Score More Sales

OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

Score More Sales

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

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. Expand Your Pipeline. 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

Score More Sales

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. Expand Your Pipeline. Unless you can show me an immediate benefit, why should I change? Increase Opportunities. Close More Deals.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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. Expand Your Pipeline. Increase Opportunities.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

Score More Sales

JULY 29, 2013

How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects? Expand Your Pipeline. That seller who regularly runs into obstacles and they always seem to bounce back? They have grit. Grit is a trait– a distinguishing feature. Close More Deals.

Inside Sales 211

Inside Sales Lead Rank Lead Scoring Outbound 211

Score More Sales

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

Score More Sales

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. Expand Your Pipeline.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

Score More Sales

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? Expand Your Pipeline. Close More Deals.

Inside Sales 225

Inside Sales Call-back Lead Rank Lead Scoring 225

Score More Sales

JULY 31, 2013

DO use your gut when you think there is a problem or an issue with your customer or with your prospect. Expand Your Pipeline. Keep assessment tools in mind when hiring – they are getting easier and are less costly with quicker results and a very high rate of accuracy. My stats were great in that category. Increase Opportunities.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

Score More Sales

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. Expand Your Pipeline. 2 – Optimism. op-tuh-miz-uh m1. Source: Dictionary.com.

Lead Rank 224

Lead Rank Lead Scoring Proposal Outbound 224

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. Expand Your Pipeline. You need a safe “container” to keep everything. Increase Opportunities. Close More Deals.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

Score More Sales

JULY 1, 2013

” You can read the whole e-mail prospecting scenario along with his results, then try it for yourself. Understand what the insight is that will benefit your prospective customers – and incorporate that into messaging. Expand Your Pipeline. Ask others who are successful prospectors for honest feedback. Do A-B testing.

Inside Sales 220

Inside Sales Lead Rank Lead Scoring Outbound 220

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

Score More Sales

JULY 17, 2013

This is the idea that video is the next best thing to being in person, so should be incorporated more into interaction with prospects and clients. Video for sales training and coaching is a given. Every sales manager should periodically be on the phones – understand the pain of prospecting and building the pipeline”.

Hiring 192

Hiring B2B Video Lead Rank 192

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Social Selling Emphasis : Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Training your sales team how to social sell will immediately improve your sales pipeline. Fill the pipeline with these big deals now.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Score More Sales

DECEMBER 16, 2013

Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you. Give prospective customers and those who could refer you many times over the chance to know you. Consider less in-person events and more online engagement with targeted prospects and targeted strategic partners.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Score More Sales

JUNE 30, 2013

It is always good to get positive feedback when sales reps implement a suggestion or two that I have for being more effective with potential buyers and with prospecting strategies. My next 2 days are already booked with intro calls with qualified prospects. Dave is a veteran sales rep who was open to a tweak on his e-mail messaging.

Lead Rank 195

Lead Rank Lead Scoring Sales Qualified Lead Sales Coaching 195

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. Expand Your Pipeline. Increase Opportunities.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

Score More Sales

NOVEMBER 1, 2013

Start with 25 prospective companies – or 50 or 100 if you can consistently follow up with this number of contacts. Expand Your Pipeline. Don’t discount the importance of this in building rapport and a relationship. Remember this most significant factor for long term customers and then target wisely. How do you demonstrate it?

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Score More Sales

SEPTEMBER 16, 2013

Being a remote professional (virtual) rep means that you have no body language to read because your prospective client is talking to you over the phone. That way you have some sense of a direction and a sense of control of the conversation which could turn into a sales opportunity for your pipeline. Expand Your Pipeline.

Inside Sales 182

Inside Sales Face-to-face Travel Outside Sales 182

Score More Sales

SEPTEMBER 30, 2013

Appreciation for a Great Conversation with a Prospect. Let’s say you have a great conversation with a prospective buyer. You now have “shelf space” on your prospect’s desk. Next time one of the deals in your pipeline comes to closure, find time to thank those around you who helped make it happen.

Inside Sales 236

Inside Sales Decision Maker Lead Rank Lead Scoring 236

Score More Sales

SEPTEMBER 27, 2013

Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard? Do they go beyond the basics to make things easier for prospects and customers? Expand Your Pipeline. Do customer-facing reps take actions that help ease a sales or up-sell opportunity? Close More Deals.

Retention 254

Retention Company Customer Lead Rank 254

Score More Sales

JULY 11, 2013

Take a moment to list out the questions you don’t have answers for with existing clients and also with your top prospective customers. Expand Your Pipeline. It can take weeks or months for some in sales to truly qualify a sales opportunity. Get those answers. Increase Opportunities. Close More Deals.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Score More Sales

NOVEMBER 20, 2013

By embracing new ways to sell, it has opened doors and yes, even grown sales pipelines for clients all over North America. How great is it to know when a prospect company is looking again at an emailed proposal you sent two weeks prior? Expand Your Pipeline. IBM has done research on social selling for several years.

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. Close More Deals.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

Score More Sales

OCTOBER 7, 2013

At some point you do have to take a few steps back, grab a deep breath, and go back into building your sales pipeline and your business. Have you had a powerful, passionate conversation about your industry with a prospective buyer when you were feeling sorry for yourself? Expand Your Pipeline. Until then, it can be stressful.

Inside Sales 200

Inside Sales Lead Rank Lead Scoring Outbound 200

Score More Sales

JUNE 17, 2013

Do you have a prospective customer relationship that went dark on you? training materials. Work this week to find one or two new pieces of insight you can share with your more probable prospective buyers. Expand Your Pipeline. It is frustrating when this happens because it could indicate one of a number of things.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

Score More Sales

JUNE 28, 2013

Think about how your pipeline is building out, and where it is light. One could be an activity goal, such as identifying and contacting 25 potential referral partners, or to hit a revenue number based on a “stretch goal” using the data in your sales pipeline. Expand Your Pipeline. Ask for help, support, and introductions.

B2B 196

B2B Lead Rank Lead Scoring Referrals 196

Score More Sales

SEPTEMBER 9, 2013

Prospects and buyers are so busy. Prospects and buyers hear and read so many things throughout the course of their week that it really takes something special to jar them. Calling is more effective than many other forms of prospecting still. Expand Your Pipeline. Don’t get me wrong, though – CALLING does work.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

Score More Sales

JANUARY 15, 2014

You walk right up to a CFO or COO from a prospect company of yours and start talking about yourself for the next three minutes. Expand Your Pipeline. Imagine walking into an elite networking event at a posh hotel, private club, or top restaurant. How well do you think you’d be listened to and received? Increase Opportunities.

LinkedIn 246

LinkedIn Lead Rank Lead Scoring Hotels 246

Understanding the Sales Force

APRIL 21, 2014

Benchmarking can be useful when it comes to training your salespeople. If you have two regions that are performing similarly, selling the exact same products or services to the exact same types of customers, against the exact same competitors, you can benchmark the training. win rate.

Hiring 258

Hiring Groups Exact Face-to-face 258

Score More Sales

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

Score More Sales

JULY 15, 2013

It amazes me that so many sellers do not consider regular mailed notes to SOME prospects as one part of a multifaceted strategy to win business. I have one main reason you should consider writing 3-4 sentence, hand written notes to prospects and clients. Do you think that this personal touch might impact any one of 150+ prospects?

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

Score More Sales

SEPTEMBER 5, 2013

For example, one of the sales leaders I work with also prospects, nurtures, and closes sales. Regular pipeline reviews – a group review can be very helpful as a teaching environment for the newer reps if executed well. Expand Your Pipeline. Are you a Disorganized Seller? We will have more on coaching in a future post.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

Score More Sales

JANUARY 28, 2014

I’m looking forward to seeing how the world’s largest provider of technology services navigates the Watson team toward solving the millions of data puzzles in the business world to support small and mid-market business growth through understanding customer and prospective customer data. Expand Your Pipeline. Increase Opportunities.

Data 208

Data Retail Health Care Lead Rank 208

SBI Growth

NOVEMBER 7, 2013

Last year you got your 2013 quota in mid-February. Do you have at least 3x quota in the pipeline? How can you build up to 3x quota in your pipeline? What/How do I train my sales people to generate more demand? Weekly training sessions. This caused mass confusion, frustration and demotivation on your sales team.

Quota 296

Quota Demand Generation Demand Generation Targets Negotiation 296