Pointclear

JULY 19, 2012

” He says these warm leads actually had a higher conversion rate because—with the so-called “hot” leads—the sales team wasn’t involved early enough to influence outcomes. ” 2012 Recommendation: Marketing Should Ask Sales Three Questions. There are groups that are driving ROI from social media.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. Social media platforms are now your best tools. © MASP - Fotolia.com. Kindle Edition-Click here.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

Score More Sales

APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. What is our end goal? What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Score More Sales

JANUARY 11, 2013

Ed and I spoke recently about the trends, and I shared with him my concerns about how so many smaller organizations are overwhelmed by tools, technology, and strategies for growth. So many new cloud-based tools have not only come to market, but many are tried-and-true now.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

Score More Sales

JANUARY 16, 2013

Do you have a toolbox of your own tools which can help separate you from the rest of the noise in your industry and sector? This topic has been talked about recently through colleague Miles Austin’s post Snap-on Tool Trucks and Sales Reps. They are usually told what their tools are – or are not.

Outbound 241

Outbound Influencer Analysis LinkedIn 241

Score More Sales

APRIL 30, 2013

Many CRM tools are set up in a complicated way so a rep spends too much time learning them and then using them. A tool is nothing but a tool without a process. Instead of trying to fit a square peg into a round hole, you can find tools that help you customize what you do and even add better process in some cases.

CRM 291

CRM Revenue SugarCRM System 291

SBI Growth

MAY 22, 2013

(Source – CEB, The New High Performer Playbook, Arlington VA, 2012). Then influence their decision by providing yourself as the solution. Spread your scope of influence to as many people as possible. LinkedIn Signal is the ideal tool to track who follows your insights. Monitor interest. Next Steps.

Social Selling 324

Social Selling Hiring Inbound Outbound 324

Score More Sales

MAY 24, 2012

Here are some tips and tools gleaned in a fun roundtable conversation on Pre-Call Research I participated in through the Docusign SalesGuru site which included the following experts: Nancy Nardin of Smart Selling Tools Miles Austin of Fill the Funnel Lars Nilsson of SalesSource.

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

Score More Sales

FEBRUARY 7, 2013

But time and again, we get bombarded with interruptions, alerts, tools, and technology. Three Tech Traps to Avoid: Tool Overwhelm. Get one specific tool to track information and one tool for projects. Unfortunately in a corporate environment there are added tools, sometimes departmental tools and customer tools.

CRM 238

CRM Outbound Tools Study 238

SBI Growth

JANUARY 16, 2013

Today's Buyer finds influence in Twitter and LinkedIn, not their email or voicemail. Then I provide several tools for success in the Social Seller Mobile App Guide. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). The best way to influence the Buyer is to consume the best information. Leave a comment!

Eloqua 331

Eloqua Networking LinkedIn Influencer 331

Score More Sales

MAY 11, 2012

Marketo also has a helpful article written by Silicon Valley veteran Phil Fernandez on how sales teams need to adapt to the new ways of selling and using a tool like a tablet to do that. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? Read the insightful article here.

Marketo 214

Marketo Lead Rank Lead Scoring Outbound 214

Score More Sales

NOVEMBER 22, 2013

Three major takeaways from the study include: How CxOs are opening up to customer influence. Since there will be lots of interpretations of this data I am going to focus on just a few things that really stood out – specifically: Influence. The C-suite has the most influence in a company – we all know that.

Study 216

Study Influencer Lead Rank Lead Scoring 216

Score More Sales

NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. It is one of the no-brainer, must do sales tools to look into.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

SBI Growth

JANUARY 15, 2013

Of all the opportunities put in your pipeline during 2012, how many actually closed? Download Your Persona Based Forecasting Tool Here. Personas are research-based representations of the buyers, and influencers and evaluators of your products or services. Download your Persona-Based Forecasting Tool Here.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

Score More Sales

APRIL 30, 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. Share 3 Smart Ways to Close Deals in Your Sales Pipeline originally appeared on Score More Sales on April 30, 2012.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

Score More Sales

APRIL 30, 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. 3 Smart Ways to Close Deals in Your Sales Pipeline originally appeared on Score More Sales on April 30, 2012.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

SBI

DECEMBER 11, 2012

There are lots of sales tools to help you. There are lots of sales tools! We’ll each be recommending 6 sales tools for B2B sellers. That’s a lot of ‘tools’ to cover in 60 minutes so you can expect this webinar to be informative, fast-paced, and full of energy. Don’t put your sales tool schooling on hold.

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

SBI Growth

DECEMBER 26, 2012

Download this Marketing Plan Assessment Tool to rank your planning ideas across Impact & Ease of Execution.). There has been a proliferation of tools and channels. The aim being that the brand communicates trust, influences, and leads to an action. We have seen a growth in 2012 in the concept of lead nurturing.

Trends 316

Trends Top of Funnel Marketing Eloqua 316

Score More Sales

JUNE 26, 2012

Even if a percentage of your customers are on social tools and platforms now – you need to be there as well. There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Zoominfo

APRIL 16, 2018

With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales. There are a million tools out there (Zoominfo) to help with that. He was also named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. Avoid dumb s**t!

Journal 171

Journal Influencer Case Study Sports 171

Score More Sales

JANUARY 29, 2013

I think that big organizations my company sells into have a very big influence at alumni and C-level meetings our C-level contacts attend throughout the year. Tools like InsideView , Discover.org and others can alert you to events that should trigger you to contact them – leadership changes, mergers, and other corporate activity.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

Score More Sales

APRIL 16, 2012

What tools are helping the profession of selling? Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? Share Post Your Questions About Inside Sales Challenges originally appeared on Score More Sales on April 16, 2012. The benefits of team selling? Advancing your career?

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

Score More Sales

APRIL 16, 2012

What tools are helping the profession of selling? Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? Post Your Questions About Inside Sales Challenges originally appeared on Score More Sales on April 16, 2012. The benefits of team selling? Advancing your career?

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

Score More Sales

MAY 23, 2012

Kline also mentioned the power of “earned influence” in the social marketplace – which a company cannot buy, no matter how large. 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.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

Score More Sales

FEBRUARY 12, 2013

2) They tell me that only “some” of their clients are using social tools. Moderator for this webinar is Ralf VonSosen, Head of Sales for LinkedIn, and my co-presenters are Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. Why should they put the effort out if only some clients will interact with them?

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

Score More Sales

SEPTEMBER 6, 2012

In fact IBM has described transforming the role of the Chief Marketing Officer (CMO) and much attention is being spent here at the Summit on ways to invigorate marketing teams with new tools to assist in moving the science and art of marketing forward. We are seeing this happen in smaller B2B companies as a great business equalizer.

Influencer 187

Influencer Case Study Enterprise Enterprise 187

A Sales Guy

JANUARY 18, 2012

The tools available to influence the sale and how we sell have changed. There are more tools available to help people sell than ever before. Capitalizing on these tools is where the win will be. Most of the tools available to sales people today can fundamentally transform their prospecting and lead generation.

Tools 109

Tools Social Media Lead Generation Media 109

Score More Sales

APRIL 2, 2012

If you do not know how, take a class or read some of the great e-books and blog posts on how to make LinkedIn a prospecting tool WITHOUT a desperate attack on just anyone you may be connected to through a LinkedIn Group. Hope is not a strategy in 2012. Instead, work to build relationships in LinkedIn. Do better, people.

Inside Sales 186

Inside Sales Webinar Metrics Outbound LinkedIn 186

The Sales Hunter

FEBRUARY 8, 2012

Feb 09, 2012. She makes great points about using social media to find opportunities, learn about your buyers, identify your influencers and understand your competition. I’ve been using these tools for years and I generate a tremendous amount of new business from them. Copyright 2012, Mark Hunter “The Sales Hunter.”

Social Media 189

Social Media Media Strategy Prospecting 189

Score More Sales

APRIL 26, 2013

Now add in social tools – does it all work together? 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. What are some pitfalls when deploying CRM?

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

Score More Sales

JUNE 12, 2013

There has never been a better time to find simple and even free tools to capture your prospective customers and all your connections). Use online and social tools to connect, such as through LinkedIn and Twitter. Don’t stop with social tools, though. Note: if you are NOT doing this, start immediately.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

Score More Sales

MARCH 14, 2013

Many have closed new business as a direct result of using LinkedIn as a serious tool. These users feel that LinkedIn is an essential business tool. After you read Konrath and Albee’s e-book , check out our ongoing series of LinkedIn tips and contact us to help you become a master of this tool. Social Selling Power Tools.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

Score More Sales

APRIL 29, 2013

Once you have a solid system and suite of tools, you need the methodology in place on how you handle leads and inquiries. You can’t remember everything, and Outlook (or gMail) just doesn’t cut it for this. If you have a process that is not whole to move sales opportunities forward, you are leaving money on the table.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

Score More Sales

JANUARY 8, 2013

So why is it that we, as sales professionals don’t usually practice what we’ll say when we finally get that Influencer or actual buyer on the phone? When you spend so much of your day with a tool that can cut someone down in an instant with the wrong words, why do you not have a plan in place to help your words shine?

Travel 258

Travel Outbound Influencer Buyer 258

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. If my purpose is to help businesses grow, then I would focus on tips, tools, and ideas that do exactly that. Once you start listening it is very likely you will have things to share.

Twitter 232

Twitter Strategy Prospecting Promotion 232

Score More Sales

FEBRUARY 20, 2013

Emotions started running the call—not effective influence and communication skills. The salesperson knows that he is supposed to meet with all the buying influencers. Being present is one of the most important things any of us can do to influence others. I think some people may think that EI is soft and ‘kind of mushy.’.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

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. Get names or titles confirmed using LinkedIn or other tool – then pick up the phone and call. What tips can you add?

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272