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AUGUST 1, 2022

As interest rates rise by 75 basis points for the first time in almost 30 years, experienced sales reps and newcomers alike are facing the prospect of selling during a recession. Companies evaluate prospective new technologies with greater scrutiny or postpone such investments entirely. Budgets are reduced or eliminated.

Hiring 130

Hiring Face-to-face Lead Rank Lead Scoring 130

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AUGUST 11, 2011

Have a very clear brand promise / value proposition – how do you add value to your customers, and why should they work with you? Even in a down economy, people will drive miles to get what they perceive to be a high value. Have a nurture marketing strategy in place – be able to follow up with prospects not ready to buy yet.

Lead Rank 258

Lead Rank Lead Scoring Top of Funnel Referrals 258

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JANUARY 3, 2012

For many years, the “sales explanation industry” has worked with and discussed a Funnel or a Pipeline model to explain how you need many more leads to eventually turn into prospects, and then ultimately a smaller subset who become actual customers. You MUST have tools that can: help you find and /or attract prospects.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

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JANUARY 14, 2012

Check out our scrolling testimonials at Score More Sales – we love the plug in that we use called Testimonial Director.). Lori Richardson was recently ranked as one of the Top 25 Sales Influencers for 2012. Previous post: B2B Sales Podcast With Michael Boylan on Prospecting and the Power to Get In. Search Score More Sales.

Lead Rank 146

Lead Rank Lead Scoring Referrals Top of Funnel 146

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FEBRUARY 16, 2012

Just a quick post to share a tip posted today over at Jill Konrath’s Fresh Sales Strategies Blog encouraging sellers to be more succinct , and to communicate in the way that your prospective customer wants. Next post: 5 Tips for Lead Nurturing to Grow Your Sales Funnel. Of Value Propositions and Elevator Pitches for B2B.

Lead Rank 135

Lead Rank Lead Scoring B2B Top of Funnel 135

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JANUARY 25, 2012

How are they moved forward to closure, and what happens during that “dark phase’ when your once-wonderful prospective customers are not returning your calls or e-mails? This less talked about period is where your prospects live, breathe, and sometimes hide – and during that time many opportunities disappear due to lack of nurturing from you.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Pipeline 159

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AUGUST 24, 2011

I kept getting stuck on the “take action” piece – it seems that everyone knows what to do – or they can look up how to do something – but they just often fail to get started and then do regular, ongoing actions to lead them to success. Good things happen when talented people call on the right target prospects. ” ~W.M.

Lead Rank 237

Lead Rank Lead Scoring Revenue Top of Funnel 237

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FEBRUARY 16, 2012

Years ago when I started in B2B sales, there was one way to keep track of customers and prospective customers – writing on lined, yellow note pads and putting these precious notes into manila file folders. Share the value that you bring to your prospective customer, not how great you and your company are. Work on this!

Lead Rank 179

Lead Rank Lead Scoring B2B Tools 179

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OCTOBER 31, 2011

He did not ask for tips but somehow everyone seemed compelled to give him one at the end of the long and incredibly interesting tour – because of the huge value we all felt we got. Why do small business owners who have higher-value and higher priced services continue to talk to just anyone about what they do? But WILL it happen?

Lead Rank 221

Lead Rank Lead Scoring B2B Top of Funnel 221

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SEPTEMBER 22, 2011

My only suggestion is that maybe – just maybe, there are one or two obvious prospects you could be talking to NOW – before your database is completed – to get the sales process going? . Of Value Propositions and Elevator Pitches for B2B. 5 Tips for Lead Nurturing to Grow Your Sales Funnel. example: tid = 123.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

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MARCH 21, 2011

Guest post today by Peter Notschke , who runs our outbound prospecting services at Score More Sales. If you expect the prospect in front of you to do business with you then you must give them the opportunity. Of Value Propositions and Elevator Pitches for B2B. 5 Tips for Lead Nurturing to Grow Your Sales Funnel.

Lead Rank 134

Lead Rank Lead Scoring Top of Funnel Decision Maker 134

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JULY 18, 2011

Put a simple plan in place to build customers, prospective customers, and referral partners’ revenues at the same time – and you’ll create a victorious cycle that grows sales. I – you’ve INVESTED in them already, adding value or giving of your time. Of Value Propositions and Elevator Pitches for B2B.

Lead Rank 173

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 173

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MARCH 6, 2012

Another example of the value of this book is when Mark lists out his 12×12 strategy for prospecting – it is a valuable takeaway from reading the book. Of Value Propositions and Elevator Pitches for B2B. 5 Tips for Lead Nurturing to Grow Your Sales Funnel. Search Score More Sales. example: tid = 123.

Lead Rank 131

Lead Rank Lead Scoring Lead Nurturing Margin 131

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OCTOBER 20, 2011

It is all about being a good visible publisher with great content – to defy the noise all around and to find your next prospective clients as you build your business or grow your mighty cause. It should not need to cost to see it – but rather, like old school magazines, will lead readers to other revenue sources.

Lead Rank 148

Lead Rank Lead Scoring Top of Funnel Social Media 148

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MAY 28, 2011

We love sales – it is the culmination of combining great branding and marketing – clearly getting YOUR message of differentiation and value out to the world – and then asking companies and individuals who really would benefit – to work with you. It will help you focus on activities that lead to more revenue.

Lead Rank 155

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 155

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FEBRUARY 14, 2012

For those who think that follow up to prospective customers is a chore, I would ask if you think it is a chore to go online to your bank account and watch your money grow? Just by focusing on this one aspect of selling - the actions of following up with prospective customers - when done properly - WILL grow revenues.]. Recent Posts.

Lead Rank 152

Lead Rank Lead Scoring Outsourcing Services Top of Funnel 152

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DECEMBER 22, 2011

Tracking communication between us and our prospective customer as well as communication within the silos of our company. Your company information – about prospective customers, existing customers, internal processes and shortcuts should not reside in the brains of ANYONE without being documented somewhere in the business.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

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MAY 2, 2011

This is a monumental project going on at Top Sales World – I’m thrilled to be speaking on Day 4 about having fun prospecting. I’m honored to be presenting with such heavyweight speakers as those involved in this project – there is no other program out there offering such value and such contribution. Categories.

Lead Rank 132

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 132

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JANUARY 17, 2012

If you are working with a lot of prospective companies you’ll forget what you set as a next action and in general, who needs what next to move the sales opportunity forward. Databases of prospective contacts help with your outbound efforts. Give value and post resources – people will be attracted and engage with you this way.

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

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FEBRUARY 8, 2012

What is the value of a saw if you never sharpen it? What is the value of dental floss if you don’t use it? We need to bring the value of the tools – whatever they are – to the sales reps and show them what is in it for them. What activities are going on that will lead to new revenues? Good data will do that for you.

Lead Rank 148

Lead Rank Lead Scoring Follow-up CRM 148

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MAY 17, 2011

Previous post: Gain Ways to Enjoy Prospecting and Donate to Japan. Lori Richardson. --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements. Of Value Propositions and Elevator Pitches for B2B.

Lead Rank 135

Lead Rank Lead Scoring Revenue Conference 135

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SEPTEMBER 28, 2010

Jill has a masterful new book, SNAP Selling, which guides you on getting through to crazy busy prospects in 2010 and beyond. KLA Group provides lead generation, prospecting, new business development, training, and consulting for companies in high tech. Of Value Propositions and Elevator Pitches for B2B. More to come.

Lead Rank 120

Lead Rank Lead Scoring Revenue Top of Funnel 120

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JUNE 13, 2011

Find ways to support your goals – if you need new business, for example – get in front of the calendar and actually block out planning hours and prospecting hours. This is a good time to cut people loose who don’t “get” what the value is that you bring. Of Value Propositions and Elevator Pitches for B2B.

Lead Rank 220

Lead Rank Lead Scoring Face-to-face Top of Funnel 220

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JANUARY 23, 2011

Assuming the prospective customer is a good potential fit for your products and services – keep some connection to them over time. If you say you will do something for an existing customer, a strategic partner, or a prospective customer, by all means DO what it is that you said. Search Score More Sales. example: tid = 123.

Follow-up 168

Follow-up Lead Rank Lead Scoring Call-back 168

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DECEMBER 16, 2011

In 2011-12, the addition of “social” to CRM (SCRM) integrates social tools to help business gain key insights from prospective and current customers in some orderly format. The SCRM market is valued at over $1B according to Gartner. So what is next for CRM? We talked with Gartner’s CRM Research Director Adam Sarner.

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172

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MAY 27, 2010

Especially in areas where there are more defined seasons – like New England – I noticed when I lived there that suddenly the focus on weekend getaways, weddings to attend, and trips to plan gained momentum as the customers and prospects took a back seat. Of Value Propositions and Elevator Pitches for B2B. Recent Posts.

Lead Rank 120

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 120

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JANUARY 12, 2012

B2B Sales Podcast With Michael Boylan on Prospecting and the Power to Get In. Lori Richardson. --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements. Of Value Propositions and Elevator Pitches for B2B.

B2B 143

B2B Top of Funnel Decision Maker Lead Rank 143

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APRIL 12, 2010

How do you determine when to follow up with your best prospective opportunities? I always get some great motivational ideas each time I go, leading me to get re-excited about what I'm doing. I always get some great motivational ideas each time I go, leading me to get re-excited about what I'm doing. example: tid = 123.

Lead Rank 120

Lead Rank Lead Scoring Skype Conference 120

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NOVEMBER 26, 2010

Your block of prospecting hours – (how many and when depend on your plan). Lori Richardson. --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements. Of Value Propositions and Elevator Pitches for B2B.

Lead Rank 120

Lead Rank Lead Scoring Revenue Decision Maker 120

Score More Sales

FEBRUARY 15, 2011

Learn more about this entrepreneurial community at Score More Sales. Lori Richardson. --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements. Of Value Propositions and Elevator Pitches for B2B.

Lead Rank 137

Lead Rank Lead Scoring Top of Funnel CRM 137

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NOVEMBER 19, 2010

If you have created a website that captures prospective customer information, or lets you know when someone has visited a specific page of your site, this is fantastic – because it is automated. The Answer to Your Prospecting Problem – shares a real success story that was told to me yesterday about prospecting.

Lead Rank 122

Lead Rank Lead Scoring Top of Funnel Cost per Acquisition 122

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OCTOBER 24, 2010

First of all, you should have 20-50 strategic partners who you can refer business to – whether for a fee, a percentage of the referred deal, or just to be more valuable to your clients and prospective clients and their point of contact for everything. Of Value Propositions and Elevator Pitches for B2B. Search Score More Sales.

Lead Rank 120

Lead Rank Lead Scoring Small Business Small Business 120

Pointclear

AUGUST 1, 2011

As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. The creation of service-level agreements (SLAs) within a broader lead management strategy is a perfect example of such process. The SLAs are built on three pillars.

Lead Management 165

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 165

Pipeliner

FEBRUARY 15, 2019

We need to protect people from the risks that threaten their personal values. In an uncertain world, we can count on one thing: our personal values will be challenged in the workplace. Aside from the ambiguous demand, “put customers at the center of everything you do,” practitioners use absolutism to bludgeon values dilemmas.

Lead Rank 69

Lead Rank Lead Scoring Government ACT 69

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NOVEMBER 3, 2010

If you are really stuck not getting the important things done each week – uh, like prospecting for new business, perhaps? Lori Richardson. --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements.

Lead Rank 125

Lead Rank Lead Scoring Top of Funnel B2B 125

Hubspot Sales

JULY 15, 2020

Not only is it more cost-effective for B2B businesses to focus more on their existing customers, it also provides opportunity for acquiring new high-value customers through referral marketing. With these data points in mind, making your current customers feel valued can be an effective way to impact your bottom line.

Pipeline 129

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 129

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JULY 20, 2011

. __ You don’t know what your value proposition is – how to differentiate yourself/ business. __ You don’t know who your target market is – who is your niche? Pingback: 15 Ways Entrepreneurs Can Benefit from a Sales Strategy Session — Score More Sales « Tech4buziness. Of Value Propositions and Elevator Pitches for B2B.

Benefit 229

Benefit Lead Rank Lead Scoring Strategy 229