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. Take a look at your 2013 plan.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

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? Don’t be afraid to let them know that you feel they could be a great prospective client / customer. Find triggers that affect your prospects, and tie them into your messaging.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Social Selling training budgets increased 48% in 2013.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

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

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

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. LinkedIn Marketing: An Hour a Day.

Face-to-face 132

Face-to-face Top of Funnel Call-back Sales 132

SBI

DECEMBER 18, 2013

You can tell they truly enjoy the opportunity to recognize people, resources and tools that advance our industry in one way or another. In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. And Smart Selling Tools itself was nominated in several categories.

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

Score More Sales

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. As a sales professional, we are huge fans of LinkedIn.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

Fill the Funnel

JULY 2, 2013

Small business owners have learned the power of web tools. 1 Biggest change in how you do business today – use, or use more, online marketing tools. Which marketing tools are they using and how does it compare to five years ago: Email Marketing (53% growth). What is the next area you are going to automate with web tools?

Small Business 124

Small Business Small Business Tools Social Media 124

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. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Score More Sales

DECEMBER 16, 2013

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. 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

MARCH 18, 2014

The big change now is the tools and technology. 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. 10 tools and technologies to be most helpful. The basics that are often overlooked.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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

Fill the Funnel

JANUARY 7, 2013

This experience has helped me recognize when duct tape is the tool of choice. It is typically a time with lots of NEW in the air – new quotas, new territories, new comp plan, new prospects and new optimism. This impact of this hesitation to deploy new tools has been camouflaged over the last few years due to a slow economy.

Tools 123

Tools InsideView Top of Funnel Marketing 123

Score More Sales

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

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. By the time they reach a prospective company to buy from, much of the research has been done. One place is not enough – in other words, don’t just have a LinkedIn presence – have a vibrant company website that serves as your hub online.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

SBI Growth

NOVEMBER 10, 2013

They bring buyer insights to the sales team that can be easily leveraged in sales campaigns and prospecting. Discover insights and market trends from SBI’s research in 2013. Interview prospects, customers and lost/no decision opportunities. Ask the reps to provide prospects and customers to interview.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

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. We get calls from companies every week who want us to evaluate or use their sales tool. Once I “get” it, and if I see the value, I’m now a more probable prospect.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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. By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. Reps can use event to get an appointment with prospects.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Score More Sales

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. And prospects have the opportunity to find us like never before.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

Score More Sales

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. I use a notepad at my desk, a notebook with me, and the digital app, Evernote to be my tools. 3 Ways to Increase Revenues with CRM. Expand Your Pipeline.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

Score More Sales

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. email lori@scoremoresales.com | View My LinkedIn Profile.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

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

SEPTEMBER 27, 2013

Here are 4 areas to think about in ease of doing business: In things as simple as how you can be reached, do you give people options like phone, email, or LinkedIn? Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard?

Retention 254

Retention Company Customer Lead Rank 254

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. Let’s say you sell cloud-based compensation tools.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

SBI Growth

AUGUST 16, 2012

Simply put, you have to drive your own brand to ensure that prospects are finding you when searching for options. Our Make the Number Tour specifically addresses market changes that will affect you in 2013. Your prospects are doing the same. Let’s assume you have a meeting with a big prospect. What will they find?

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

Score More Sales

JUNE 12, 2013

Most people know how to identify prospective customers or clients and they track them in a CRM system with next actions set. There has never been a better time to find simple and even free tools to capture your prospective customers and all your connections). Don’t stop with social tools, though.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

Score More Sales

DECEMBER 2, 2013

You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? Even the craftiest sellers must re-word and re-tool their messaging as time goes on. email lori@scoremoresales.com | View My LinkedIn Profile. You need a message makeover.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

Score More Sales

OCTOBER 28, 2013

Quit wasting your time and damaging your company’s brand – re-tool your sales messaging. Be on a colleague’s phone call with prospective buyers to hear what they are asking about and what they are focused on in their position. email lori@scoremoresales.com | View My LinkedIn Profile. EXPERIENCE success.

Inside Sales 201

Inside Sales Call-back Lead Rank Lead Scoring 201

Score More Sales

AUGUST 9, 2013

What if you were hungry and forgot to look in your refrigerator – you were just too busy dealing with issues that have come up, and helping existing customers, calling prospects, and looking for prospects? That is what happens when it comes to sellers and even sales leaders. Image credit: monticello / 123RF Stock Photo.

Referrals 223

Referrals Networking Lead Rank Lead Scoring 223

SBI Growth

DECEMBER 30, 2012

Pinpoint the areas that you need to improve your Marketing Strategy for in 2013. I have given my team the tools to write great content ? I am driving leads with LinkedIn ? I am leveraging Remarketing technology to recapture and convert prospective leads? Take this opportunity to identify areas of success.

Marketing 297

Marketing Face-to-face Buyer Persona Lead Rank 297

Score More Sales

JUNE 28, 2013

E xplore new strategies – Ever looked at the Twitter stream to see what people are talking about in your sector or have you looked up actual customers / prospects to see what they are talking about? There are still a lot of B2B companies who turn away from social tools.

B2B 196

B2B Lead Rank Lead Scoring Referrals 196

The Sales Hunter

JANUARY 4, 2013

The options are varied and the beauty is that with search engines, Linkedin and other tools, you can uncover information quickly. Copyright 2013, Mark Hunter “The Sales Hunter.” The information might be something pertaining to the industry they’re in or economic news or even a sporting event.

Cold Calling 242

Cold Calling Referrals Sports Engineering 242

SBI

FEBRUARY 12, 2013

LinkedIn , for one, has greatly increased our ability to stay connected to former colleagues and friends, and to meet others that share connections or interests. LinkedIn has made socializing with extended networks a, well, socially accepted form of networking. And prospects have the opportunity to find us like never before.

Social Selling 135

Social Selling Scale Webinar Metrics Networking 135