Score More Sales

JULY 27, 2013

Have you made time to learn how to leverage LinkedIn and other social selling strategies to help you grow your visibility? Do you know that you can create a “virtual mall” for yourself – promoting what you do 24/7 by giving your resume-focused LinkedIn profile a fresh update? Matt Heinz - Founder, Heinz Marketing.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

Increase Sales

JULY 18, 2013

Read a LinkedIn summary and just for snicks count all the “I”s. For many LinkedIn members, there are a whole lot of “I”s. If this LinkedIn summary is the rest of the story to your compelling LinkedIn headline, then how many stories start with the word “I?” Look at me! Me, me, me!

LinkedIn 143

LinkedIn Social Media Competition Webinar Metrics 143

A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. That being said, there are three general or macro things your 2013 sales strategy MUST have to be complete; a social selling strategy, a content marketing strategy and deliberate learning plan.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

Score More Sales

MAY 10, 2013

LinkedIn sent out a great email to its members which included the video you see here. We included it because I’m crazy about LinkedIn as a sales tool, and because LinkedIn and I go way back – nine years, in fact. I opened my LinkedIn account on October 3, 2003. It is professional.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

SBI Growth

SEPTEMBER 2, 2012

Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market. But what they are doing is gathering data from an inward-out perspective when they should be looking at the market from an outward-in perspective. Marketing is making the buying decision 90% of the time.

Data 267

Data Analysis Sales Operations Buying Cycle 267

The Pipeline

JANUARY 31, 2022

” Craig Rosenberg is a Distinguished Vice President, Analyst, serving heads of sales and marketing for Gartner. In this role, Mr. Rosenberg develops research and advises customers on the strategy, people, process, technology, and tactics across their sales and marketing that are required to drive repeatable, scalable growth.

Sales Methodology 173

Sales Methodology Segment Trends Research 173

SBI Growth

NOVEMBER 10, 2013

More often than not, sales and marketing live in siloes. Reps wonder what marketing does and contributes; marketing complains reps ignore their efforts. For a company to survive these days, sales and marketing must work in concert. The best marketing leaders know how to overcome the divide and gain credibility with sales.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Increase Sales

JULY 22, 2013

Business professionals have their own hook to create “the rest of the story” with their LinkedIn summary. Of course, this implies the LinkedIn headline is emotionally compelling enough for someone to want to read “the rest of the story.” The LinkedIn summary is the opportunity to share your story.

LinkedIn 112

LinkedIn Social Media Real Estate Webinar Metrics 112

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. LinkedIn has become a “cool” tool.

Face-to-face 132

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

SBI Growth

OCTOBER 1, 2013

The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue. 2013 is the last year executives accepted activity-level results from marketing. Expectations of marketing accountability have increased to the level expected of sales performance. Executive marketing leaders need to push the debris aside.

B2B 331

B2B Sales Qualified Lead Marketing Lead Generation 331

Fill the Funnel

MAY 1, 2013

There is quite a bit of buzz about a new feature of LinkedIn that most likely is not even available in your Profile as of yet. It is called LinkedIn Contacts and it is worth taking a strong interest in. There is a lot to get excited about LinkedIn Contacts for. Join Us For a Webinar to Learn More about LinkedIn Contacts.

LinkedIn 127

LinkedIn Webinar Metrics Ideal Customer Profile Top of Funnel 127

SBI Growth

DECEMBER 30, 2012

Over the past year, there have been many great Marketing & Lead Generation blog posts. I offer you an executive summary of key takeaways from SBI’s marketing related posts. I have compiled the top 15 questions to evaluate your performance against best-in-class marketing operations. I am driving leads with LinkedIn ?

Marketing 297

Marketing Face-to-face Lead Rank Lead Scoring 297

Increase Sales

OCTOBER 1, 2013

Over the years I have received a lot of email marketing much of it mediocre to bad, but this one takes the cake for being the worst given the person who sent it considers himself to be a “measurable-marketing” specialist. Marketing is not selling, Mr. Marketing is not selling, Mr. Measurable Marketing Guy!

Marketing 169

Marketing Email Marketing Small Business Small Business 169

Increase Sales

FEBRUARY 25, 2013

Is your scarcity thinking preventing you from capitalizing on the many LinkedIn opportunities? For example, you may view the recent LinkedIn endorsements feature as: A nuisance? Benefit for only LinkedIn? If you are not actively using this powerful “Rolodex,” then why are you on LinkedIn? Meaningless ?

LinkedIn 127

LinkedIn Opportunity Lead Rank Referrals 127

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. It’s truly an exciting time for those in the marketing and sales profession. And Jonathan and Gerhart’s Top Sales and Marketing Awards ceremony is a good place to start. I’m sure you have a few of your own favorites.

Quota 135

Quota CRM SAP Forecasting 135

Fill the Funnel

SEPTEMBER 16, 2013

OFunnel works like Google Alerts within your LinkedIn network. OFunnel highlights new relationship opportunities that you have never been able to track this easily before by leveraging the reach of your LinkedIn connections. OFunnel constantly monitors LinkedIn as your network expands and emails you results each day.

Networking 115

Networking LinkedIn Demand Generation Targets Google 115

Fill the Funnel

SEPTEMBER 10, 2012

LinkedIn has proven to be one of the key pillars of a sales persons online presence. Hookflash is a recently released iPad app that provides hi-def video calling and voice conferencing with your LinkedIn connections. You need to be logged in to LinkedIn to use the app, thus giving it access to your connections.

LinkedIn 127

LinkedIn Video Skype Ideal Customer Profile 127

Fill the Funnel

SEPTEMBER 5, 2013

Been on LinkedIn for years? Digital Postcards by Storyquest is a fresh new tool that leverages all the hard work you have put into your LinkedIn Profile. It utilizes all the dominant marketing trends including: Video. It utilizes all the dominant marketing trends including: Video. If so, then this post is for you!

LinkedIn 115

LinkedIn Maximizer Tools Top of Funnel 115

Pointclear

MARCH 13, 2014

Nick Stein, SVP of Marketing at Vision Critical Vision Critical is the world''s leading provider of insight communities, currently supporting over 650 brands worldwide. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. Marketers and sales people need to be working towards the same goals. percent were quality.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Increase Sales

JANUARY 21, 2016

Social marketing is no different. When sales professionals and SMB owners decided to incorporate social marketing as one of several marketing channels, this is not a one time event or a sporadic action. To be successful using social marketing means every day you must be kicking your efforts toward the goal post.

Social Media 70

Social Media Marketing Ideal Customer Profile Journal 70

SBI Growth

SEPTEMBER 4, 2012

We recently surveyed hundreds of marketing leaders in small to medium size businesses. In our research, we found that marketers are feeling the growing pressure to prove their marketing spend is generating results. And in a growing number of cases, CEOs have given their marketing leader a “new business” quota.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Score More Sales

AUGUST 16, 2013

This week, Inbound Marketing Experts HubSpot came out with their list of 25 Helpful Sales Blogs You Don’t Want to Miss Out on. Also this week, LinkedIn’s Master of Social Selling, Koka Sexton, created his Epic List of Sales Leaders on Twitter. Oh, and there is no cost. You gotta like that. That’s plenty for now.

Resources 182

Resources B2B Webinar Metrics Lead Rank 182

Sales and Marketing Management

FEBRUARY 3, 2013

Issue Date: 2013-02-04. Teaser: A story in last week's Wall Street Journal reported that small and medium-sized businesses owners rank LinkedIn as the most effective social media sales tool. Here are 4 ways sales reps can get more from LinkedIn. Here are 4 ways sales reps can get more from LinkedIn. read more

Networking 243

Networking Journal Social Media LinkedIn 243

Score More Sales

DECEMBER 16, 2013

People often say that this makes their market too small – instead it helps create clarity and someone will remember those who specialize in this space. Create Your World Online, Starting with a Great LinkedIn Profile. Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. open rate (Google, 2013). Instead, invest your time and energy into improving your LinkedIn game. My last two blogs covered Step #1: LinkedIn Profiles and Step #2: LinkedIn Reach. LinkedIn Referrals – this is the real money maker.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Read on to better understand HOW to leverage resources to Make the 2013 number. Once you have access the marketing process begins. Start by expanding your LinkedIn network – connect with customers, peers, industry experts and prospects.

Resources 321

Resources Networking Face-to-face Quota 321

SBI Growth

JULY 19, 2013

Either way, your 2014 number will outpace 2013. They know that the market is moving at warp speed. You can’t repeat your 2013 sales strategy in 2014. Think about Facebook, Twitter, and LinkedIn. Does your sales team fully leverage LinkedIn ? It was necessary in 2013, and will be in 2014 as well.

Guarantee 296

Guarantee Exercises Follow-up LinkedIn 296

SBI Growth

AUGUST 17, 2012

That was a direct quote from one of our clients, referring to how sales looks at the leads his marketing department was generating. This is the classic battle between marketing and sales: Marketing generates leads of dubious quality and sales cherry picks only those leads they deem "qualified." “ Our Leads have an Image Problem!

Sales Qualified Lead 244

Sales Qualified Lead Marketing Qualified Lead Top of Funnel Leads 244

Sales 2.0

JULY 25, 2016

We’ve overcooked the concept of “inbound marketing” if we’ve convinced sales people to rely on their marketing group to “catch leads in a big net” and deliver them to the sales people. You need to go out and talk to your market early. It’s fine to be too early.

PointClear 150

PointClear Outbound Inbound Study 150

Score More Sales

MARCH 18, 2014

We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+. It’s funny to hear people debating about how and when social selling will be further adopted. Close More Deals.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Score More Sales

JANUARY 27, 2014

subscribe to Selling Power or Sales & Marketing Management. offer a new service which your market wants. subscribe to Selling Power or Sales & Marketing Management. offer a new service which your market wants. email lori@scoremoresales.com | View My LinkedIn Profile. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

Score More Sales

SEPTEMBER 13, 2013

Top Sales World recently published their list of the Top 50 Sales & Marketing Blogs. Social media exposure – Tweets, LinkedIn/Facebook/Google+ promotion. But where to get ideas? How can I find inspiration? It is a great resource and I give the link out to reps and sales leaders all the time. Popularity – i.e. visitor numbers.

Resources 232

Resources B2B Oracle Lead Rank 232

Score More Sales

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. email lori@scoremoresales.com | View My LinkedIn Profile | twitter | google+. What’s the biggest myth in selling that YOU see? Close More Deals.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

Fill the Funnel

MARCH 22, 2013

LinkedIn is rolling out yet another round of changes to your Profile and interface. I have not been affected as of yet, so I am embedding a helpful video step-through from my good friend and LinkedIn Marketing: An Hour a Day author Viveka von Rosen who found a client that has received the new layout. All Rights Reserved.

Ideal Customer Profile 115

Ideal Customer Profile LinkedIn Funnel Top of Funnel 115

Increase Sales

JULY 30, 2013

Email messages are becoming a common outbound marketing practice to secure new sales leads. P.S. Did you know the recent update to LinkedIn Contacts is truly your competitive advantage and can be used to inspire trust? August 1, 2013 10-11 am CDT – [link]. August 7, 2013 4-5 pm CDT – [link]. registration fee.

Outbound 141

Outbound Cold Calling LinkedIn Maximizer 141