Score More Sales

MARCH 31, 2020

Sports fans inherently know the importance of storytelling. Unless they’re the type who look at the score or the outcome… and nothing else. No highlights. No recaps. No interviews. No social media. No conversations with other fans.

Sports 196

Sports Social Media Media Conversion 196

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MARCH 29, 2020

You suddenly have an all-remote, WFH sales team(s). Now what? Learn from others who have been selling remotely already. Success leaves clues, remember?

Resources 51

Resources Sales Inside Sales Sales Leadership 51

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JANUARY 24, 2020

It is difficult to share the excitement and enthusiasm I have in having been invited to be part of the Flip the Script National Tour happening in nine (9) cities in sixteen (16) days in February.

Sales 66

Sales 66

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NOVEMBER 15, 2019

It is the time of year we traditionally think of a way of thanking a customer or referral partner, and we toy with whether to send a prospect some sort of a gift.

Prospecting 227

Prospecting Referrals Customer Sales 227

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OCTOBER 29, 2019

Last week, an amazing group of sales leaders gathered to hone their craft and find an idea or two to grow revenues. This was an annual event put on by Women Sales Pros , and sponsored by Drift , Allego , and VanillaSoft. Coaching was on everyone’s mind as we had a group discussion about what is most important.

VanillaSoft 134

VanillaSoft Coaching Sales Coaching Groups 134

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AUGUST 16, 2019

Let’s get some sales activity going! How great will you feel when you connect with the right buyers and have a strong conversation today? Here are a few great resources we like. Cold Calling Tips from Gong’s research – 17 Proven Techniques. 21 Cold Calling Secrets From the Sales Masters. Cold Call Objection Handling – Outreach (is gated). 14 Actionable Cold Calling Tips and Techniques – Sales Hacker.

Cold Calling 243

Cold Calling Hiring Distribution Inside Sales 243

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JULY 12, 2019

We all have buyers and future buyers who stop replying to us – for a myriad of reasons. Some of the biggest reasons are: They just don’t see enough value to spend time communicating.

Buyer 222

Buyer Revenue Sales 222

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JULY 1, 2019

At the start of another new quarter, there are always those hopes and dreams for a big outcome in a few short months.

267

267

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MAY 29, 2019

We just kicked off our Summer Sales Challenge concept and figure that you’d like to know more about HOW to do it now that you understand the why of doing it. Since we don’t believe in “silver bullets” –.

How To 178

How To Sales Revenue 178

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MAY 3, 2019

We know of eleven factors that historically have shortened sales cycles, based on research done by Objective Management Group.

Sales Cycle 226

Sales Cycle Groups Objections Research 226

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APRIL 14, 2019

I never thought I’d see Tiger Woods win another Masters tournament. That just happened.

Sales Goal 155

Sales Goal Sales 155

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FEBRUARY 22, 2019

Positive and negative information is handled in different parts of our brains. Anything with a negative emotion tends to involve more thinking and this information is processed more heavily in our brain than positives.

Positioning 188

Positioning Account Sales 188

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FEBRUARY 8, 2019

Resource #1. Modern Sales Pros virtual Google group and in-person meetings. They are totally focused on peer knowledge sharing and whether virtual or in-person, you’ll learn from them.

Google 187

Google Groups Resources Meeting 187

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JANUARY 18, 2019

We all have the same number of hours in a week – 168, yet some of us get more done than others. Here is a quick look at how to be more productive – share your ideas with us on LinkedIn or Twitter.

Twitter 201

Twitter LinkedIn How To Sales 201

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JANUARY 3, 2019

A couple weeks ago, Glassdoor published their 5 Workforce Disruptions to Watch for in 2019 and Beyond. One of those points – “The New Era of Tech Hiring Will Be For Non-Tech Jobs” (which includes SALES) supports our point of view about NOW being the time for more women and people of color to consider a career in B2B sales.

Hiring 189

Hiring B2B Sales Sales Leadership 189

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DECEMBER 28, 2018

It is hard to believe that the new year is about to look right at us. Some in sales roles are pleased they hit quota this year and others (more than 57%) presumably did NOT make quota this year. No matter which camp you are in, January 1 brings a new quarter for all and a new year for most.

Quota 178

Quota Sales Goal Sales 178

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DECEMBER 21, 2018

Sales Management 164

Sales Management Sales Company Sales Coaching 164

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DECEMBER 4, 2018

I have spent an entire career in sales since my early 20’s being called a guy. Filling out forms that said “Salesman Number”. Being invited to sales incentive and award events at cigar bars.

Incentives 183

Incentives Incentive Sales B2B 183

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OCTOBER 29, 2018

Years ago, our company name was intentionally changed to Score More Sales because of the great analogies between professional, collegiate, Olympic sports and professional selling.

Sports 189

Sports Intent Sales Company 189

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AUGUST 7, 2018

I love good data. Good data in professional sales means that there is a big enough sample group (thousands, not hundreds) and from diverse industries (not just SaaS which is much more tech savvy). I also love innovation and updating what used to work with what works better.

Follow-up 171

Follow-up Inbound Leads Marketing Qualified Lead 171

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JULY 23, 2018

We all have lessons we’ve learned in life as time has gone on. Certain people have influenced us. In the sales field, many of us have had mentors, peers, managers, leaders and sponsors who may have influenced us. In our homes we’ve had relatives and friends teaching us and guiding us.

Influencer 149

Influencer Relationals Sales Sales Leadership 149

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JUNE 18, 2018

After reading a recent post from Dave Kurlan about The Latest Data Shows that Sales Managers Are Even Worse Than I Thought made me want to immediately publish a plea to company leaders and heads of sales to enable sales managers to do more and better coaching. Using research from 9,000 sales managers and their sales teams, the findings are grim.

Coaching 161

Coaching Data Sales Coaching Research 161

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JUNE 6, 2018

Do you ever feel confused over sales technology tools?

Sales Technology 145

Sales Technology Tools Sales Sales Enablement 145

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APRIL 29, 2018

CLICK HERE to Play Video (or click on image above). When my company was re-branded, I wanted a name that represented my views and my life. At the time, my son had been a successful Division I college athlete and moved on as a professional hockey player. Not only had I raised one competitive athlete but we also provided a home-away-from-home in Seattle for players who played Major-Junior hockey in the Canadian Hockey League (CHL).

Sports 201

Sports Competition Video Sales 201

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MARCH 27, 2018

Whether you are new in your sales role or have been in sales for a while, it is easy to get wrapped in in the latest new sales tool that could help you, or that one magic bullet to specifically help YOU in your role.

Top of Funnel 215

Top of Funnel Funnel Sales Tools Tools 215

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FEBRUARY 26, 2018

It’s strange to think that the talk you have going on in your head can and will affect your success in any endeavor – but it’s true.

Sales 243

Sales Account Strategy 243

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JANUARY 30, 2018

We walk away from sales opportunities every day - abandoned sales opportunities. You do it, I do it, and a few of us have the discipline to identify why our deal didn’t come to closure.

Opportunity 243

Opportunity Sales B2B 243

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JANUARY 25, 2018

Referrals in the sales world are the very best way to grow your sales book of business for many reasons. The first one is that if someone whom you respect refers you to work with someone else, nearly half the “work” in building trust has been done.

Referrals 110

Referrals Revenue Sales B2B 110

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JANUARY 10, 2018

It was time to visit a newer client of ours and this meeting would be at least two hours to go over our findings about their sales leadership, sales reps, sales process, and pipeline. Because we leave plenty of time as a buffer so that we are never late to clients, we ended up with thirty minutes to spare.

Sales Leadership 233

Sales Leadership Pipeline Sales Meeting 233

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DECEMBER 28, 2017

Is productivity what we should be working toward in the sales department, or is it innovation? This new, weekly series revisits a smart article, post or podcast from the greater sales community that was published in the past six months or so that is worthy of more discussion. Today we look at a LinkedIn post by Billy Bob Brigmon, Sr. Principal, Emerging Sales Talent & Innovation at Workday.

Sales Talent 183

Sales Talent Enterprise Enterprise LinkedIn 183

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NOVEMBER 14, 2017

In a long sales career there are many opportunities for negotiation. Companies and products with poor value propositions make it hard on sellers to hold full price.

Negotiation 175

Negotiation Sales Opportunity Company 175

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OCTOBER 19, 2017

Your sales reps – be they inside sellers, field sales, or otherwise are critically important to the success of your planned revenue growth for a very simple reason: A significant portion of the buying journey is done without sales involved and that won’t change.

Company 198

Company Field Sales Revenue Sales 198

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OCTOBER 17, 2017

Need a dose of inspiration to boost sales before the calendar year is over? Working to hit that stretch goal? How about a way to move a stalled sales opportunity to closure?

Sales 162

Sales Opportunity B2B Strategy 162

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SEPTEMBER 5, 2017

I had the pleasure of painting a wall in the spare room in the house over the long weekend as a backdrop for creating video. Prior to this, we had dark grey colored paper pinned to the wall. Paper is fine as a backdrop until you have humidity. Yea, that’s why I decided to paint.

Prospecting 172

Prospecting Video B2B Strategy 172

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AUGUST 29, 2017

Use time wisely and focus - a bit of advice given to me by a wise sales manager many years ago. The world of sales is made up of distractions, sound bytes, lists of important things to accomplish, and “noise” - you need to focus on activities that lead to revenue before you do anything else.

Revenue 195

Revenue Sales Management Marketing Qualified Lead Leads 195

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AUGUST 7, 2017

What are the top tips to success when it comes to crafting cold email messaging? Do you even believe there are strategies for success sending cold emails? There are.

Strategy 181

Strategy B2B Sales 181

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AUGUST 1, 2017

Now is a GREAT time for you to make a plan to do MORE of the RIGHT activities. Right activities are activities that lead to more sales opportunities. This means LESS of the activity you might be doing that does nothing to lead you toward more revenue. Enough "busy work" - time to roll up your sleeves and dig in.

Revenue 186

Revenue Sales Marketing Qualified Lead Leads 186