Score More Sales

MAY 21, 2012

Just do research first and have value to add with your products and services. If you don’t know how to do this, listen to the roundtable about pre-call research with a panel of experts on the topic. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012?

Lead Rank 229

Lead Rank Lead Scoring Intent Outbound 229

Allego

JANUARY 10, 2023

The founding team realized that traditional sales training was broken. The time was right for agile, on-demand, personalized training that leveraged the strengths of mobile technology and interactive video. Together, we invented a new approach to deliver training, coaching, and content at the moment of need. The “Aha” Moment.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

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. This can be a very quick two step process to connecting to people, rather than long research times and long time crafting emails.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Score More Sales

JANUARY 4, 2013

Some of my favorite activity goals include: Number of high level conversations you have each week with influencers and decision makers. It’s not about who you dialed anymore, or who you researched online – it’s about ACTION. Number of qualified appointments or demos that you set up.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

Score More Sales

MAY 8, 2013

One of the best things a company can do to get this message across is to have the company president or CEO stand in front of new sales reps (on-boarding training, perhaps?) Do research and learn how you can show the ROI of the concept you are thinking about. and make this clear. Without Undercover Boss, how can YOU make a difference?

Inside Sales 212

Inside Sales Licensing Lead Rank Lead Scoring 212

Score More Sales

JANUARY 11, 2013

IBM surveyed 1200 technology professionals in SMB organizations in 2012 and created the IBM Tech Trends Report. It is a document you can give to others in your organization to help support your ideas as a “Pacesetter” (one of the 3 types of people identified by the research).

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

Score More Sales

JUNE 26, 2012

There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. It also takes time to do regular research on your clients, their sector, and their industry counterparts. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Score More Sales

NOVEMBER 20, 2013

IBM has done research on social selling for several years. I trust their research and know of many ways they have embraced social into their inside sales teams and into their business plan. McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

DECEMBER 21, 2012

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. Jeff Ernst, Principal Analyst at Forrester Research narrates the overview click here to view the video.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Score More Sales

APRIL 22, 2013

I used to call what sales people need to do “perfect practice” as many will say that “perfect practice makes for a perfect end result” but I am not a perfectionist and don’t like to see sellers stalling, wasting hours and hours while they try for more perfect research and to perfect their messaging.

Inside Sales 212

Inside Sales Lead Rank Webinar Metrics Sports 212

Mereo

MARCH 16, 2023

Eyes train to screens for an average of 8+ hours a day. Recent research shows how time spent in the great outdoors can not only be therapeutic to your individual team members’ mental wellbeing — it can also boost their performance and productivity. 2) Hold regular sales training practice, coaching and reinforcement sessions outdoors.

Hiring 41

Hiring Research Study SalesForce 41

Smooth Sale

DECEMBER 23, 2021

Nicole Garrison is an expert writer of articles, case studies, and marketing, sales, and business development research. She adds, “if I ever write a book on effective sales training, I will title it “Relationships and Technology – The 21st Century Approach to Sales.” In 2012, the company Dollar Shave Club was launched.

Hiring 78

Hiring Social Media Follow-up Research 78

MTD Sales Training

NOVEMBER 29, 2011

The Summit played host to 3 fantastic speakers who presented four must-see sessions on all manner of topics, from prospecting, networking and building value during a sales interaction, right up to influencing, negotiating and communicating with potential customers. MTD Sales Training. Kubilay Tunc, The Cumberland Hotel. Happy Selling!

Negotiation 209

Negotiation Social Media Hotels Decision Maker 209

The Sales Hunter

FEBRUARY 6, 2012

Feb 06, 2012. Guest post Monday brings us John Doerr, president of RAIN Group, a sales training , assessment, and sales performance improvement company. John is author of The Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade and Sell in Any Situation. Client Login. Mark Hunter. Client List.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

Score More Sales

OCTOBER 19, 2012

As a seller and someone who trains and coaching sellers, I’ve always liked LinkedIn and was an early adopter. If you are a seller wanting to grow your sales, visit the blog over the next few weeks as we have extra LinkedIn conversations, interviews, and links to research which will help you grow as a seller. You can do that too.

LinkedIn 211

LinkedIn Resources Networking Hubspot 211

Sales Training Connection

DECEMBER 3, 2012

Let’s turn the clock back about 40 years and take a business perspective look at what was going on in the world of sales training. The early 70’s were the early years of modern day sales training. During that era five or six companies dominated the sales training industry. They competed against each other to win the major deals.

Training 104

Training Hiring Licensing Industry 104

Score More Sales

JUNE 5, 2013

Porter reminded us that everyone is just FOUR degrees of separation away – something I hadn’t thought about even though Facebook had sponsored research back in 2011 to see just how many degrees we are separated by now was in the digital age.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

Score More Sales

AUGUST 14, 2012

Most companies are not proactive to research what is on the horizon – they simply don’t have time or resources to do so. On another board, we listed all those mentioned on a list of Top 50 Sales and Marketing Influencers. Understanding: Think of research, above, for industry and competitive information.

Social Media 233

Social Media B2B Strategy Media 233

SBI Growth

JANUARY 5, 2013

Sales VPs need to train their Sales Managers differently. 77% of all Sales Managers reported fewer sales calls in 2012. 77% of all Sales Managers reported fewer sales calls in 2012. Understanding how to train today’s managers to coach requires understanding how your customers buy. Coaching sales people has changed.

Coaching 319

Coaching Sales Management Buyer Negotiation 319

Score More Sales

JUNE 3, 2013

Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email. 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.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

Score More Sales

MAY 8, 2013

One of the best things a company can do to get this message across is to have the company president or CEO stand in front of new sales reps (on-boarding training, perhaps?) Do research and learn how you can show the ROI of the concept you are thinking about. and make this clear. Without Undercover Boss, how can YOU make a difference?

Inside Sales 135

Inside Sales Licensing Lead Rank Lead Scoring 135

Score More Sales

MARCH 14, 2013

Prospect research is the most frequent LinkedIn activity. 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” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

Score More Sales

FEBRUARY 27, 2013

2. Become an Influencer in Your Industry Niche. By adding value to others, he’s a visible Influencer in Boston and also around the world. Once you are comfortable researching and listening, begin re-tweeting others. Doing this alone can give you enough good reasons to contact prospects and existing customers to add value.

Twitter 232

Twitter Strategy Prospecting Promotion 232

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. Gartner research backs this up, suggesting that social engagement is the more appropriate term. Derry Finkeldey, research director at Gartner, puts it this way: . Researching Sales Leads. Source: LinkedIn ). Source: Bambu ).

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. Simple, quick, web-based research is extremely important when you are calling prospects. 2) LinkedIn or other warm connection. 3 )Have data and knowledge of your prospect’s world.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. Simple, quick, web-based research is extremely important when you are calling prospects. 4 Sales Tips for Reaching Prospects by Phone originally appeared on Score More Sales on April 27, 2012.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

MAY 16, 2012

Most systems are under-utilized because of a poor roll-out and non-existent ongoing training. Don’t spend selling time researching your dream sales enablement tools. Share Analyzing Sales Opportunities in Your Pipeline originally appeared on Score More Sales on May 16, 2012.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Score More Sales

MARCH 1, 2013

A study done by Harvard Business School and University of British Columbia researchers asked people about their lives, and found: Those who say life is short and hard are more likely to expect bad things to happen to them, even though they are no more likely to have experienced these things in the past than folks who say life is long and easy.

Consumer 255

Consumer Outbound Study Positioning 255

Crunchbase

MAY 14, 2020

Founded in May 2012, G2 has raised an impressive $108 million in funding under Abel’s leadership. He’s constantly on Twitter ( @godardabel ) sharing relevant research and interesting findings related to sales, and is definitely someone to follow in order to up your sales game. CEO of JBarrows Sales Training. Max Altschuler.

Top of Funnel 132

Top of Funnel Scale Twitter LinkedIn 132

Score More Sales

FEBRUARY 25, 2013

Whether you do your research online or not, don’t you decide quicker when the value (or lack of value) is clear? 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? This is a KEY point for new sellers.

Inside Sales 227

Inside Sales Lead Rank Lead Scoring Hiring 227

HeavyHitter Sales

JUNE 15, 2010

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Whats Wrong With Sales Training Today.   Almost all sales training programs today share the same fundamental flaw. Via the Internet customers can research products, prices, and opinions. Heavy Hitter Sales Blog. Recent Posts.

Training 90

Training Penetration Sales Cycle ROI 90

The Pipeline

FEBRUARY 10, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. In the midst of this I started thinking about things that influenced my management style, and by extension those folks that I work with now. Sales Training. CNi Rapid Research. Dave Kahle – Sales Training.

Pipeline 218

Pipeline Cold Calling Groups Lead Rank 218

SBI Growth

SEPTEMBER 6, 2012

He conducted buyer research and asked his customers what their requirements would be. The goal was to identify where the opportunities existed to forge trusted advisor relationships, while understanding what resources needed to be added to influence customers’ decisions.”. Here’s what he learned. Execute the Plan.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

Increase Sales

JANUARY 10, 2012

Granted these were not potential customers (at least I do not think so), but they were business colleagues and centers of influence. For the last 10 plus years in the training and development worlds, eLearning through online courses, webinars, etc. P.S. Tomorrow will be the first guest blogger post for 2012.

Face-to-face 118

Face-to-face Meeting Social Media Survey 118

Tenfold

AUGUST 30, 2017

And, according to The Digital Evolution in B2B Marketing, a 2014 research conducted by the Marketing Leadership Council of CEB (now known as Gartner) in partnership with Google, this person will not face a sales rep until 57 percent of their buyer’s journey is done. You get on the project and do an online research.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Score More Sales

MARCH 14, 2012

Plus, during silent times, your potential customer is talking with your industry counterparts, or at least further researching them and getting advice from peers on what to do. How Setting Next Actions Consistently Help Buyers Buy From B2B Sellers originally appeared on Score More Sales on March 14, 2012. They die on the vine here.

Buyer 196

Buyer B2B Call-back Decision Maker 196

Score More Sales

DECEMBER 26, 2012

Yes, I do use the phone (and train & coach others to do the same). In doing research with my own industry counterparts, I found 65% of other B2B sales consultants in my space are OPEN with their connections, and 35% do not share them just as I don’t. Who Can See Your Connections?

LinkedIn 232

LinkedIn Conference B2B Networking 232