restricted from spending too much time on the phone with a prospect. I know that happens, because you’ve told me about it.

What salespeople—and sales managers—need to understand is that calls are either hot or cold. There’s no such thing as a warm call. Nor are your emails or social media messages warm, just because you’ve done a little research. Regardless of how you reach out to prospects, your attempt is either:

  • Cold: Your prospect doesn’t know you and doesn’t expect to hear from you.
  • Hot: You’ve been introduced by someone your prospect knows and trusts.

There is no in-between.

No One Wants to Get a Cold Call

I don’t answer cold calls, and I don’t respond to cold emails—and neither do the decision-makers you want to reach. A favorite time of day for cold callers is 5:00 p.m. I receive at least four calls every day around that time. I know that’s when executives are most likely to be in their offices and answer their phones, but do you really think we’ll pick up? We have caller ID. We’re onto your tricks of calling from your cell phone so “wireless caller” appears. I got duped a few times, but not anymore.

Then you follow up with a generic email or LinkedIn message. Guess what decision-makers do with those? Delete, delete, delete.

Inside Sales Meets No More Cold Calling: An eBook

I was thrilled when Ken Krogue, founder of InsideSales.com, invited me to present with him at Dreamforce 2014. I was perplexed at first, as I don’t usually work with inside sales teams. However, the presentation rocked, and InsideSales.com published a dynamite ebook based on my presentation and discussion with the attendees.

“Turn Cold Calls into Hot Leads with Referral Selling” is eight pages of insights and action steps to help you become a referral seller. You’ll learn how to:

  • Achieve 50 to 70 percent close rates by leveraging the power of referrals.
  • Build an effective referral system in three simple steps.
  • Avoid common mistakes sales teams make.

Download the ebook now.

How Much Do You Know About Referral Selling?

Want to measure your referral-selling savvy against that of your peers? Take the Referral I.Q. Quiz now and join our referral-selling research. Click the button at the bottom, and you’ll see the results tabulated for salespeople who have taken the quiz.

So, how do you stack up?

Connect with No More Cold Calling

Follow Joanne on Google+ or Twitter @ReferralSales, or connect on LinkedIn and Facebook.

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