Score More Sales

JUNE 28, 2013

E xplore new strategies – Ever looked at the Twitter stream to see what people are talking about in your sector or have you looked up actual customers / prospects to see what they are talking about? There are still a lot of B2B companies who turn away from social tools. Increase Opportunities. Expand Your Pipeline. Close More Deals.

B2B 196

B2B Lead Rank Lead Scoring Referrals 196

Pointclear

JUNE 6, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. 5 Buyer Behaviors Reshaping B2B Marketing. Only 16 Percent of B2B Consumers Prefer Live Webinars.

B2B 190

B2B Buyer Trade Show PointClear 190

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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. Don’t be afraid to let them know that you feel they could be a great prospective client / customer.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

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JUNE 25, 2013

While we are talking about visuals – I recommend you create one column to track prospects and one column to keep track of conversations with potential referrers – those people who can refer multiple sales opportunities your way. As soon as a prospect asks a question and hears you hesitate or stumble to answer, they know you are not seasoned.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

Understanding the Sales Force

MAY 30, 2013

In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." In the fifth step of the prospecting call he says that if the prospect sounds interested you should skip the script and jump right to the close. Isn''t this a prospecting call?

Prospecting 239

Prospecting Telemarketing Sales Qualified Lead Cold Calling 239

No More Cold Calling

OCTOBER 13, 2016

Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. needs us more than ever.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

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OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

Sales 2.0

DECEMBER 19, 2023

“Her” is a 2013 film about a lonely writer named Theodore Twombly, portrayed by Joaquin Phoenix, who develops a romantic relationship with an AI on his phone named Samantha, (voiced by Scarlett Johansson). It was pretty challenging for Joaquin Phoenix in 2013. It’s not a rote, let me act like I care question.

Film 150

Film Lead Rank Intent ACT 150

The Sales Hunter

JANUARY 8, 2013

“Informed-calling” is the prospecting method where in place of making cold-calls, you instead call potential customers with a specific reason based off of something you’re learned about them. An example of how it works is you might be selling B2B in the software industry. ” Sales Motivation Blog.

Cold Calling 181

Cold Calling Prospecting Customer Software 181

The Pipeline

DECEMBER 24, 2012

Many organizations are in the midst of meeting with their sales teams to deliver their performance reviews and development plans for 2013. Cons: Santa consistently sets high, at times unrealistic expectations, only to under deliver, leaving some prospects disappointed, wanting, and having to wait 12 months for another shot at satisfaction.

Lead Rank 275

Lead Rank Lead Scoring B2B Face-to-face 275

SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. We’ll each be recommending 6 sales tools for B2B sellers. There are tools for you to: Find prospects from within your social circles. Do you want to do more?

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar. Simplified.:

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

The Sales Hunter

MARCH 13, 2013

Getting a prospect to open your email is only the first step in email marketing. If you learn only one thing from this email series, I hope it is this — prospecting is not about you! Your role as an industry expert can be invaluable to your prospects, so you need to flaunt that expertise. It’s about them.

Prospecting 240

Prospecting Strategy Email Marketing Promotion 240

Score More Sales

MARCH 26, 2013

Companies need to use all the data they are gathering in better ways to allow sales more insight into what their prospects have done since they last spoke, and what existing customers are doing in areas they are not working with them yet.

CRM 235

CRM Guidelines Data Compensation 235

SBI

JULY 22, 2014

If you’re a B2B seller you no doubt find it increasingly difficult to make sense of the marketing technology landscape. He skipped 2013, perhaps because the market was moving too fast because, as of the 2014 version, the map has grown to a staggering 950 companies. Better communicate value and market positioning to prospects.

B2B 123

B2B Tools Top of Funnel Marketing 123

Increase Sales

FEBRUARY 23, 2013

For most to overcome this sales challenge of “I need prospects,” begins with marketing. Earlier this week I wrote about this sales challenge from a prospecting perspective. Asked back for that coveted face to face meeting (B2B) or to have the person walk through your doors (B2C or B2R). Building relationships.

Prospecting 145

Prospecting Advertising Advertising Face-to-face 145

Sales and Marketing Management

DECEMBER 22, 2013

Issue Date: 2013-12-23. Teaser: With studies showing that up to 80 percent of B2B buyers find their supplier on their own, getting found is just the first step in a process that is all about engaging the prospect long enough to convince and close. Author: Paul Rafferty. read more'

Sales Enablement 180

Sales Enablement Study B2B Buyer 180

Score More Sales

JANUARY 27, 2014

hire a prospecting coach. list out your selling “areas to work on” set aside weekly prospecting time. think of stories that you can use to better connect with prospects. learn more about your prospective clients’ business to help solve problems. hire a prospecting coach. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Social Selling training budgets increased 48% in 2013.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business.

PointClear 150

PointClear Outbound Inbound Study 150

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AUGUST 26, 2013

This is definitely one of the top requests I hear when meeting with those prospecting for net-new business. It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers. I think you’ll like what Kyle says in the video.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

Increase Sales

JULY 8, 2013

of the recruiters will use LinkedIn even more in 2013. Recruiters are salespeople whose sales prospects are skilled qualified employee. By engaging in eduction based marketing, busy salespeople can employ LinkedIn in the same manner to reach their passive sales prospects. of the recruiters used social media in 2012.

Social Media 128

Social Media Media Prospecting LinkedIn 128

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MARCH 18, 2014

This blog will be looking into all of the ways – easy ways, that a sales professional can get “more social” with his clients, prospective clients, and strategic partners. Unless you can show me an immediate benefit, why should I change? Your thoughts are always appreciated – starting tomorrow, the discussion begins.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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JANUARY 24, 2014

Read the post How to Build Trust in Selling and The Power of Trust in B2B Selling. Secondly, it can cost you relationships – prospective clients, existing clients, and business partners form an opinion of you when you do what you said and when you don’t. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

Score More Sales

NOVEMBER 1, 2013

Start with 25 prospective companies – or 50 or 100 if you can consistently follow up with this number of contacts. The Power of Trust in B2B Selling . Don’t discount the importance of this in building rapport and a relationship. Remember this most significant factor for long term customers and then target wisely.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. Know the Modern B2B Buyer.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Score More Sales

JANUARY 7, 2014

Imagine just for a moment if you had such curiosity for your prospective buyers. So start simply by thinking of three main questions you’d like answered or discussed in the next call you have with your prospect. Do you know everything there is to know about your prospects? Why did they go to that page on your website?

Inside Sales 225

Inside Sales Call-back Lead Rank Lead Scoring 225

The Sales Hunter

MAY 8, 2013

This is as true in B2C as it is in B2B. And by “positive results,” I mean significant increase in prospecting success and more closed sales. Copyright 2013, Mark Hunter “The Sales Hunter.” What does your customer truly want? Remember — you have to look beyond mere benefits of what you sell.

Customer 224

Customer B2C Customer Service Selling Skills 224

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JULY 29, 2013

How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects? That seller who regularly runs into obstacles and they always seem to bounce back? They have grit. Grit is a trait– a distinguishing feature. Grit enables you to persevere. Close More Deals.

Inside Sales 211

Inside Sales Lead Rank Lead Scoring Outbound 211

The Pipeline

JUNE 24, 2013

Here we are the last week of the first half of 2013, the first full week of summer, what better time to focus on every seller’s second favourite topic, voice mail. By Tibor Shanto – tibor.shanto@sellbetter.ca. The Discovery channel has their annual tradition of Shark Week, and now we introduce Voice Mail Week.

Video 267

Video Cold Calling Sales Leadership Channels 267

Score More Sales

SEPTEMBER 3, 2013

Call on the wrong prospects. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. Once I “get” it, and if I see the value, I’m now a more probable prospect. Want to get slowed down as a sales prospector and waste a lot of time? LinkedIn Power Tips.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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DECEMBER 17, 2013

I promise you that if you have a valuable offering and you ARE out there engaging with probable prospective buyers, you will find interest every day or almost every day. On the other hand, if you don’t pick up the phone and call administrative assistants, and internal coaches at prospective companies, and c-level contacts, you WON’T.

Inside Sales 203

Inside Sales Lead Rank Lead Scoring Buyer 203

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DECEMBER 9, 2013

It’s not much different in the B2B world. What is interesting to me is in how quickly a seller will move on if their prospective buyer gives them a NO. But you want to buy on your own terms. You’ll be the judge as to when the seller should engage with you. No Means Many Things in Sales. Expand Your Pipeline.

Inside Sales 210

Inside Sales Lead Rank Lead Scoring Ideal Customer Profile 210

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NOVEMBER 8, 2013

One rep told me that since his prospect didn’t call back they must not be interested. Keep a realistic eye open so that you’re not proposing amazing things that will never happen – wrong prospect or wrong value proposition. 2 – Optimism. op-tuh-miz-uh m1. Source: Dictionary.com. I asked him how he knew this.

Lead Rank 224

Lead Rank Lead Scoring Proposal Outbound 224

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JULY 31, 2013

DO use your gut when you think there is a problem or an issue with your customer or with your prospect. Keep assessment tools in mind when hiring – they are getting easier and are less costly with quicker results and a very high rate of accuracy. My stats were great in that category. If you think something is wrong, ask your customer.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

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JULY 27, 2013

No doubt you are busy in your sales career working to identify prospective customers, connect with them, nurture that relationship and ultimately help them to a buying decision potentially with your products and services. Trish Bertuzzi – the Bridge Group Inc – B2B inside sales experts. Increase Opportunities.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

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FEBRUARY 21, 2014

We talked at length about how two trends have changed the way sellers sell and buyers buy – that is that we are a social, mobile, b2b world now. By the time they reach a prospective company to buy from, much of the research has been done. Recently I had a great conversation with Fred Studer, GM of Microsoft Dynamics at Microsoft.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231