Score More Sales

APRIL 15, 2013

“You have two ears and one mouth for a reason,” said my sales manager years ago, and it wasn’t the first time he had said it. Example of a question that is not powerful: “How are you today?” ” Example of a question that is more powerful: “Compared to this day last year, how are things going?”

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

Score More Sales

JUNE 3, 2013

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers. The post Inside Sales Power Tip 116 – Call Deep appeared first on Score More Sales.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

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 27, 2013

An example would be a sales rep in telecommunications understanding where their telecom and data prospects (and customers) spend time online – so they can see and hear them talking about what’s new with employees bringing devices from home and how that might factor into data issues at their clients’ corporate offices.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

SBI Growth

DECEMBER 13, 2012

B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. But will the sales talent keep pace? HR leaders will play a major role in success of the Sales 2.0 But what about new HR metrics for sales organizations? Contrast "revenue performance" with " sales pipeline."

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

Score More Sales

APRIL 22, 2013

Where do you fit as a sales professional? No doubt about it, you need to learn specific skills and do them extremely well to succeed at the top level in your sales career. For example, if you are not saying anything compelling, interesting, or piquing my curiosity, I won’t ever call you back. This Webinar Might Help: .

Inside Sales 212

Inside Sales Lead Rank Webinar Metrics Sports 212

Score More Sales

NOVEMBER 26, 2012

Working hard in sales but not accomplishing enough? Declare a sales goal you want to accomplish and give some detail – it needs to be specific and time bound. The “science” aspect of selling will help you grow sales by 10-30% or more.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

Score More Sales

APRIL 8, 2013

Recently I wrote about how being more creative in sales opens up bigger opportunities for you and your company. It has caused me to think about creativity and concrete examples. Translate that to your sales career. He could have been extremely happy with that.

Inside Sales 224

Inside Sales Outbound Conference Intent 224

SBI Growth

JANUARY 15, 2013

Will upper management be able to rely on your sales revenue forecasts in 2013? Many Sales Ops leaders I’ve spoken with are proud of a +/- 10% forecast accuracy. Let’s say the 2013 sales revenue target was set at an even $500 million. Two steps to fix your CRM-based sales forecasting. Sales guys tend to be too optimistic.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

Sales and Marketing Management

JULY 26, 2018

Author: Erik Charles When sales professionals look at artificial intelligence (AI), what do they see? And, at that point, the winners and losers will be separated by how well they combine their sales talents with skills for using AI. For example, sales applications should draw on a focused set of data?

Training 206

Training Penetration Government CRM 206

Score More Sales

NOVEMBER 1, 2012

Are you a seller or sales leader? Jot down what 3 realistic goals are over the next 60 days - they can be pulled from your existing sales plan. It doesn’t have to only be a revenue goal, it could be something like developing an exhaustive list of prospects for a new service, for example.

Outbound 216

Outbound Influencer Revenue Lead Management 216

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

SBI Growth

NOVEMBER 9, 2012

The 2013 Number came back from the Board for the VP of Sales. They expect a 20% increase over your “best case” 2012 finish. Regional Sales Leaders? VP of Sales Operations? If you answered anything other than #4 , revisit the value your Sales Operations Leader is providing. Who do you turn to for help? Not a “doer”.

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303

Score More Sales

JANUARY 10, 2013

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. If your potential buyer is a sales recruiter, for example, you can see where they are active and what they are working on, then tailor your messaging to better fit what their world is like currently.

InsideView 249

InsideView Research Prospecting Eloqua 249

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. Here are a few examples. Black and white. How has it worked?

Social Media 233

Social Media B2B Strategy Media 233

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

MTD Sales Training

NOVEMBER 29, 2011

November has been a very busy month for Sean and the team as we held our first ever Sales Summit recently! MTD’s MD Sean McPheat has had many successful experiences keynoting at business events and conferences across the country, and he thought it was about time MTD had our very own sales event…and what an event it was!

Negotiation 209

Negotiation Social Media Hotels Decision Maker 209

Score More Sales

JANUARY 8, 2013

Jen Mueller, sideline reporter for the Seattle Seahawks had a quick conversation with Seahawks star quarterback Russell Wilson recently and shared a lesson for us all in sales about the power of the words we choose to use. For example, if I say in my voice mail to you: It would be great to talk if you have a spare minute. .

Travel 258

Travel Outbound Influencer Buyer 258

Score More Sales

FEBRUARY 25, 2013

Sales pro, when you are a consumer, do you make quick decisions after being very clear of the pros and cons of the purchase you are about to make? I don’t like going into their retail stores because it’s usually too crowded and the sales reps do such transactional deals that it isn’t much fun, either.

Inside Sales 227

Inside Sales Lead Rank Lead Scoring Hiring 227

Score More Sales

FEBRUARY 22, 2013

We teach sales professionals about the “Big 10″ items you need to pay attention to and do correctly for success on growing your visibility and your revenues using LinkedIn as a tool. My hope is that you see clearly why being vague, impersonal or one-sided does not work with LinkedIn requests, or in sales as a whole.

LinkedIn 248

LinkedIn Networking Ideal Customer Profile Outbound 248

Score More Sales

MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Example: One of their Board members is also with a company that is a client of yours. Be persistent and follow-up.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

The Sales Hunter

DECEMBER 14, 2012

A question sales managers ask me all the time is, “How do I motivate my salespeople?” Let me say that after 30 years of sales management experience, I have found that sales motivation is not something you do to someone else. If you don’t agree with me, let me give you a simple example.

Motivation 211

Motivation Influencer Sales Management Positioning 211

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

FEBRUARY 27, 2013

This means that regularly we get new sales opportunities through a combination of Twitter and LinkedIn. Example: If I am an IBM business partner, I’d have saved searches for everything IBM, so that I could re-tweet and share the content I find valuable and pertinent to my business. 2. Become an Influencer in Your Industry Niche.

Twitter 232

Twitter Strategy Prospecting Promotion 232

Score More Sales

MARCH 11, 2013

When you work as a sales professional you are representing your company, its products, and services to the many potential buyers that you come across. Throughout a sales career, you may run into direct leadership (sales manager) who is not interested in a win for your customer, just a win for the company (“have you closed that deal YET?”).

Inside Sales 212

Inside Sales Lead Rank Lead Scoring Outbound 212

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. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. Increase Opportunities. Expand Your Pipeline. Close More Deals.

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

Score More Sales

JUNE 5, 2013

The new book is a must read for anyone who values business building or who needs to grow business because of the examples and stories which prove out Porter’s ideas. A long time Dale Carnegie fan, I loved how this book is described as a fresh take on the Carnegie classic, “How to Win Friends and Influence People.”

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

HeavyHitter Sales

FEBRUARY 22, 2012

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.

Penetration 112

Penetration Competition Examples Study 112

Score More Sales

APRIL 27, 2012

That’s the “sale”. Example: A marketing executive prospect works for an electric utility. In some tech marketplaces sales reps are texting prospects – almost always once rapport is established. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

That’s the “sale”. Example: A marketing executive prospect works for an electric utility. In some tech marketplaces sales reps are texting prospects – almost always once rapport is established. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

JUNE 7, 2012

For example: The Podcasting Track was fantastic – tools, lessons, and lots of examples. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? and one of “20 Women to Watch in Sales Lead Management”. It’s About the Content. Standout sessions for me were from presenters.

Conference 179

Conference Lead Rank Lead Scoring Media 179

HeavyHitter Sales

SEPTEMBER 9, 2011

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

Jonathan Farrington

MAY 2, 2012

This was the criteria we finally ended up using to benchmark each individual’s impact within the sales/marketing space: • Social media presence – Twitter/ Facebook/ Klout score/LinkedIn authority. At least fifteen names on my list didn’t make it, and I think I now understand why. Active engagement with recognized resource sites. •

Influencer 34

Influencer Social Media Marketing Lead Rank 34

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

NOVEMBER 30, 2012

It’s the time of year when you might be thinking of something for your favorite sales professional or sales leader. THE GIFT OF RECOGNITION – Many in sales and in business want to be recognized and appreciated for our efforts. There are a number of reasons to give a tangible gift or a gift of time or energy.

Outsourcing Services 208

Outsourcing Services Policies Guidelines Sports 208