We are assuming you are doing inbound marketing in your b2b business. The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” ” (A trick question?). Of course we’d all take the 20 higher caliber conversations over a “dialing for dollars” mentality. In fact those days of calling anyone without research are long O-V-E-R. Pre-Research Tools to look into: Our #1 “go-to” is LinkedIn for research. Look into “advanced search”. Look at and join LinkedIn groups in your target niche. Faking it doesn’t count. MORE >>

The post The Power of Trust in B2B Selling appeared first on Score More Sales. 'Recently I posted about how leaving well-crafted voice mail messages for a prospective customer can be a way to build trust with someone who does not know you yet. This post elicited comments by a number of people including one of the world’s top thought leaders on trust-based selling, (and trust in business relationships), Charles Green. Charles H. Green is the author of Trust-based Selling , as well as co-author of the classic The Trusted Advisor and the upcoming Trusted Advisor Fieldbook. ”). MORE >>

Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams. Now is the time to be thinking about new and strategically creative ways to bring some deals to closure. Q3 is 2/3 over, for those working off of a calendar year. In some companies, larger sales opportunities need to be wrapping up to even be able to deliver products or services by the end of the year. This is not a discussion about tricks or old-school tactics. We are talking about the art of sales with well qualified prospects. So what can you do? MORE >>

This strikes a nerve with me – although I write about B2B experiences, whether I’m interacting with a company for my business or for me personally, retail experiences have slid dramatically. How many times have you called your bank or utility to ask a question and were transferred more than a few times? Worse yet, each time you were transferred you had to re-tell the story of why you are calling – that is, AFTER you explained who you are and often PROVED it by answering security questions. Smarter Commerce is long overdue. perhaps that will be a future post). MORE >>

At a recent sales training session, I polled the large group to see who reads professional development books and books about improving your sales skills. There were very few hands that went up. Rather than being totally bummed out by this since I’m a voracious business book reader and recommender, I want to propose an option for those who don’t read a lot but DO want to learn, grow, and improve – the option is to watch the right videos which can show you specific, targeted skills and ideas. like them because they are real people giving tips that work. MORE >>