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We Lead with Sales Leadership

Score More Sales

In 2001 we were all rocked by 9/11 – a horrific time in Boston that I’ll never forget. The year 2002 seems like such a long time ago, yet with memories etched in my brain forever it seems like yesterday. A month and a half later, I left my corporate job as Director of Education for a SaaS company and did contract work until launching Score More Sales in early 2002. B2B sales leadership

Time to Drink from the Glass of Sales Optimism

Increase Sales

since August of 2001. 2017 appears to be one of optimism if we believe a recent poll by Morning Consult. Consumers have expressed the strongest confidence at 113.7 All these positive indicators should also spur drinking from the glass of sales optimism. Credit www.pixabay.com. Maybe you are a half empty drinker? Some Reflection Questions. Are sales leads feeling your optimism?

Where's Your Sales Beef - Part 1

Increase Sales

In 2001, Wendy’s had a series of commercials asking “Where’s the beef?” ” These commercials highlighted the quality of Wendy’s hamburgers and to differentiate their hamburgers from their competitors. Today in sales, quality and differentiation are even more important. Credit: www.gratisography.com. For me, “Where ‘s the beef?”

EP59. David Young: How to Pay Off Your Mortgage & Debts In 14 Days

Tony Durso

David Young spent 1000s of hours researching security instruments in the banking and judicial corporations since 2001. David Young: How to Pay Off Your Mortgage & Debts In 14 Days Click Play or Download. By the creation of a special promissory note, in full accordance with U.S. and International banking laws and statues, he is. Revenue Chat debt finance money

Four Training Tips: Maintaining Your Team’s Competitive Edge

The Productivity Pro

According to another report—”The 2001 Global Training and Certification Study” by testing firms CompTIA and Prometric—as little as a 2% increase in productivity can result in a 100% increase in training ROI. Regular training for your employees is integral to productivity and profitability, meaning it’s something you should never take for granted. Saves the Company Money.

6 Ways To Make Sure Your Customers Get The Message

Sales Benchmark Index

What was true when I first founded buyer persona development back in 2001 is still true today – buyer personas not grounded in buyer research and insights are useless. I’ll send an SOS to the world. I’ll send an SOS to the world. I hope that someone gets my. Message in a bottle. Sting (Song: Message in a Bottle). Does your messaging strategy feel more like an SOS strategy? It applies here.

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Resolutions: Boosting Productivity in the New Year

The Productivity Pro

1] Yes, I realize now that the new millennium really started in 2001, since there was no Year 0. “The object of a New Year is not that we should have a new year. It is that we should have a new soul and a new nose; new feet, a new backbone, new ears, and new eyes.” ” ― G.K. Chesterton, English writer and philosopher. This week on the Blog. Set Your 2016 Goals Early .

How Competency Based Leadership Model Continues to Be Old School

Increase Sales

Back in 2001, two authors by the names of Linda Martin and Dr. David Mutchler wrote an extremely powerful book directed towards competency based leadership model and how this was old school. Not only did they articulate the inherent problems with competency based leadership model, they also shared a better way, that being a Results Based Leadership Model. Leadership Audit. Focus on Results.

Radical Customer-Centric Culture Change, the Quiet Way

The 1to1 Media Blog

I came across a Harvard Business Review article by Debra Meyerson called "Radical Change, The Quiet Way," from October 2001, which offered sage advice that applies to any customer experience leader. In the absence of a chief customer officer (CCO)--or even real buy-in from executives for expending time and resources on improving the customer experience--many customer experience leaders struggle to ignite the kind of culture change that re-focuses how executives and employees do things. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog.

Friday’s Favorites – Fail-Safe Leadership A Critical Book Review

Increase Sales

Back in 2001, I was exposed to this book, Fail-Safe Leadership , authored by Linda L. Being a notorious bookworm, my office is filled with hundreds of books both hard and electronic copies. Over the years I have written critical book reviews for some of my favorite business books along with other genres. Martin and Dr. David Mutchler. A Round World Makes for Better Sailing.

Not the “R” Word Again…

No More Cold Calling

What a roller coaster—this up and down economy—2001, 2002, then the Recession of 2008-09. The same “8 Killer Steps” that I talked about in 2001, 2002, and again in 2008 and 2009 still apply! The economy is fickle, but No More Cold Calling’s 9 “killer” steps will boost your sales in any economy. I promise. How do we sell in this volatile economy? As a salesperson, my head is spinning.

A Heroic Story – and a Powerful Social Business Metaphor

Brian Vellmure

In the early morning of September 11, 2001, I was driving through downtown Los Angeles, shocked at what I was hearing on the radio, and awestruck by the police and military helicopters circling and protectively watching over the City of Angels skyline. In the chaos that ensued, bridges, tunnels, roads, and other public transportation were shut down. A Powerful Social Business Metaphor.

The Power of Trust in B2B Selling

Score More Sales

Long story short, with two other authors, we wrote The Trusted Advisor two years later in 2001. Recently I posted about how leaving well-crafted voice mail messages for a prospective customer can be a way to build trust with someone who does not know you yet. Charles H. He is founder and CEO of Trusted Advisor Associates. Charles Green (CG): The main answer is to appear trustworthy.

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Don't Be "Fooled" By Sales Force Automation Sales Projections

Anthony Cole Training

Havard Business Review also knows this: According to Bain’s 2001 survey of management tools, which tracks corporate use of and satisfaction with management techniques, CRM ranked in the bottom three for satisfaction out of 25 popular tools. Every firm we work with here at Anthony Cole Training Group uses some sort of sales pipeline application. These applications, which range from simple excel spread sheets (SalesForce.com) to internally designed database systems, are used with the hope of assessing sales productivity and/or predicting future sales. Information entered is not complete.

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Sales Tips for the End of the Pipeline ? Score More Sales

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Sales Tips for the End of the Pipeline. by Lori Richardson on January 31, 2012. You’ve listened online and are following your prospective customer – the one you are about to close a big deal with- socially via every means possible. Be flexible. Categories.

Are You Prone to B.S.O.S? (Bright Shiny Object Syndrome)

Dave Stein's Blog

I looked it up on Google’s Timeline and found the first occurrence representing a syndrome to be March 2001 : “ The annual report has long been disdained as a bright shiny object unworthy of attention from the serious investor. Funny how expressions all of a sudden seem to appear, sometimes from out of nowhere. Now it’s all over the place. (I “). Sales 2.0 solutions.)

The Importance of Branding in Today's B2B Customer Acquisition

Sales Benchmark Index

During Greg’s tenure, the brand ‘Yellow Freight’ went from the unpleasant designation by Fortune Magazine as the worst of five national trucking firms in the LTL industry in 1996, to #1 in the industry by 2001. As B2B CMO’s work to transition their teams to lead generation there is a danger of abandoning brand stewardship. There’s intense pressure to show a return. Branding metrics, even when quantified with reliable data can be looked upon with reservation. The more tangible metrics of Lead Generation are winning the day. Be careful not to gut branding advantages in the process.

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Tale of B2B Mobile Websites – Webinar Platforms

Score More Sales

No more 2001 stuff, please. I have spent some time ranting a bit about how poor many B2B websites are when it comes to utilizing them on a mobile platform, such as a smart phone or tablet. We know that according to eMarketer, “more than 59% of B2B purchase decision makers and influencers use their smart phones to gather information when purchasing products or services”. Expand Your Pipeline.

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5 Tips for Lead Nurturing to Grow Your Sales Funnel ? Score More.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. 5 Tips for Lead Nurturing to Grow Your Sales Funnel. by Lori Richardson on February 22, 2012. Here are 5 tips to help you gain and nurture more sales opportunities: Re-educate yourself and all that you know about selling. Searching the web (19%). Is it clear? selling.

Remembering Lost Lives on Patriot Day

Inside Campaigner

In memory of the 2,977 individuals who were killed in the 2001 September 11 attacks. 911 Campaigner Email Marketing Patriot Day September 911 Remembrance

Welcome to SMS ? We'll Help You Grow Revenues ? Score More.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Welcome to SMS – We’ll Help You Grow Revenues. by Lori Richardson on November 3, 2010. Are you looking for real ideas – and perhaps a sales strategy for growing your revenues ? Contact us via Twitter about your sales goals or your sales team.

5 Ways to Get Sales Leads to Fill Your Pipeline ? Score More Sales

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. 5 Ways to Get Sales Leads to Fill Your Pipeline. by Lori Richardson on June 17, 2011. Finding names and contacts is EASY. Finding “more probable” prospective customers can be simple but not quite as easy. First – understand that you NEED a robust pipeline (or funnel).

2014 The Year of Execution and Strategy – Why Most Sales Organizations will be Chewed Up and Spit Out

A Sales Guy

The Dow, S&P 500 are at historic highs and the Nasdaq is at it’s highest since 2001. I’m asked every year to make a prediction about the upcoming year. Last year I predicted that 2013 would be the year of hiring, that sales people would be on the move, freed from the downturn in the economy and feeling safe, I predicted sales people would start looking for new opportunities. I think I was half right. Lots of sales people took advantage of 2013 to move and find better fits, but companies also do a lot of moving. I see this trend continuing, just not the pace of last year.

Lessons From What Not To Wear for Sales Professionals

Increase Sales

These responses were compared against 2001 data. The popular TV show of What Not to Wear provides numerous lessons for Sales Professionals. Believe it or not! Credit-www.allbabypix.com. From messy or ill fitting clothes to inappropriate attire, the participants learn through the advice and expertise of Stacy and Clayton (think sales experts) how image is so important. Share on Facebook.

VR Customer Spotlight: The Epicurean Connection

Vertical Response

I started my catering business in 1992, and opened the retail shop in 2001. The Epicurean Connection , located in the heart of Sonoma, Calif., has all the ingredients for a good time. The spacious café attracts both locals and visitors stopping by on their way to or from the many famous wineries in Sonoma wine country. Check out the video below!). When did you launch your company?

Business networking tip #2 – Be a matchmaker

The Accidental Salesman

One of the first things I learnt when I first started attending organised networking meetings, back in 2001, was the phrase ‘Givers gain’ It is the mantra of the international networking organisation, BNI, founded by Dr Ivan Misner. It has stuck with me and proved incredibly valuable in building the kind of trusted relationships that lead to winning more business. For many people you know it may not be possible to give them direct referrals. There is another type of giving that is really easy to do. You may not be able to give them a referral but you may know someone who can!

Immersive Experiences: Changing (and extending) Our World

Brian Vellmure

But, just as we’ve seen the cost of processing a human genome go from over $100 million in 2001 to under $1,000 today, we’ll see prices come down as the ecosystem grows and processing power gets cheaper. Last month I spent some time with more than 150,000 people from 140 countries at CES 2015 in Las Vegas. There were over 3,600 exhibitors spread out across several venues.

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How to Effectively Cross-Sell With Bundled Pricing

Software Business Blog

Professors Kumar and Derdenger examined this phenomenon by looking at the handheld video game market between the years 2001 and 2005. As the SaaS model matures, customer lifetime value has come to the forefront as a key indicator for sustained success. Coming to the surface as well are a number of tools businesses can use to increase customer value over their lifetime. are a good example.

10 Sure-Fire Ways to Build Sales for Entrepreneurs ? Score More.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. 10 Sure-Fire Ways to Build Sales for Entrepreneurs. by Lori Richardson on August 11, 2011. Some entrepreneurs and small business owners (and their salespeople) are talking about the stock market. Others are strategizing on and successfully growing revenues. Ask Lori.

Business networking tip #3 – Tell stories

The Accidental Salesman

When I first started attending networking meetings at BNI back in 2001 I noticed that some of the more seasoned members would focus their 60 second introduction to the group on saying what they had been up to in the previous week. In my language that is a story, albeit a true story. Many of them got regular referrals from the networking group. On my quest to learn how to gain clients from networking, I discovered that stories are important but they do not necessarily get you business. What matters is how you tell the story. ” or “That’s just like me!”, Simple!

Traits of Top Sales Producers with Corey Rieck

Igniting Sales Transformation

Since 2001, Corey has devoted his career to Long Term Care as a result of multiple personal experiences. A neutral provider of Long Term Care Solutions since 2001, Corey brings a unique and comprehensive consultative perspective to this issue. I talked with Corey about what it takes to be a top sales producer in today’s ultra-competitive business environment. Metrics to

3 Top Sales Tips for Keeping Sales Focus ? Score More Sales

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. 3 Top Sales Tips for Keeping Sales Focus. by Lori Richardson on September 19, 2011. Grow Sales. Focus in growing sales and revenues is challenging for many small business owners and entrepreneurs, let alone actual sales professionals. Where have you been? Drastic?

3 Tips for Long-Term Business Growth

Vertical Response

We started out as an email marketing company in 2001. I’ve been leading and running VerticalResponse , for the last 12 years, and even though I recently sold it , you’ll still find me in the trenches ensuring we stay on target for exceeding both our customers’ and our shareholders’ expectations. Get a Firm Grasp on Your Finances. Focus on the Future.

Your S.U.I.T.E. Team Can Build Sales in Your Business ? Score.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Your S.U.I.T.E. Team Can Build Sales in Your Business. by Lori Richardson on July 18, 2011. Have you ever seen how a company you admire starts to get mentioned enough times that it seems like they are everywhere? What if that was your company? example: tid = 123.

Of Value Propositions and Elevator Pitches for B2B ? Score More.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Of Value Propositions and Elevator Pitches for B2B. by Lori Richardson on February 25, 2012. IMAGE CREDIT: EASYCOMMS PLUS. Listen to the audio. They have a slanted point of view, based on what they sell, who they talk to and what their prospects tell them. Hi Lori, .

Building Your Sales Pipeline Is Not a One Step Process ? Score.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Building Your Sales Pipeline Is Not a One Step Process. by Lori Richardson on January 3, 2012. Do You Have a Sales Funnel? Hence using a picture of a funnel gives a visual on how you need more at the top to end up with some at the bottom. Magic? It’s 2012. Categories.

Ah, You Do Read My Blog

Igniting Sales Transformation

I became aware of blogging around 2001. Blogging can be a lonely endeavor. Well, until you attain status the likes of Guy Kawasaki, Jill Konrath, Jonathan Farrington or Chris Brogan perhaps. Writing has always been a passion of mine. Most likely the fire of that passion was ignited by my obsessive addiction to reading. Yes, I was reading books long before Kindle came along. It still does!

B2B Sales Audio Interview with Nancy Nardin on Tools to Grow.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. B2B Sales Audio Interview With Nancy Nardin on Tools to Grow Business. by Lori Richardson on January 5, 2012. Smart Selling Tools. ” From there, she says, you can better identify those roadblocks that are slowing you down – then find tools that solve them.

Let's All Champion Sales Resources! Sellers, See This ? Score.

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Let’s All Champion Sales Resources! Sellers, See This. by Lori Richardson on November 22, 2011. There are three reasons you, as a seller, sales leader, or C-level executive should know about the Top Sales Awards voting process that is going on now. Recent Posts.

Build the Front of Your Sales Pipeline ? Score More Sales

Score More Sales

© Score More Sales 2001 - 2012 Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking. Build the Front of Your Sales Pipeline. by Lori Richardson on January 17, 2012. All of the things you are working on won’t close – even if you think they will. Deals get stalled, especially if they are complex sales that take more than one meeting to close. Ask Lori.