SBI Growth

AUGUST 30, 2013

I have never spoken to a sales leader who didn’t ask for more qualified leads. Leads fuel the revenue engine. Yet most organizations struggle to generate truly sales-ready leads. In this post I want to walk you through the 7-steps to building a lead generation machine. It fuels the marketing machine.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

Chili Piper

NOVEMBER 21, 2018

“You have a 7x chance of connecting with a lead in the 1st hour versus just one hour later.”. This stat comes from a Harvard Business Review study and for today’s B2B sales and marketing teams, it has several problems…. First, it was published in 2011. Do you realize how much has changed since 2011?

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

Velocify

FEBRUARY 11, 2013

trillion messages sent worldwide in 2012 [1] , it’s no wonder that sweethearts and marketers alike are flocking to this communication channel, and salespeople are just beginning to understand its value. Texting: A new frontier in sales. 3] Unica Trends Survey, 11 Key Marketing Trends for 2011, 2011.

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

SugarCRM

NOVEMBER 16, 2017

Rebecca Wetteman, VP of Research at Nucleus Research , even says: “It’s less important that you have a 360-degree view of the customer and more important that the customer has a 360-degree view of you,” […] “Whether they touch sales, marketing, or service, customers need to get the same answer, the same tone, the same interaction.”.

CRM 38

CRM Lead Rank Lead Scoring ROI 38

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DECEMBER 30, 2011

Sales Tips and Strategies to Grow Revenues. Watch These Sales & Marketing Thinkers in 2012 – Best of 2011. by Lori Richardson on December 30, 2011. Developing professionally by expanding your knowledge is one of the best ways to grow market share. Consulting. Hope to meet you all in 2012.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Marketing 159

Pointclear

FEBRUARY 2, 2012

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. Regular marketing analytics reviews are critical success factors supporting our mission. Data tracking, aggregation and measurement.

Lead Generation 176

Lead Generation Analytics Sales Qualified Lead Leads 176

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JULY 4, 2011

Sales Tips and Strategies to Grow Revenues. Marketers: Should Salespeople ONLY Focus on Closing Sales? by Lori Richardson on July 4, 2011. “Salespeople should just focus on closing sales, and let the marketers do the rest through automation.” Consulting. Did that really get said?

Closing 174

Closing Marketing Lead Rank Lead Scoring 174

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JUNE 21, 2011

Sales Tips and Strategies to Grow Revenues. Build Sales With This Summer Reading List. by Lori Richardson on June 21, 2011. Our 50 Days to Build Your Sales book is on there – just wanted to add that it is a super easy read – actually in very large type. Summer Reading List – Sales Reads.

Lead Rank 186

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 186

OnePageCRM

MAY 25, 2017

The ultimate guide to planning, conducting and tracking your outbound sales calls. Prospecting is the most difficult part of the sales process for salespeople. The key to outbound sales is smart calling. However, it can also be the fastest way to build yourself a sales pipeline. Sales calls work. Making the call.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

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AUGUST 11, 2011

Sales Tips and Strategies to Grow Revenues. 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. We are not marketers, but we know that you need at least one well-done webpage.

Lead Rank 258

Lead Rank Lead Scoring Top of Funnel Referrals 258

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OCTOBER 20, 2011

Sales Tips and Strategies to Grow Revenues. Sales Person as Publisher – The New Way to Grow Sales. by Lori Richardson on October 20, 2011. Just back from the Sales 2.0 Look at sites that will create content for you and with you – no longer do you need your marketing department to do it all.

Lead Rank 148

Lead Rank Lead Scoring Top of Funnel Social Media 148

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JANUARY 3, 2012

Sales Tips and Strategies to Grow Revenues. Building Your Sales Pipeline Is Not a One Step Process. Do You Have a Sales Funnel? These are company and individual relationships that you want to nurture. The phrase “nurture marketing” came from this idea. This is the front-end of your sales process.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

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JUNE 17, 2011

Sales Tips and Strategies to Grow Revenues. 5 Ways to Get Sales Leads to Fill Your Pipeline. by Lori Richardson on June 17, 2011. Funnel: Starts much bigger at TOP with “leads” or “suspects” Gets smaller as you go down. Previous post: 8 Ways to Build Sales During the Summer Months. Sales Ideas & Skills.

Lead Rank 269

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 269

The ROI Guy

OCTOBER 21, 2011

Captures rich customer intelligence for superior lead nurturing and accelerated sales cycles Alinean introduced Interactive Content Connectors at the Eloqua Experience event, helping integrate Alinean-value sales / marketing tools with CRM / Marketing Automation solutions, including salesforce.com, Eloqua and more.

Eloqua 61

Eloqua CRM Marketing Lead Nurturing 61

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JULY 20, 2011

Sales Tips and Strategies to Grow Revenues. 15 Ways Entrepreneurs Can Benefit From a Sales Strategy Session. by Lori Richardson on July 20, 2011. Need more sales revenues? Many entrepreneurs and small business owners have no one to talk sales ideas through with – so they either get paralyzed or make the wrong moves.

Benefit 229

Benefit Lead Rank Lead Scoring Strategy 229

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MAY 2, 2011

Sales Tips and Strategies to Grow Revenues. Help Japan and Help Your Sales Grow at the Same Time. by Lori Richardson on May 2, 2011. Welcome to the 2011 Sales and Marketing Success Conference – in the comfort of your own office or home. 50 DAYS To Build Your Sales – 2nd edition.

Lead Rank 132

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 132

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DECEMBER 22, 2011

Sales Tips and Strategies to Grow Revenues. Refine B2B Sales Process in 2012 With Tools and Attitude. by Lori Richardson on December 22, 2011. A new calendar year always brings the possibility of discussions of business process improvement and in particular, sales process improvement. Doesn’t that impact sales?

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

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NOVEMBER 1, 2011

Sales Tips and Strategies to Grow Revenues. Sales: It Takes Work to Be Mediocre. by Lori Richardson on November 1, 2011. OK, so it takes a bit more than average to be exemplary in your inside sales position, or your outbound sales position. Previous post: Sales Tips From a Witch and a Ghost for Any B2B Seller.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Inside Sales 182

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JANUARY 4, 2011

Sales Tips and Strategies to Grow Revenues. by Lori Richardson on January 4, 2011. Score More Sales held or participated in more than 50 business events, and we consulted with 50 non-profits (get the theme here?) Toward the end of the year, my husband, Peter , a former sales manager and great sales producer joined the company.

Small Business 157

Small Business Small Business Lead Rank Lead Scoring 157

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SEPTEMBER 22, 2011

Sales Tips and Strategies to Grow Revenues. by Lori Richardson on September 22, 2011. Sales Questions? You didn’t sell anything this week (month, quarter) because: You were too busy to make proactive sales calls. You were working on marketing materials. You hoped for sales to happen. Consulting.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

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NOVEMBER 22, 2011

Sales Tips and Strategies to Grow Revenues. Let’s All Champion Sales Resources! 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. Consulting. Sellers, See This.

Lead Rank 185

Lead Rank Lead Scoring Resources Webinar Metrics 185

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DECEMBER 16, 2011

Sales Tips and Strategies to Grow Revenues. by Lori Richardson on December 16, 2011. They cannot do simple reports to determine the cost of a closed deal this year as compared to last year, and they often don’t know what is fully in the pipeline of each of their sales reps. Consulting. Unbelievable? So what is next for CRM?

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172

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MAY 28, 2011

Sales Tips and Strategies to Grow Revenues. Grow Sales: Have a Sales Contest With Yourself! by Lori Richardson on May 28, 2011. One reason we find struggle is because most small business owners have little or no background in sales. It will help you focus on activities that lead to more revenue. Consulting.

Lead Rank 155

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 155

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OCTOBER 27, 2011

Sales Tips and Strategies to Grow Revenues. Sales Tip to Dear Mike: Unsolicited E-Mail Not Effective in Sales Anymore! by Lori Richardson on October 27, 2011. When will salespeople realize that old tactics to get attention do not work in a modern sales world? Consulting. link] Rick Schwartz. Thanks for sharing .

Lead Rank 161

Lead Rank Lead Scoring Guarantee Top of Funnel 161

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JULY 18, 2011

Sales Tips and Strategies to Grow Revenues. Team Can Build Sales in Your Business. by Lori Richardson on 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.

Lead Rank 173

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 173

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DECEMBER 6, 2011

Sales Tips and Strategies to Grow Revenues. by Lori Richardson on December 6, 2011. And you thought YOU had sales, customer service, and operations issues? Now that many people do not even set foot into your offices, it is time to improve your marketing strategy in line with the “new” postal service this spring.

Lead Rank 153

Lead Rank Lead Scoring Social Media Top of Funnel 153

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FEBRUARY 15, 2011

Sales Tips and Strategies to Grow Revenues. Grow Sales Through Brainstorming? by Lori Richardson on February 15, 2011. Some of the more “simple” ideas we have talked about in recent days with over a couple dozen business owners and sales leaders include: - Getting others to endorse your work in a quantifiable way.

Lead Rank 137

Lead Rank Lead Scoring Top of Funnel CRM 137

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JANUARY 31, 2011

Sales Tips and Strategies to Grow Revenues. by Lori Richardson on January 31, 2011. It offers a “mastermind” group of sorts- with many potential ways to connect to some like-minded business owners and sales professionals. Consulting. The “100 for 100K” Program Starts February 1 to Help Grow Your Revenues.

Lead Rank 178

Lead Rank Lead Scoring Revenue Guidelines 178

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APRIL 6, 2011

Sales Tips and Strategies to Grow Revenues. by Lori Richardson on April 6, 2011. One company – Logos Software, now the largest developer of Bible software, made $300,000 in ONE weekend due to their social media word-of-mouth marketing. 50 DAYS To Build Your Sales – 2nd edition. Consulting. Steve Waterhouse.

Social Media 158

Social Media Lead Rank Lead Scoring Media 158

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MAY 8, 2011

Sales Tips and Strategies to Grow Revenues. by Peter on May 8, 2011. Please join us on Thursday May 12 – that’s this coming Thursday, to hear some helpful points on ideas on sales prospecting with fun in mind - AND at the same time you will help raise funds for the Japanese Tsunami Relief Fund with your %5 donation.

Lead Rank 146

Lead Rank Lead Scoring Prospecting Webinar Metrics 146

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JANUARY 9, 2011

Sales Tips and Strategies to Grow Revenues. by Lori Richardson on January 9, 2011. Our take on it at Score More Sales is that we are offering to help 100 entrepreneurs create $100,000 in revenues (or in additional revenues- for those who are already at or beyond six-figures). Consulting. Here are the rules: 1. Michelleg.

Revenue 172

Revenue Lead Rank Lead Scoring Ideal Customer Profile 172

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JUNE 13, 2011

Sales Tips and Strategies to Grow Revenues. 8 Ways to Build Sales During the Summer Months. by Lori Richardson on June 13, 2011. Most salespeople I know suffers from the “weather syndrome” Eighter it’s too cold, or its too hot to go out there and make sales… Anonymous. Consulting.

Lead Rank 220

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

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OCTOBER 24, 2010

Sales Tips and Strategies to Grow Revenues. Three Ways to Grow Your Small Business Sales. Grow Small Biz Sales! It is the beginning of the last quarter of the calendar year, and if sales are down, you know that a burst of revenues before December 31 could be a great way to end 2010. Three ways to grow sales right NOW.

Lead Rank 120

Lead Rank Lead Scoring Small Business Small Business 120

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MAY 17, 2011

Sales Tips and Strategies to Grow Revenues. by Lori Richardson on May 17, 2011. How well do you know others who sell in your niche, your space, your target market? It is called, Sales Shebang, and is put on by best-selling sales author Jill Konrath. Next post: Grow Sales: Have a Sales Contest With Yourself!

Lead Rank 135

Lead Rank Lead Scoring Revenue Conference 135

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DECEMBER 13, 2011

Sales Tips and Strategies to Grow Revenues. 5 Steps to Build Alliance Partnerships, Grow Your Connections and Your Sales. by Lori Richardson on December 13, 2011. A big issue has been problem areas around growing sales and ultimately growing revenues and profits for many businesses. Consulting. example: tid = 123.

Lead Rank 152

Lead Rank Lead Scoring Referrals Call-back 152

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NOVEMBER 30, 2010

Sales Tips and Strategies to Grow Revenues. They did not have processes and methodologies in place for marketing and sales. What products and markets are growing to be able to grow revenues? Have they even talked to a business growth coach or sales strategist? Consulting. by Lori Richardson on November 30, 2010.

Small Business 123

Small Business Small Business Lead Rank Lead Scoring 123

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MARCH 10, 2011

Sales Tips and Strategies to Grow Revenues. by Lori Richardson on March 10, 2011. I met Jeff Hayzlett at the Sales 2.0 He sat down at the table I was sitting at and proceeded to go through some of the vendor marketing materials (of the vendors at this conference exhibiting). Consulting. Conference earlier this week.

Conversion 181

Conversion Lead Rank Lead Scoring Vendor 181