Score More Sales

JANUARY 9, 2014

A big one has to do with prospecting. Always be on the lookout – always be prospecting. Here are some of our most popular posts about prospecting: Phone Prospecting Strategy for Success. 4 Twitter Prospecting Strategies. Reach More Prospects with this Simple Plan. Increase Opportunities.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

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. 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

Score More Sales

MARCH 13, 2014

You also need to be aware that a number of strategies will get you closer to prospective customers – not just one. At Score More Sales we call the multiple strategies in prospecting the Sales Pipeline Success Puzzle. Joe has a massive work ethic and sends out over 200 individual emails to prospective customers each week.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

Score More Sales

FEBRUARY 17, 2014

Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. If you know who your best prospects are (you know who your best customers are) then you need to contact others in the same industries with similar issues you can solve. Hold on a minute.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277

Understanding the Sales Force

SEPTEMBER 11, 2013

Mark said, " Instead, they start a blog, create a website, open a Twitter account and begin email marketing campaigns. By the time training is over, they will rank in Google for a few dozen keywords in their market, have a few dozen followers on Twitter and have written a few dozen blog articles. c) Copyright 2013 Dave Kurlan'

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283

Score More Sales

FEBRUARY 21, 2014

By the time they reach a prospective company to buy from, much of the research has been done. That doesn’t mean stop putting content out there – because through LinkedIn, and Twitter, and other social sites you can share ideas and add value to potential buyers, partners, and customers which will lead them to your site and your world.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

Score More Sales

FEBRUARY 25, 2014

Offering visual descriptions to prospects on how your services will solve their big issues is a great start. Close business because you showed the high value your company is offering and prospects got it. Even a pause when a prospect mentions an objection can cost you all credibility. Is it because of anything you said?

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

Score More Sales

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? Use Twitter to listen for those talking about your industry – competitors, partners, existing clients and potential buyers. Type in a competitor’s name in Twitter search and see what you get.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

MARCH 14, 2014

The number of people at your prospect company who are involved in a decision to buy your products and services has increased and often can be 4-7 company representatives. You may have to let someone “sell” on your behalf inside your prospect company – one of the worst things anyone in a sales career can ever do. Expand Your Pipeline.

Decision Maker 229

Decision Maker Lead Rank Lead Scoring Compensation 229

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. Follow a live event that may be thousands of miles away through a Twitter hashtag. Networks are important for sales professionals. How do you build your network?

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

Score More Sales

FEBRUARY 14, 2014

You come in every day with hope in your mind and a list of potential prospects. You know these prospects may be a good match for your products and services – that’s why you call and email. You even write occasional thank-you notes because it gets “you” (or your business card) right on your prospect’s desk.

Inside Sales 208

Inside Sales Lead Rank Lead Scoring Outbound 208

Increase Sales

OCTOBER 21, 2013

Once again I had a call from someone in my ever growing LinkedIn and Twitter communities. She is recognized as one of the Top 25 Sales Influencers in 2013 by Open View Sales Labs and can be reached at 219.759.5601 CST. He had been approached by a firm that I knew and wanted some more information. Funny, how being connected works.

Small Business 129

Small Business Small Business Sales Qualified Lead Decision Maker 129

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

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

Score More Sales

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. Think Twitter – and find ways to whittle down what you WERE saying into less words. It’s simple messaging that we remember. Do or Do not.

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

Score More Sales

FEBRUARY 11, 2014

Building a positive brand in the B2B world is the first step toward the idea of a virtual pipeline where content and ideas convert into prospects and ultimately, clients. Our focus is always on our customers, prospective customers, and partners so we keep a business tone. Be careful about what you choose to discuss online.

Ideal Customer Profile 245

Ideal Customer Profile How To B2B LinkedIn 245

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

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? Can ONE new weekly effort result in new prospects, and ultimately one new deal by the end of the summer?

B2B 196

B2B Lead Rank Lead Scoring Referrals 196

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). Use online and social tools to connect, such as through LinkedIn and Twitter.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

Pointclear

MARCH 6, 2014

Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. According to Forrester’s “Q3 2013 North American and UK Digital Maturity Online” report (based on an August online survey of 395 marketers), onsite ratings and reviews are rated No.

Paid Content 252

Paid Content Social Media Survey ROI 252

Score More Sales

NOVEMBER 26, 2013

Consider it an experiment (that’s how I first approached Twitter use). join groups in the industries your customers and prospective buyers belong to. It is simple – make a time investment of 15 minutes a day, 4 days a week (more if you have the time) for the next 30 days. set up advanced searches.

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226

No More Cold Calling

FEBRUARY 21, 2013

Many pundits preach that social media—Facebook, LinkedIn, Twitter—is the best thing in sales since sliced bread. Information is helpful; it provides a richer picture of your prospect or connection. You gain more knowledge about your prospects and clients. Thursday | February 28, 2013 | 10 a.m. – Referrals seal the deal.

Social Media 189

Social Media Media Referrals Cold Calling 189

SBI Growth

SEPTEMBER 15, 2013

The organizations that have adopted early have seen 3 main benefits: They’re engaging with customers and prospects earlier in their buying process. Let’s look at a few examples of how the BPM has been used in 2013. Each of his 80 sales reps ‘listened’ to their customers through LinkedIn and Twitter.

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Tools Sales Tools Collateral Vendor 300

Fill the Funnel

JULY 2, 2013

Even if you work at a corporate giant like HP or Prudential, you should set up your own personal account to manage your customer and prospect communication. Social Media – If you are not leveraging LinkedIn and Twitter in your B2B selling, you will fall further behind your competition in the next twelve months.

Small Business 124

Small Business Small Business Tools Social Media 124

Score More Sales

AUGUST 23, 2013

Twitter has taught us to work to shorten our messaging. While you don’t need to talk in 140 character bursts, you do need to be more concise and clear – whether to a prospective buyer or to a peer. Think Frequent Short Interactions. You need to find ways to be relevant in short, quick interactions.

Customer 201

Customer Hiring Lead Rank Consumer 201

Score More Sales

MAY 20, 2013

Even if my prospective buyer does not answer, I am building trust because I did what I said I’d do. If I find you on Twitter or LinkedIn, and share an article, story, or relevant insight that can be of help to you, I grow some level of trust that way too. ” I set a next action in my CRM system (you use one, right?).

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

Zoominfo

APRIL 16, 2018

In a recent Twitter Q&A we hosted, a participant asked the following question: “Hi @Keenan and @Zoominfo ! Administrative tasks and prospect research eat up a ton of time that reps could spend selling. We’ve experienced this no-nonsense attitude firsthand. Keenan is a PSIA Certified Level 2 ski instructor.

Journal 171

Journal Influencer Case Study Sports 171

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

SBI Growth

AUGUST 26, 2012

In other words, content marketing is communicating with your customers and prospects without selling. We still see majority of marketing push product messaging at prospects. The time is now to embrace inbound marketing to pull in those prospects with content that speaks to the prospects’ interests.

Lead Rank 306

Lead Rank Lead Scoring Leads Marketing Qualified Lead 306

Delicious Sales

MAY 2, 2012

Prospecting (4539). Twitter (1359). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think. Sales (12918).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Green Lead's B2B

DECEMBER 10, 2012

On December 13 at 11AM Pacific, I will be joined by Matt Heinz , Brian Vellmure , Nancy Nardin , Koka Sexton , and Miles Austin in a free webinar: 31 Must-have sales tools for 2013. Information about your prospects has never been more available yet finding and tracking that data can be cumbersome. Now imagine doing that with Twitter.

Sales Tools 37

Sales Tools Tools InsideView Face-to-face 37

No More Cold Calling

JULY 16, 2015

We’re in the right place at the right time and meet the perfect prospect. Other times prospects read content we’ve posted, and our phones ring off the hook. To keep your pipeline full of hot prospects and referral leads , make your own luck. But luck is not a sustainable advantage. Unbelievable!

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

Pointclear

JANUARY 31, 2013

Because prospects and customers see meaningless cold calls as wasteful interruptions, successful sales professionals must use social media research to find reasons to connect with their leads. “No one wants to check their e-mail anymore.”

Inside Sales 203

Inside Sales Cold Calling Face-to-face Video 203

SBI

FEBRUARY 12, 2013

Social selling should be thought of, in my humble opinion, as a means to discover, engage, and interact with potential prospects. Sellers have an opportunity like never before, to accomplish all three—with more prospects than we dared dream of at any prior time in history. Prospects demand and deserve personalized attention.

Social Selling 135

Social Selling Scale Webinar Metrics Networking 135

Fill the Funnel

SEPTEMBER 17, 2013

How do you know how you compare to your competitors from your prospective customers view? A clear path to connect with more prospects will be laid out with the facts, rather than your gut or filtered feedback. One of over 100 reports showing the drill down details available, this one for Twitter. How effective is your marketing?

Top of Funnel 127

Top of Funnel How To Social Media Competition 127

Crunchbase

MAY 14, 2020

Crunchbase , LinkedIn , Twitter. LinkedIn , Twitter. Crunchbase , LinkedIn , Twitter. If you’re looking for insight from Trish on sales development, she recently chatted with Dan Hersch on the Engaged Prospect podcast. . LinkedIn , Twitter. Crunchbase , LinkedIn , Twitter. Jordan Arogeti. Cynthia Barnes.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Fill the Funnel

MAY 1, 2013

Part of the power of LinkedIn is the network itself; over 225 million potential connection, leads, and prospects. Date: Tuesday, May 7, 2013. How to prepare for Contacts before it arrives in your LinkedIn Profile. But those are just numbers. It’s highly unlikely that we can, or even want to do business with 225 million people.

LinkedIn 127

LinkedIn Webinar Metrics Ideal Customer Profile Top of Funnel 127