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

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

Score More Sales

MAY 29, 2013

I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Often when business people know you know the market, they are more apt to talk. 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

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 Sales 132

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 Buyer Persona Lead Rank 297

Increase Sales

JULY 8, 2013

Social media is now the primary marketing channel to reach those passive and reluctant skilled workers. of the recruiters favored LinkedIn as their primary social media site in 2012. of the recruiters will use LinkedIn even more in 2013. of the recruiters favored LinkedIn as their primary social media site in 2012.

Social Media 128

Social Media Media Prospecting LinkedIn 128

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

The Sales Hunter

MARCH 21, 2013

I’ve heard sales people say, “I don’t have the time to research a prospect.” Here are 5 outstanding free resources right at your finger tips: Linkedin – my number one favorite resource!! What you can learn about a prospect on Linkedin is invaluable! Their performance record.

Relationals 182

Relationals Prospecting Google Ideal Customer Profile 182

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

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

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

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

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Your Prospects. Read on to better understand HOW to leverage resources to Make the 2013 number. Gain Customer & Prospect Feedback – Listen to your customers and prospects. Perform these customer/prospect research activities.

Resources 321

Resources Networking Face-to-face Quota 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

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. Ergo, LinkedIn is the key to new opportunities.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

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

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

Score More Sales

JANUARY 27, 2014

hire a prospecting coach. subscribe to Selling Power or Sales & Marketing 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. offer a new service which your market wants. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Leads are being nurtured daily by reps through their LinkedIn updates and Twitter Feeds. Marketing worries about the brand’s consistency. By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

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. 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.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

SBI Growth

AUGUST 16, 2012

Are you going to rely too much on marketing to provide high quality leads to hit the number? Let’s be honest, the majority of reps would be out on the street if they had to rely solely on marketing for Lead Generation What can you do about it? Our Make the Number Tour specifically addresses market changes that will affect you in 2013.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

Score More Sales

FEBRUARY 12, 2013

Working with and talking to many SMB and smaller mid-market companies in the past year, what is certain is the uncertainty some folks have around social selling for business-to-business (B2B) companies. 1) They feel they don’t have the time to “add” social strategies to their sales and marketing repertoire.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

Score More Sales

FEBRUARY 21, 2014

The mobile trends in our lives along with social selling abilities have changed the expectations for how we market and how we sell, according to Studer. By the time they reach a prospective company to buy from, much of the research has been done. email lori@scoremoresales.com | View My LinkedIn Profile | twitter | Visit us on google+.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

Increase Sales

JULY 30, 2013

Email messages are becoming a common outbound marketing practice to secure new sales leads. For example, I received this one yesterday: Hi, I was wondering if your company can use some help in finding new prospects through cold calling. August 1, 2013 10-11 am CDT – [link]. August 7, 2013 4-5 pm CDT – [link].

Outbound 141

Outbound Cold Calling LinkedIn Maximizer 141

Pointclear

MARCH 6, 2014

Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. Some of it is direct marketing, such as email, display, and PPC search.

Paid Content 252

Paid Content Social Media Survey ROI 252

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. LinkedIn Power Tips. Does Outbound Lead Gen Still Work? . Keep Your Eye on the Right Buyers.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

Score More Sales

NOVEMBER 20, 2013

My suggestion is to try out some very simple, low-risk ideas that can be early steps toward incorporating more social into your marketing and sales. How great is it to know when a prospect company is looking again at an emailed proposal you sent two weeks prior? The Big Eight for Social Sellers on LinkedIn. .

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

OCTOBER 18, 2013

These include prospects, customers, former customers, vendors, partners, and referrers? How do you handle pre-prospects? These are the names from marketing who are potential prospects or people you find on an industry list. These items above are a basic minimum in 2013 (heading into 2014) for a seller.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

Score More Sales

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. They include: LinkedIn: See my LinkedIn email update to determine who has a birthday or a job change or is in the news. Your Most Important Plan.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Score More Sales

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. Increase Opportunities.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

The Pipeline

SEPTEMBER 23, 2013

Well I am here to tell you it does work in 2013, and will continue to work in 2014 and beyond. You could have encyclopedic knowledge about their company, the prospect personally, industry, all the real success you have delivered to people like them in similar scenarios; if you are not a scheduled event – you are a cold call.

Cold Calling 267

Cold Calling Handbook Inbound Social Media 267

Score More Sales

OCTOBER 21, 2013

You need to create a network that has clients, prospective clients, referral partners, other partners, past and present colleagues, and vendors. Here are a few ideas on how: Create a group within LinkedIn where you can create content that helps your market niche. email lori@scoremoresales.com | View My LinkedIn Profile.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

SBI Growth

SEPTEMBER 15, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The organizations that have adopted early have seen 3 main benefits: They’re engaging with customers and prospects earlier in their buying process. Marketing is creating relevant content that the sales team can leverage throughout sales campaigns.

Tools 300

Tools Sales Tools Collateral Vendor 300

Increase Sales

OCTOBER 14, 2013

All of a sudden there is a plethora of marketing activity within social media. From sending out invitations to webinars that are not truly aligned to their target markets to all the self promotion, these acts of desperation only further widen the business growth gap instead of narrowing it. Share on Facebook.

Social Media 146

Social Media Media Webinar Metrics Face-to-face 146

SBI Growth

JULY 8, 2013

Simply search on LinkedIn in the search bar above to review them. An outspoken prospect did not like Rick’s aggressive style. The prospect posted negatively on Bounty’s Facebook site. Mary in Marketing saw the post (during an infrequent scan of the company page.) Look for a future post on this topic.

Social Selling 320

Social Selling Company Social Media Policies 320

Score More Sales

MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Gain Connections. What is stopping you?

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

Fill the Funnel

JULY 2, 2013

Sales and marketing leaders should open a line of communication with these small businesses to learn what is working to help them grow their revenue and customer base. I suggest that you should consider introducing some of these changes into your sales team, marketing team, and frankly even into your own individual sales practices.

Small Business 124

Small Business Small Business Tools Social Media 124