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

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

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

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

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

Score More Sales

FEBRUARY 4, 2015

Every sales leader is told, “buy this sales enablement tool – it will help you so much.” But sometimes these tools hinder our success. For example take Salesforce.com which is the predominant CRM tool sales teams use. For example take Salesforce.com which is the predominant CRM tool sales teams use. Expand Your Pipeline.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

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. They are embracing the strategies, tactics and tools that are driving new revenue and new customer acquisition.

LinkedIn 127

LinkedIn Webinar Metrics Ideal Customer Profile Top of Funnel 127

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

Fill the Funnel

JANUARY 7, 2013

This experience has helped me recognize when duct tape is the tool of choice. Judging from the business shelf at the local bookstore, duct tape might be the ultimate tool for business, but I believe other tools hold more promise. Original article: Duct Tape is Not a Sales or Marketing Tool! All Rights Reserved.

Tools 123

Tools InsideView Top of Funnel Marketing 123

Fill the Funnel

JULY 2, 2013

Small business owners have learned the power of web tools. 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. 1 Biggest change in how you do business today – use, or use more, online marketing tools.

Small Business 124

Small Business Small Business Tools Social Media 124

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

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. You can tell they truly enjoy the opportunity to recognize people, resources and tools that advance our industry in one way or another. It’s truly an exciting time for those in the marketing and sales profession.

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

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

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

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

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

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

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 ? USE THE PROJECT RISK ASSESSMENT TOOL. The change must be realistic.

Guarantee 296

Guarantee Exercises Follow-up LinkedIn 296

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. The big change now is the tools and technology. 10 tools and technologies to be most helpful. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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

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

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. 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.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

SBI Growth

JULY 23, 2013

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 is not simply a tool for driving increased revenue, though.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Score More Sales

OCTOBER 18, 2013

These are the names from marketing who are potential prospects or people you find on an industry list. 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.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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

Now we are a mobile society of sellers and we need tools that are simple and easy to use. 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. Need to look someone up? Grab your smartphone and favorite app for that. Changed Expectations.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

Fill the Funnel

DECEMBER 10, 2013

Google’s newest initiative is a tool/service they call Helpouts by Google. It incorporates Google Hangouts, Google Voice Chat, Google Wallet and other Google tools to deliver a service to customers for free or for a fee. So I asked about LinkedIn, Twitter, WordPress, Microsoft Office etc. And the magic answer, was yes.

Google 113

Google Ideal Customer Profile Marketing B2C 113

Score More Sales

SEPTEMBER 3, 2013

Outbound prospecting does work and it works well when you know who your target market is, what your buyers are looking for, and you have a compelling message to offer that extols value for those buyer. We get calls from companies every week who want us to evaluate or use their sales tool. LinkedIn Power Tips.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

Score More Sales

OCTOBER 21, 2013

Here are a few ideas on how: Create a group within LinkedIn where you can create content that helps your market niche. Let’s say you sell cloud-based compensation tools. email lori@scoremoresales.com | View My LinkedIn Profile. If you don’t want to leave your desk, you can do this virtually too.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

SBI Growth

OCTOBER 31, 2013

The statistics I share below are from SBI’s 2012 Sales & Marketing Research. There is now an updated 2013 SBI Research Review which you can sign up for here. You will have access to guides, templates and tools. These tools will help you excel in your current and future sales positions. Use your LinkedIn network.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

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

AUGUST 5, 2013

I know this to be true because 90% of my executive coaching clients are employed sales professionals who have hired me to help them increase sales, improve their marketing messages and to gain greater clarity over their personal and professional lives. His premise is the marketplace has changed as well as the tools salespeople need.

Training 118

Training Hiring Small Business Small Business 118

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

Understanding the Sales Force

MAY 2, 2013

But to really understand how completely sales has shifted, you absolutely must read Frank Belzer''s new book Sales Shift: How inbound marketing has turned sales upside down making it more difficult and more lucrative at the same time". c) Copyright 2013 Dave Kurlan'

Inbound 189

Inbound Social Selling Sales Leadership LinkedIn 189

SBI Growth

SEPTEMBER 5, 2012

Recent spike in LinkedIn network activity (but this could simply be a push to get into more accounts). Using the same sources outlined in point 1 above, look at the following: Determine the Sales Management Effort Score from this tool – which looks at items like those listed in the bullets under point 1 and other factors.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Score More Sales

DECEMBER 23, 2013

They include: LinkedIn: See my LinkedIn email update to determine who has a birthday or a job change or is in the news. Inbound: Your inbound marketing program, if you use one, will offer you insight as well. This thinking time is critical. I do a series of things every morning as a habit to get my day going.

InsideView 238

InsideView Compensation Inbound Lead Rank 238