Score More Sales

JULY 27, 2013

No doubt you are busy in your sales career working to identify prospective customers, connect with them, nurture that relationship and ultimately help them to a buying decision potentially with your products and services. Have you made time to learn how to leverage LinkedIn and other social selling strategies to help you grow your visibility?

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

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. See Digital Postcards in action, receive a special link to your free trial and ask your questions live with the tools creators. If so, then this post is for you!

LinkedIn 115

LinkedIn Maximizer Tools Top of Funnel 115

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. A good sales strategy and plan should target and address all the micro challenges and opportunities your business is facing. Twitter, Facebook, Linkedin, GooglePlus and other sites are changing the selling game.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

Score More Sales

FEBRUARY 4, 2015

Every sales leader is told, “buy this sales enablement tool – it will help you so much.” It is true that never before have we had access to technology, metrics, and science to assist us in doing our sales roles better than ever. But sometimes these tools hinder our success. Increase Opportunities.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

Score More Sales

MAY 10, 2013

They say time flies when you are having fun – especially in sales. 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.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

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

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. Most informed sales pros get the social selling concept. There is a lot to manage if you are actively using available tools.

LinkedIn 127

LinkedIn Webinar Metrics Ideal Customer Profile Top of Funnel 127

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. The best sales & marketing leaders are leveraging social selling to make the number. LinkedIn is by far the #1 tool for social selling. OPTIMIZE THE COMPANY LINKEDIN PAGE. They are not dynamic.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Map your strategy to the customer journey.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Score More Sales

AUGUST 26, 2013

Last week at Inbound 2013 I had the pleasure to meet up with Kyle Porter, CEO and Founder of SalesLoft. What I love about SalesLoft is that they are solely focused on helping those of us on the front line of sales prospecting. One-two Punch – LinkedIn plus SalesLoft = Easy Leads System. Transcript of the Video.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

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

MARCH 18, 2014

Today, I''m pleased to share the amazing topper donated by Jonathan Farrington of Top Sales World. The big change now is the tools and technology. Sellers and sales organizations, like most everyone, often see change as hard. 10 tools and technologies to be most helpful. The post When Was Sales Not Social?

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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

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

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.

Networking 243

Networking Journal Social Media LinkedIn 243

Score More Sales

DECEMBER 16, 2013

If I say that I help sellers and their managers on the front lines of mid-sized technology and distribution companies with sales strategies and top tactics, you either know someone in that situation or you don’t. Create Your World Online, Starting with a Great LinkedIn Profile. Build Sales with these LinkedIn Resources.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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

Score More Sales

FEBRUARY 10, 2014

Recently a panel discussed 9 of the top sales myths in business-to-business selling. 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. It will keep me looking to bust some more sales myths.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

Pointclear

DECEMBER 10, 2013

Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Sales is Getting Scientific.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

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OCTOBER 18, 2013

If you could wave a magic wand and make improvements for keeping track of your business contacts, their social activity, and your current and past sales opportunities, what would you change or fix? In other words, does your contact management tool bring in the social profile and activity on social for each of your contacts?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

Fill the Funnel

JANUARY 7, 2013

I’ve been a Sales VP and a President of a company. I’ve also been a sales rep in various levels and industries most of my life. This experience has helped me recognize when duct tape is the tool of choice. Sales leaders that have been putting these decisions off run significant risk of being exposed in the near term.

Tools 123

Tools InsideView Top of Funnel Marketing 123

SBI Growth

DECEMBER 22, 2012

It’s especially for HR leaders to increase their Sales recruiting channels. This post will show how to use LinkedIn for some free sales recruiting sources. Plus, you can download a tool to assess your current Reps’ “source-ability” scores. Since the world didn’t end, you still need to recruit Sales personnel.

Hiring 275

Hiring Territories LinkedIn Groups 275

The Center for Sales Strategy

JUNE 5, 2020

> Should You Have a Sales Enablement Department?– It’s clearer than ever that sales enablement, which we define as “the process of providing the people in your sales organization with information and tools they need to sell more effectively,” is becoming a vital component in any B2B sales strategy.

Sales Enablement 80

Sales Enablement B2B Sales Operations Study 80

SBI Growth

NOVEMBER 10, 2013

More often than not, sales and marketing live in siloes. 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. And they involve the sales team in the process. It will only help the sales team.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

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

This is the life you lead as VP of Sales. Why Change in Your Sales Strategy is Necessary. Each year, as VP of Sales you begin the process of evaluation. Either way, your 2014 number will outpace 2013. So as a sales leader, what are you going to do about it? World Class VP’s of Sales never stop evolving.

Guarantee 296

Guarantee Exercises Follow-up LinkedIn 296

Score More Sales

SEPTEMBER 3, 2013

Want to get slowed down as a sales prospector and waste a lot of time? We get calls from companies every week who want us to evaluate or use their sales tool. Instead the message is the same one they leave a VP Sales about how this tool will help my sales team. LinkedIn Power Tips. Close More Deals.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

Score More Sales

DECEMBER 2, 2013

Sometimes in sales you just need to start over with your messaging. Even the craftiest sellers must re-word and re-tool their messaging as time goes on. The most successful people in your company and industry are doing and saying things that are creating sales opportunities. Top Ten Tips for Voicemail Success in Sales.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

Score More Sales

OCTOBER 21, 2013

Networks are important for sales professionals. 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. The one thing you cannot get back in your sales role is time. Increase Opportunities.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

Score More Sales

NOVEMBER 20, 2013

One sales expert I know recently went on a rant about how social selling has not affected KPIs in any of the companies they have talked with. They went so far as to say that many of us “other sales experts” don’t know what we are talking about when it comes to understanding business improvement and revenue increases.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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NOVEMBER 25, 2013

Are you in sales and get distracted easily? It creeps in when a sales rep goes to look up one thing online, sees something else, goes there, sees something else, and eventually you don’t get done what you originally set out to do. You may have metrics being generated within your CRM tool, such as in Salesforce.com.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

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. 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. Do these things, and over time, your visibility grows – as do your sales opportunities.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

Score More Sales

JANUARY 24, 2014

I use a notepad at my desk, a notebook with me, and the digital app, Evernote to be my tools. Post you might find of interest: CRM is the Tool and Sales Follow-Up is Key. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

Score More Sales

DECEMBER 23, 2013

Now that you are working to grow visibility as a seller and think like a publisher, work to craft a plan to make sales increases happen. Over many years and hundreds of sales teams, I’ve seen the most successful sellers work a plan and plan their work. I crafted plans to work hard to keep myself on track. What Plans do I Need?

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Understanding the Sales Force

NOVEMBER 5, 2013

Understanding the Sales Force by Dave Kurlan Yeah, just in case you didn''t get that, I''ll lay it out for you. In a recent mining of Objective Management Group''s data from June of 2013, there was a huge increase in the number of salespeople using social sites like LinkedIn, Twitter, Facebook, Spoke, Plaxo and Reachable for selling.

Social Selling 202

Social Selling Networking Groups Twitter 202

Increase Sales

AUGUST 5, 2013

Years gone by, sales training was provided by small businesses (under 500 employees) be it through human resources or recognized sales training coaching consultants. Yet the need to increase sales has not changed. Sales training is still needed. Those tools should be supplied by the individual sales team members.

Training 118

Training Hiring Small Business Small Business 118

Jeffrey Gitomer

MAY 16, 2013

Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? You’re a micro manager with little or no current sales talent yourself. Successful sales leaders….

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261