Score More Sales

JUNE 13, 2012

Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. “The 2012 IBM Global CEO Study, ‘Leading Through Connections’ is a result of. industries.

Study 198

Study Lead Rank Lead Scoring Journal 198

Score More Sales

FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. Younger sales reps tend to be more used to an interruption-based work day filled with texts, chat, some e-mail and perhaps phone calling all as a part of their day.

CRM 238

CRM Outbound Tools Study 238

Score More Sales

MAY 23, 2012

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

The Sales Hunter

JANUARY 23, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Jan 23, 2012. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Negotiation.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

Score More Sales

MAY 16, 2012

Do You Have a Sales Funnel? Are you part of a B2B sales organization proactively looking each week at what deals are in your sales funnel (or sales pipeline)? You have no CRM system and use some combination of e-Mail, Excel, Outlook, and/or sticky notes to “track” your prospective sales opportunities. The result?

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Score More Sales

JULY 18, 2012

Some time ago we talked about the 3 parts of the sales pipeline: front , middle , and end from a sellers point of view. Disclosure: since I represent sales, not marketing, this is my interpretation of what a marketer would say.) It will all tie into sales shortly. Today let’s talk from a marketer’s point of view.

Top of Funnel 192

Top of Funnel Pipeline Funnel Travel 192

Score More Sales

JANUARY 11, 2013

With everything out there – hundreds of thousands of apps, mobile technology, iPads, and things to measure, where does a sales leader or C-level team in an SMB start? Companies now have so much unstructured data and often so little real insight into customer trends and sales effort trends.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

Alice Heiman

NOVEMBER 10, 2021

When should you bring on a sales team? are answered in my latest Sales Talk for CEOs podcast. This episode features Jacco van der Kooij, Founder of Winning by Design , a global B2B revenue consulting and training company founded in 2012. 8:10] Why you shouldn’t hire for sales early. [15:37] Click to tweet.

Hiring 62

Hiring Strategy Conference LinkedIn 62

Score More Sales

JANUARY 14, 2013

There is a big huge disconnect for many sales professionals and other company employees about the value of their LinkedIn profile and how specifically to make it work for them. People search with search terms on search engines and right in LinkedIn. courtesy of Linkedin-makeover.com. Your summary can catch someone’s attention.

Ideal Customer Profile 203

Ideal Customer Profile LinkedIn Outbound Inbound 203

The Sales Hunter

FEBRUARY 10, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Feb 10, 2012. But taken collectively, they compound into such a difference in your sales.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

Score More Sales

APRIL 19, 2013

I choose not to detail the series of events – they are easy to find through any search engine. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. Don’t think my blog title minimizes my feelings about what has happened.

How To 237

How To Outbound Engineering B2B 237

Score More Sales

AUGUST 20, 2012

We have a very high respect for the Sales Force Effectiveness Blog over at Sales Benchmark Index. They regularly have great and highly valuable content, covering key topics and issues on the minds of sales leaders and C-level leaders around sales and leadership. Stop calling inside sales inside sales.

Inside Sales 193

Inside Sales Travel Outside Sales Territories 193

Score More Sales

MARCH 16, 2012

The new portal / sales blog aggregator called SalesProCentral is intriguing and interesting. disclosure: Score More Sales blog is one of a bunch of sales blogs you can find here, and that's our only connection to the site]. If we see that a user tweets a lot about insurance sales, we keep track of that “interest.”

Insurance 174

Insurance Insurance Face-to-face Outbound 174

Score More Sales

AUGUST 6, 2012

Sales reps are searching as many as 15 different data sources for information on customers and prospects. 82% of those surveyed believe that sales reps are challenged by the amount of information and the time it takes to research prospects prior to making contact. Reps are on information overload. You can download the study here.

Data 197

Data CRM Survey Study 197

Score More Sales

JUNE 29, 2012

Those sales leaders who are not surprised are those who are working a plan with a good team of sellers in place. Sales Benchmark Index says that the average tenure of a Chief Sales Officer is 19 months. Sales leadership is a role much like the coach or manager of a professional sports team. Success keeps you in the job.

Pipeline 183

Pipeline Hiring Lead Rank Lead Scoring 183

Score More Sales

DECEMBER 18, 2012

How The Antarctic is Like Sales. This year I met Mike Pierce, also known as “Antarctic Mike” when we were both speaking at a sales industry conference. Before going to Antarctica, he trained in a huge freezer. LR: What are the top 3 things you have learned from Antarctica that apply to sales? I can literally go run 26.2

Outbound 212

Outbound Relationals Conference Training 212

Score More Sales

AUGUST 10, 2012

What is the gold in your territory and your sales plan? This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. How will you reach it?

Sports 201

Sports Territories Outbound Engineering 201

Score More Sales

MARCH 8, 2012

In order to be most productive with the sales opportunities in your pipeline there are a number of people you need to know well. You’re done in by lost sales, missed opportunities, misaligned goals, and “no’s” toward the end of a prospective customer’s long buying cycle. You (yes, you.) slow follow-up.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203

Score More Sales

APRIL 26, 2013

Not enough employees with CRM seats – companies will selectively give certain individuals seats, such as all sales but no marketing, or inside sales but not outside sales (or vice versa). Lack of leadership support for adoption – success of CRM must tie in with sales methodology and process. This really helps sales reps.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

Score More Sales

NOVEMBER 20, 2013

One sales expert I know recently went on a rant about how social selling has not affected KPIs in any of the companies they have talked with. They went so far as to say that many of us “other sales experts” don’t know what we are talking about when it comes to understanding business improvement and revenue increases.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. Most sales reps believe these are really not for them as much as they are for leadership. A TOOL JUST FOR SALES MANAGEMENT? So how can we increase revenues with CRM?

CRM 291

CRM Revenue SugarCRM System 291

Score More Sales

JANUARY 17, 2013

It has been the case that many sales tools have been unapproachable for smaller and SMB sales teams due to the financial investment as well as the time and expertise to get some tools in place. The element of change is not as difficult in these cases because sales team members see results. Some even offer immediate results.

Tools 230

Tools Hiring Report Face-to-face 230

Score More Sales

MAY 30, 2013

IBM again went to 500 marketing professionals in 15 industries to ask critical questions and uncover from a marketing standpoint to help us all improve marketing and sales results. The top two marketing challenges are issues near and dear to the sales team as well: Acquiring New Customers. Creating a consistent customer experience.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

Score More Sales

JANUARY 25, 2013

At a recent round-table with inside sales leaders, our topic was about effectively leading Gen Y / Millennials. We all agreed that generally speaking this group of employees match up to the tasks of what solid, successful inside sales professionals do – with one caveat. There is a larger need for feedback.

Inside Sales 235

Inside Sales Construction Lead Gen Lead Rank 235

Score More Sales

DECEMBER 21, 2012

We often talk here at Score More Sales about acquiring new customers, and probably don’t do enough talking about retaining and growing the good existing business we have. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Company 208

Company Film Study Lead Rank 208

Score More Sales

JUNE 26, 2012

Example: We brought you news about IBM’s recently announced Midmarket CEO Study that talked about how: “70 percent of midmarket CEOs aim to partner extensively with other companies as external relationships will play a more critical role to CEOs’ overall business strategies” [IBM Midmarket CEO Study, 2012].

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Sales Training Advice

JANUARY 4, 2012

It’s well known that engineers are conservative, risk-averse, overly cautious and extremely rational. If you are in a position of selling to engineering-intensive companies, or working with a sales engineer to close a sale, it’s imperative that you take the time to understand how to communicate with technical professionals.

Engineering 61

Engineering Hiring Education Negotiation 61

Sales Training Connection

NOVEMBER 9, 2012

Team selling increasingly is becoming more prevalent in major sales. And with the rise of team selling comes an interesting question: How can sales calls with multiple people be managed effectively? We often see sales reps make sales calls with their sales managers or with a tech support people.

Engineering 107

Engineering Maximizer Training Study 107

Score More Sales

JUNE 12, 2013

If I could give you a sales team of enthusiastic champions to build your visibility and ultimately your revenues without writing a check, would that be helpful? Imagine that sales team I mentioned earlier. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

Score More Sales

APRIL 27, 2012

That’s the “sale”. In some tech marketplaces sales reps are texting prospects – almost always once rapport is established. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

That’s the “sale”. In some tech marketplaces sales reps are texting prospects – almost always once rapport is established. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

NOVEMBER 22, 2013

IBM State of Marketing Study 2012. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. The post The C-Suite Prepares for the Future appeared first on Score More Sales. Close More Deals.

Study 216

Study Influencer Lead Rank Lead Scoring 216

Score More Sales

AUGUST 14, 2012

When it comes to integrating online and social activities into their marketing and sales strategies it seems like there are two camps – those that “get it” and those who will wait till there is more “proof” that social selling actually works. Are you utilizing these basic ideas with your sales and marketing teams?

Social Media 233

Social Media B2B Strategy Media 233

HeavyHitter Sales

FEBRUARY 23, 2013

I’ve had the privilege to work with and study hundreds of companies and their sales organizations. While it includes companies than range from start-ups to billions in sales, all of these businesses share three common qualities. It’s a phenomenal success story and 2012 annual revenues were up 63%. ON24 www.on24.com

Company 152

Company Analytics Enterprise Enterprise 152

SBI

MARCH 1, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? That has all been upended now.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

Score More Sales

NOVEMBER 27, 2012

It is always great to speak with current and former Chief Revenue Officers (CROs) and Chief Sales Officers for their perspectives and insight. Our conversation about the 3 rd edition of his book, “The Sales Manager’s Mentor – 365 Tips on the Art of Sales leadership” turned into an interview for a post.

Lead Rank 213

Lead Rank Lead Scoring Promotion Outbound 213