Score More Sales

JANUARY 9, 2014

A big one has to do with prospecting. Always be on the lookout – always be prospecting. Here are some of our most popular posts about prospecting: Phone Prospecting Strategy for Success. 4 Twitter Prospecting Strategies. Reach More Prospects with this Simple Plan. Increase Opportunities.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

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JANUARY 27, 2014

hire a prospecting coach. subscribe to Selling Power or Sales & Marketing Management. improve your time management. 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. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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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. What other ways to you find good leads?

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

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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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MARCH 13, 2014

You also need to be aware that a number of strategies will get you closer to prospective customers – not just one. At Score More Sales we call the multiple strategies in prospecting the Sales Pipeline Success Puzzle. Joe has a massive work ethic and sends out over 200 individual emails to prospective customers each week.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

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DECEMBER 24, 2013

To the seller who can talk well with c-level prospective buyers – work your schedule to DO THAT – and get support for the other things. getting ON the phones and talking to multiple potential buyers and potential coaches in prospect companies? Your best and highest use of your time is NOT to be doing that.

Inside Sales 227

Inside Sales Decision Maker Lead Rank Lead Scoring 227

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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

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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.

Inside Sales 211

Inside Sales Lead Rank Lead Scoring Outbound 211

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FEBRUARY 17, 2014

Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. If you know who your best prospects are (you know who your best customers are) then you need to contact others in the same industries with similar issues you can solve. Hold on a minute.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277

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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. Does Outbound Lead Gen Still Work? . Once I “get” it, and if I see the value, I’m now a more probable prospect. Keep Your Eye on the Right Buyers. LinkedIn Power Tips.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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FEBRUARY 25, 2014

Offering visual descriptions to prospects on how your services will solve their big issues is a great start. Close business because you showed the high value your company is offering and prospects got it. Even a pause when a prospect mentions an objection can cost you all credibility. Is it because of anything you said?

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Hiring Lead Rank Lead Scoring Inside Sales 229

SBI Growth

NOVEMBER 15, 2012

In my last blog post , we covered the P rocess that captures leads & nurtures them until sales ready - Lead Management (Get the Lead Management Best Practices Assessment tool at this event ). In this post let’s discuss the People part of world class Lead Generation. ROI came up. Think of that.

Lead Rank 288

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 288

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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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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 1, 2013

” You can read the whole e-mail prospecting scenario along with his results, then try it for yourself. Understand what the insight is that will benefit your prospective customers – and incorporate that into messaging. Dave said, “ when I saw them on my mobile device, I almost deleted them myself they were so long.”

Inside Sales 220

Inside Sales Lead Rank Lead Scoring Outbound 220

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MARCH 14, 2014

The number of people at your prospect company who are involved in a decision to buy your products and services has increased and often can be 4-7 company representatives. You may have to let someone “sell” on your behalf inside your prospect company – one of the worst things anyone in a sales career can ever do.

Decision Maker 229

Decision Maker Lead Rank Lead Scoring Compensation 229

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DECEMBER 16, 2013

Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you. Give prospective customers and those who could refer you many times over the chance to know you. Consider less in-person events and more online engagement with targeted prospects and targeted strategic partners.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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JANUARY 24, 2014

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. Over time, I’ve found that something as simple as being a bit disorganized can cost big money – missed opportunities – even contracts.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

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NOVEMBER 25, 2013

If you do create goals, create ones that can be measured, such as: Reach 3 c-level executives from potential prospect companies this week. Have 12 conversations at any level to learn the answers to questions to determine if we may have opportunities at the prospect company. How do you keep from being distracted?

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

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FEBRUARY 14, 2014

You come in every day with hope in your mind and a list of potential prospects. You know these prospects may be a good match for your products and services – that’s why you call and email. You even write occasional thank-you notes because it gets “you” (or your business card) right on your prospect’s desk.

Inside Sales 208

Inside Sales Lead Rank Lead Scoring Outbound 208

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DECEMBER 12, 2013

It seems crazy that having a curious conversation with prospective buyers would be so hard to teach – but that’s because it is human nature to get focused on something and want everyone to use that thing or do that thing. Learn to sell a new technology and suddenly everyone is a prospect.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

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AUGUST 5, 2013

If you are a B2B seller using the phone and email to connect with prospects and only calling on the C-suite, I’d like to ask you to stop calling high for just a moment and consider broadening your reach. I still worked to reach the CFO but also broadened my reach and had multiple contacts within a single prospect company.

Inside Sales 220

Inside Sales Outbound Inbound Lead Rank 220

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SEPTEMBER 27, 2013

Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard? Do they go beyond the basics to make things easier for prospects and customers? Do customer-facing reps take actions that help ease a sales or up-sell opportunity?

Retention 254

Retention Company Customer Lead Rank 254

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NOVEMBER 1, 2013

Start with 25 prospective companies – or 50 or 100 if you can consistently follow up with this number of contacts. 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. What do you think about the importance of trust?

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

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JULY 11, 2013

Take a moment to list out the questions you don’t have answers for with existing clients and also with your top prospective customers. It can take weeks or months for some in sales to truly qualify a sales opportunity. Get those answers.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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SEPTEMBER 9, 2013

Prospects and buyers are so busy. Prospects and buyers hear and read so many things throughout the course of their week that it really takes something special to jar them. Calling is more effective than many other forms of prospecting still. Don’t get me wrong, though – CALLING does work.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

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JULY 15, 2013

It amazes me that so many sellers do not consider regular mailed notes to SOME prospects as one part of a multifaceted strategy to win business. I have one main reason you should consider writing 3-4 sentence, hand written notes to prospects and clients. Do you think that this personal touch might impact any one of 150+ prospects?

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

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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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JANUARY 15, 2014

You walk right up to a CFO or COO from a prospect company of yours and start talking about yourself for the next three minutes. Imagine walking into an elite networking event at a posh hotel, private club, or top restaurant. How well do you think you’d be listened to and received?

LinkedIn 246

LinkedIn Lead Rank Lead Scoring Hotels 246

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DECEMBER 26, 2013

Top prospects to call this week – you probably have a massive Excel spreadsheet, or CRM system – but who specifically do you want to make sure you reach this week? Prospecting Time Blocks this week – write down specifically WHEN you will be making outbound calls in time blocks. What videos or blogs? Jot them down.

Scale 231

Scale Hiring Ideal Customer Profile Sales Methodology 231

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JANUARY 28, 2014

I’m looking forward to seeing how the world’s largest provider of technology services navigates the Watson team toward solving the millions of data puzzles in the business world to support small and mid-market business growth through understanding customer and prospective customer data.

Data 208

Data Health Care Retail Lead Rank 208

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NOVEMBER 18, 2013

One single idea helped Victor – he always said the same old pitch – the same messaging – to prospects but stopped long enough so that we could look at and hear what it is that he’s saying day in and day out. He was leading conversations talking about his company rather than a focus on the buyer and their company.

Inside Sales 215

Inside Sales Decision Maker Lead Rank Lead Scoring 215

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JUNE 30, 2013

It is always good to get positive feedback when sales reps implement a suggestion or two that I have for being more effective with potential buyers and with prospecting strategies. My next 2 days are already booked with intro calls with qualified prospects. Dave is a veteran sales rep who was open to a tweak on his e-mail messaging.

Lead Rank 195

Lead Rank Lead Scoring Sales Qualified Lead Sales Coaching 195

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DECEMBER 9, 2013

What is interesting to me is in how quickly a seller will move on if their prospective buyer gives them a NO. You’ll be the judge as to when the seller should engage with you. It’s not much different in the B2B world. No Means Many Things in Sales. Wonder why they are doing things that way, and at this time.

Inside Sales 210

Inside Sales Lead Rank Lead Scoring Ideal Customer Profile 210

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DECEMBER 23, 2013

If you do, you should be able to determine exactly what you need to do to hit your revenue targets, including how many prospects and deals you need based on your conversion rate. There is an easier way now – all leads in CRM. If you don’t have a consistent or formal plan, ask for one. Your Most Important Plan.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

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SEPTEMBER 16, 2013

Being a remote professional (virtual) rep means that you have no body language to read because your prospective client is talking to you over the phone. The first thing is that they need to understand what they have going for them as a virtual rep, and what they don’t have going for them anymore.

Inside Sales 182

Inside Sales Face-to-face Travel Outside Sales 182

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SEPTEMBER 30, 2013

Appreciation for a Great Conversation with a Prospect. Let’s say you have a great conversation with a prospective buyer. You now have “shelf space” on your prospect’s desk. What social selling tool can do that for you? Take two minutes and jot a note down and get it right to the person who helped you.

Inside Sales 236

Inside Sales Decision Maker Lead Rank Lead Scoring 236