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

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

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

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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

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. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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

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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

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JANUARY 27, 2014

hire a prospecting coach. 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. learn more about your prospective clients’ business to help solve problems. hire a prospecting coach. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there. 5) Brian Tracy.

Channels 112

Channels Video Training Hiring 112

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

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MARCH 18, 2014

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. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

No More Cold Calling

OCTOBER 1, 2018

You’re not one of those people who blast me with a sales pitch after I accept your LinkedIn invitation, are you? LinkedIn is the place to begin a conversation and begin a relationship. Check out this short video I recorded with Koka Sexton in 2013. He was at LinkedIn then, and my new book, Pick Up the Damn Phone!:

Referrals 159

Referrals Cold Calling Negotiation Social Media 159

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DECEMBER 23, 2013

Last year I was able to buy the home I wanted which is on the train line into the office. 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. Write in the present tense. Your Most Important Plan.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

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DECEMBER 12, 2013

It is particularly rampant after product training or annual sales off-sites. 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. Increase Opportunities.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

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JANUARY 7, 2014

Imagine just for a moment if you had such curiosity for your prospective buyers. So start simply by thinking of three main questions you’d like answered or discussed in the next call you have with your prospect. Do you know everything there is to know about your prospects? Why did they go to that page on your website?

Inside Sales 225

Inside Sales Call-back Lead Rank Lead Scoring 225

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FEBRUARY 21, 2014

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. Create a great presence online and monitor what your customers, partners, and prospects are saying.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

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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. Want to get slowed down as a sales prospector and waste a lot of time?

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

Customer Centric Selling

SEPTEMBER 13, 2013

Sales Training Article: Social Selling Pests - Avoid the LinkedIn InMail of Shame. In 2013, leveraging social selling & prospecting has become mission critical. Your business development teams are using LinkedIn and you''ve equipped them with the best social selling tools. Buyers have become even more evasive.

LinkedIn 45

LinkedIn Training Lead Rank Ideal Customer Profile 45

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NOVEMBER 20, 2013

How great is it to know when a prospect company is looking again at an emailed proposal you sent two weeks prior? Dive into LinkedIn and learn how through groups and through seeing what key target companies and individuals are doing can lead your sales team toward more helpful sales messaging.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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NOVEMBER 8, 2013

One rep told me that since his prospect didn’t call back they must not be interested. Keep a realistic eye open so that you’re not proposing amazing things that will never happen – wrong prospect or wrong value proposition. email lori@scoremoresales.com | View My LinkedIn Profile. 2 – Optimism.

Lead Rank 224

Lead Rank Lead Scoring Proposal Outbound 224

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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. Close More Deals.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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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. email lori@scoremoresales.com | View My LinkedIn Profile. You need a safe “container” to keep everything. Increase Opportunities.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

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FEBRUARY 12, 2013

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. Moderator for this webinar is Ralf VonSosen, Head of Sales for LinkedIn, and my co-presenters are Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

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NOVEMBER 1, 2013

Start with 25 prospective companies – or 50 or 100 if you can consistently follow up with this number of contacts. email lori@scoremoresales.com | View My LinkedIn Profile. Don’t discount the importance of this in building rapport and a relationship. What do you think about the importance of trust? How do you demonstrate it?

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

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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

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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

Understanding the Sales Force

JULY 10, 2013

Said another way, salespeople are getting better at using LinkedIn and email while companies are generating more interest from their Websites, Blogs and Newsletters. When salespeople do make calls they quickly learn that prospects no longer answer and don''t return calls from salespeople anymore. c) Copyright 2013 Dave Kurlan'

Opportunity 224

Opportunity Pipeline Hiring Real Estate 224

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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

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DECEMBER 17, 2013

I promise you that if you have a valuable offering and you ARE out there engaging with probable prospective buyers, you will find interest every day or almost every day. On the other hand, if you don’t pick up the phone and call administrative assistants, and internal coaches at prospective companies, and c-level contacts, you WON’T.

Inside Sales 203

Inside Sales Lead Rank Lead Scoring Buyer 203

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DECEMBER 9, 2013

What is interesting to me is in how quickly a seller will move on if their prospective buyer gives them a NO. email lori@scoremoresales.com | View My LinkedIn Profile. You’ll be the judge as to when the seller should engage with you. It’s not much different in the B2B world. No Means Many Things in Sales.

Inside Sales 210

Inside Sales Lead Rank Lead Scoring Ideal Customer Profile 210

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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? email lori@scoremoresales.com | View My LinkedIn Profile. Sometimes in sales you just need to start over with your messaging. No return calls on voice mail messages?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

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OCTOBER 28, 2013

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. I got into a $500K deal once simply by talking with a sales rep from the prospective company who became my internal coach there and guided me through their crazy internal politics.

Inside Sales 201

Inside Sales Call-back Lead Rank Lead Scoring 201

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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.

Referrals 223

Referrals Networking Lead Rank Lead Scoring 223

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NOVEMBER 11, 2013

One way you can be more successful in remote selling – that is, selling when you are not in front of your prospective buyer in person, is to have more impact with your messaging. email lori@scoremoresales.com | View My LinkedIn Profile. It’s simple messaging that we remember. Do or Do not. There is no try.

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

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MAY 20, 2013

I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. Even if my prospective buyer does not answer, I am building trust because I did what I said I’d do. I call on Thursday at 9AM.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

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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? Some of our clients don’t have a great LinkedIn strategy, yet it could bring them numerous new deals in a few months’ time.

B2B 196

B2B Lead Rank Lead Scoring Referrals 196

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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. And you must do it to get ahead.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230