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MARCH 18, 2014

The big change now is the tools and technology. 10 tools and technologies to be most helpful. As long as I can remember, selling has ALWAYS been social. We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. The basics that are often overlooked.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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FEBRUARY 10, 2014

I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. She is always quick to talk about productivity, and as an advocate for technology tools she’s always looking at outcomes and gains.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

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AUGUST 26, 2013

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. Last week at Inbound 2013 I had the pleasure to meet up with Kyle Porter, CEO and Founder of SalesLoft. What other ways to you find good leads?

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

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JULY 31, 2013

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. 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.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

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FEBRUARY 17, 2014

Today there are powerhouse tools for sales intelligence for you to use such as DiscoverOrg , iSell , InsideView , LinkedIn , SalesLoft , Data.com , Radius , and many, many more. These tools have never been easier to use – they do cost money (in most cases above, although some have free versions).

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277

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JANUARY 24, 2014

I use a notepad at my desk, a notebook with me, and the digital app, Evernote to be my tools. Post you might find of interest: CRM is the Tool and Sales Follow-Up is Key. You need a safe “container” to keep everything. Anything hand-written has to be scanned or re-entered, so am trying not to do that much anymore.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

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DECEMBER 7, 2012

Some ideas you might want to think about heading into 2013: Do you have an inbound marketing tool or set of tools to help attract buyers? In addition to the tool(s), do you have a documented process on how to review and rate the leads that come in? Do you have knowledgeable people to support an inbound program?

Leads360 225

Leads360 Closing Inbound Outbound 225

SBI Growth

AUGUST 8, 2012

Do you wait for it to come or will you lead on this issue? Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. Surveyed over 4,500 sales managers. You will need to get a baseline to determine if you are generating enough leads in order to Make the Number.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

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NOVEMBER 22, 2013

Also of interest: IBM State of Marketing Study 2013. 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 do you see changing for your business in 2014 and beyond?

Study 216

Study Influencer Lead Rank Lead Scoring 216

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SEPTEMBER 3, 2013

We get calls from companies every week who want us to evaluate or use their sales tool. Instead the message is the same one they leave a VP Sales about how this tool will help my sales team. We are too busy with customers of our own to stop everything and see if what we are getting called about might work for us too.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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AUGUST 28, 2013

When you look at how selling has changed over the last 5, 6, or 10 years, there is not doubt that technology tools and a scientific approach to selling has become prevalent in the B2B sales world. Image courtesy of Velocify. But are you more productive now? Do you have better data that you actually apply?

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

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MARCH 14, 2014

The next time one of your sales opportunities goes “dark” – meaning that your main contact does not return calls, emails, or smoke signals, and you’re feeling a little desperate, think about strategies and tools to help you sell that support your efforts, such as: Having a single place for all of the information your prospect’s buying team needs.

Decision Maker 229

Decision Maker Lead Rank Lead Scoring Compensation 229

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APRIL 26, 2013

What is new in CRM in 2013? Now add in social tools – does it all work together? This leads into another topic – is CRM any easier to use in 2013? Click here to view the embedded video. What has not changed much? Recently I had the opportunity to participate in a panel where we discussed some of these things.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

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JANUARY 31, 2014

Have a note pad at your desk or use a tool like Evernote to track every commitment in one place. Get your sales force on tools that save time, such as Timetrade (for booking appointments or demos). Lead by example. Create email templates for various buyer types and stages of the sales cycle. Macro Sales Productivity Tips.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

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OCTOBER 18, 2013

In other words, does your contact management tool bring in the social profile and activity on social for each of your contacts? These items above are a basic minimum in 2013 (heading into 2014) for a seller. These are the names from marketing who are potential prospects or people you find on an industry list.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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MARCH 13, 2014

His company does not offer him much support in marketing or social tools. He does not like to use the phone much, and has never had a formal plan to contact strategic partners who could refer him multiple opportunities on a regular basis. Joe has to be entrepreneurial in order to succeed.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

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JULY 11, 2013

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. If you would like more on this, visit our recent Inside Sales Power Tip on Listening. Image credit: peshkova / 123RF Stock Photo.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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NOVEMBER 20, 2013

For example, right now I am getting messages from a tool called Signals which shows me when someone is on our website, is opening an email I sent, or is clicking on a link within an email I sent. It is one of the no-brainer, must do sales tools to look into. More ideas on social selling here: Top Social Selling Tools. .

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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AUGUST 12, 2013

The three other customers in the aviation space using the tools your company sells and why they won’t ever give them up. We are human and we like stories. Just try it and see how it goes. How the new program you rolled out last year has made huge changes in the way your clients get work done – in the best way.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

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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

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.

Lead Rank 288

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 288

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DECEMBER 26, 2013

We customize these for clients based on what is important to the flow of their process, their sales methodology, and specific tools they use. We like those kinds of tools, don’t you? We’d love your thoughts if you already have a tool like this or if you find this to be helpful. Get at it, and good selling!

Scale 231

Scale Hiring Ideal Customer Profile Sales Methodology 231

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JANUARY 28, 2014

For a company that received over 6,800 patents just in 2013 – the future in analyzing and interpreting data has all the growth potential ahead. 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.

Data 208

Data Health Care Retail Lead Rank 208

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SEPTEMBER 27, 2013

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. It has to be easy for a buyer to buy and to continue to be a part of your world. Are your customers valued and are you making it easy?

Retention 254

Retention Company Customer Lead Rank 254

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FEBRUARY 21, 2014

Now we are a mobile society of sellers and we need tools that are simple and easy to use. 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. Need to look someone up?

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

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FEBRUARY 25, 2014

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. Sales Message Makeover – Inside Sales Power Tip 143.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

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NOVEMBER 25, 2013

You may have metrics being generated within your CRM tool, such as in Salesforce.com. If you do this, then at the end of the day, and the end of the week, you can evaluate how focused you are at working on growing sales at your company. Stay tuned for more ideas on what can be accomplished by the end of the year.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

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DECEMBER 27, 2013

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. Download the summary tip sheet from Part 2 of this series click here.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

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FEBRUARY 12, 2013

2) They tell me that only “some” of their clients are using social tools. I’m excited to present this week at a webinar co-sponsored by Linkedin and DocuSign called, 10 Ways to Utilize Social Selling in 2013. Matt Heinz, who will also present shares some of his favorite social selling tools here.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

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DECEMBER 16, 2013

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. Download the summary tip sheet for these ideas here – FREE Download here.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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JULY 15, 2013

It is always exciting to hear about new sales tools to help shorten the sales cycle, qualify better, grow social connections, and sell more. Sometimes, though, an old school tool can get the job done as a companion strategy to all the cutting edge technology you are employing. Image credit: dogfella / 123RF Stock Photo.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

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OCTOBER 11, 2013

There is no doubt that with many new tools to help sellers and sales leaders grow revenues, much can be misrepresented or misinterpreted. 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.

Social Selling 219

Social Selling GoldMine Lead Rank Lead Scoring 219

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DECEMBER 2, 2013

Even the craftiest sellers must re-word and re-tool their messaging as time goes on. First you should know that communicating a clear message of value to potential buyers who do not know you (and sometimes even know your company) is a work-in-progress. Stuck in a rut after having some successes but now you don’t?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

SBI Growth

MAY 5, 2013

She has been trying to reduce her cost per lead, but have not been able to get below $360 per qualified lead. I reminded Kathy that she’s not focused enough on Lead Management. Kathy, the latest research on Cost Per Lead (CPL) scenarios surprised me. This time however Kathy was incredibly frustrated. Top Insights.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

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FEBRUARY 5, 2013

At the end of January, B2B Sales and Marketing Influencer Craig Rosenberg posted a first ever, annual ranking of Inside Sales Influencers for 2013 on the Radius Intelligence blog. Craig based the list on Kred scores – something I was not even familiar with until I saw this list – drawn from Twitter engagement.

Lead Rank 224

Lead Rank Lead Scoring Inside Sales Influencer 224

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JUNE 8, 2013

Compounded, this would give someone a huge advantage in learning new sales and communications strategies plus some new tools along the way. Check out Top Sales World’s new list 2013 Top 50 Sales and Marketing Influencers – it is an honor to be in such amazing company as the others on this list.

Closing 177

Closing Hiring Twitter Lead Rank 177

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MARCH 29, 2013

Anyone who attended the recent Microsoft Convergence 2013 conference may have noticed an exhibitor with a 3 letter acronym. It seems that many folk don’t know that IBM is a leading systems integrator for Microsoft Dynamics. The conference is the annual event for Microsoft Dynamics ERP and CRM. We’ve built the platform”, Bagala told me.

Microsoft 189

Microsoft Conference CRM Compensation 189