Score More Sales

JUNE 28, 2013

There are still a lot of B2B companies who turn away from social tools. We welcome anyone serious about growing B2B sales here at Score More Sales, and we know of many colleagues where you can get amazing inspiration to keep your head in the game this season. Additionally, find several blogs or sales sites that resonate for you.

B2B 196

B2B Lead Rank Lead Scoring Referrals 196

Score More Sales

SEPTEMBER 27, 2013

I will come back as a repeat customer when a company or vendor makes it easy for me to do business with them – how about you? The post Why 80 Percent of Companies Lose at Customer Retention appeared first on Score More Sales. This means that 84% of the time, expectations were often not met, and were not exceeded. Expand Your Pipeline.

Retention 254

Retention Company Customer Lead Rank 254

Score More Sales

MARCH 20, 2012

Are you a woman in the lead gen business in B2B selling? Do you work at the front end of the sales cycle generating hundreds or thousands of leads over time for your company (or companies)? There is a search going on for the Top 20 Women to Watch in Sales Lead Management.

Lead Generation 185

Lead Generation Lead Rank Lead Scoring B2B 185

Pointclear

DECEMBER 7, 2017

It’s truly strange when companies enter the stealth mode. His name is Tim Kelly, the Vice President of Sales for your company, your boss; the guy you all report to.”. This is Jim Obermayer from the Sales Lead Management Association. And what is your company?”. Sales Lead Management Association.

Company 140

Company Hiring Call-back Lead Management 140

Score More Sales

APRIL 4, 2012

We will build on the previous discussion as we hear from influencers Colleen Francis of Engage Selling , Anthony Iannarino of The Sales Blog , and Kelley Robertson of Robertson Training Group. Our goal is to show YOU how to create influencers in your company as a means of gaining visibility and ultimately growing revenues.

Influencer 181

Influencer B2B Lead Rank Lead Scoring 181

SalesFuel

APRIL 2, 2024

To maintain team dynamics and deal flow, managers must actively help BDRs succeed in the new B2B marketplace. Managers can help sales reps who are waiting for great leads to be passed along by the BDR team. For outbound lead management, BDRs primarily use email and social media.

Maximizer 116

Maximizer Face-to-face Social Media Hiring 116

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Six ideas I found to be most helpful for smaller and mid-market companies: Multiple Ways to Learn. I created a collage of links to some of the most interesting posts and links here.

Company 208

Company Film Study Lead Rank 208

Score More Sales

AUGUST 14, 2012

People we know in midmarket companies tend to do what works – until it doesn’t work so well any more. Most companies are not proactive to research what is on the horizon – they simply don’t have time or resources to do so. For many in B2B this means LinkedIn first and foremost. How has it worked?

Social Media 233

Social Media B2B Strategy Media 233

The Pipeline

DECEMBER 16, 2011

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. It seems that every week we are being told that sales training is not working in a very high percentage of cases – 85-90% was one statistic I read just yesterday. JF Corporation.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

SEPTEMBER 19, 2011

25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution. Companies have shown selectivity with other training or development programs. Given that, why train them?

ROI 243

ROI Pipeline Training Twitter 243

Score More Sales

NOVEMBER 9, 2012

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. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Video 225

Video B2B Outbound Proposal 225

Pointclear

MARCH 22, 2018

I practice it every day in my role as lead salesperson for the company. (We They tele-prospect on behalf of our clients using a value-selling approach, applying their training and experience to advance the pipeline and deliver return that's well worth the price of our services. We are not the low-price leader.) Mike Weinberg.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

Pointclear

NOVEMBER 8, 2017

However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine. Failure to execute and coordinate all of the moving parts leads to poor results.

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

Score More Sales

JUNE 26, 2012

As more and more of your customers are spending time involved in social media, you too need to build your midmarket company brand. Share 3 Steps to Grow Your Online Visibility and B2B Brand originally appeared on Score More Sales on June 26, 2012.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Score More Sales

SEPTEMBER 13, 2012

One of the biggest reminders that sales is changing in midmarket companies is that customers have much, much higher expectations now. The bar has been set by service-oriented companies and there is no turning back. courtesy of IBM. Think about it – you sign up for and pay to attend an event.

Company 192

Company Customer Conference Twitter 192

Lead411

APRIL 17, 2024

Every company, no matter how big or little, is always on the lookout for the next great thing when it comes to GTM tactics that will help them dominate their industry. Enhance your sales team’s ability to engage with prospects and close deals by providing them with the information, training, and tools they need.

Ideal Customer Profile 52

Ideal Customer Profile Strategy Distribution Advertising 52

criteria for success

JANUARY 14, 2020

The Best Sales Process for Professional Services Companies. And in order to generate the right leads, you must first identify the channels through which you’ll attract your leads. First, you may want to consider building and managing a network of related professional services. Lead Management for Professional Services.

Sales Process 52

Sales Process Company Top of Funnel Sales Qualified Lead 52

Zoominfo

SEPTEMBER 25, 2018

1. B2B Revenue Leadership. If you’re interested in B2B revenue leadership this is the show for you. This Podcast is focused on leadership in the B2B space to drive revenue by using the most modern and scientific approaches. Without further ado, let’s jump into it. The Ultimate List of Sales Podcasts. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

criteria for success

DECEMBER 31, 2019

This is the same reason why having a B2B sales process is so important. To put it simply, a sales process is a set of repeatable, best practice steps your reps should take in order to close business for your company as efficiently and effectively as possible. The Value of a B2B Sales Process. Remember, each company is different.

Sales Process 59

Sales Process B2B Sales Qualified Lead Top of Funnel 59

Score More Sales

OCTOBER 4, 2013

It reminds me of my many sales positions in small, midsize, and large companies where we all knew what the “sales prevention” departments were. For purposes of this discussion, sales enablement is developing strategy, creating assets, reporting, training, measurement, analysis, coaching, cross-functional involvement, and on-boarding.

Sales Enablement 219

Sales Enablement Hiring Survey Lead Rank 219

Score More Sales

MARCH 5, 2013

Recently I had the pleasure to interview Kyle Porter, co-founder and CEO of SalesLoft , a sales intelligence software company. Kyle and I first met when he came to Boston for B2B Camp Boston last year. Kyle is a co-founder of B2B Camp- an “unconference” for B2B sales leaders, CEOs, and sales professionals.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

Pipeline

APRIL 1, 2024

Establishing a continuous flow of quality leads is a common challenge faced by small- and large-scale logistics companies. Create a Formal Sales Process The first step in elevating your lead generation process is to build a definite sales process. Train your reps to understand a lead’s challenge and offer solutions accordingly.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Score More Sales

MARCH 18, 2014

What companies are doing it right. What companies are doing it all wrong. All along the way we will share resources and ideas that can be put right into place, or can be worked into a planned effort to grow sales at your company. Why sellers miss this one BIG idea. 10 tools and technologies to be most helpful. Close More Deals.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If Sales enablement is the systematic approach of providing your sales team with content, tools, strategies, and training to help them succeed.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Hubspot Sales

JULY 27, 2023

The average win rate for B2B companies in early 2023 fell between 17-20%. Many companies are now facing slimmer budgets and higher competition. Companies have access to AI tools to support their sales efforts. Prospect and Lead Management A steady stream of leads keeps businesses afloat.

Sales Enablement 75

Sales Enablement Lead Rank Lead Scoring Strategy 75

Score More Sales

FEBRUARY 28, 2014

The company is going to pay $1000 for each person to do it, and Hale and his mom, Judy Hale will each match that so that every bald head (and some beards) will ring up $3000 each in donations to the Dana Farber Cancer Institute. I will take a photo, post it on the blog, give your name / company, and link to you or your business.

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

Score More Sales

JANUARY 24, 2014

This is a timely updated post of a previous one because I had a couple of mis-steps here due to company growth and not always capturing information into a safe container – right as it happens. Read the post How to Build Trust in Selling and The Power of Trust in B2B Selling. Increase Opportunities. Expand Your Pipeline.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

Score More Sales

APRIL 12, 2012

More than 3 years ago I was interviewed with B2B sales guru Jill Konrath. and one of “20 Women to Watch in Sales Lead Management”. Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Click here to view the embedded video.

Video 193

Video Lead Rank Lead Scoring Outbound 193

Score More Sales

MARCH 4, 2014

Granite as a company raised over $2.1 Watch the video here from the Boston office where the company is based here. million dollars for cancer research yesterday due to all of the people who decided to participate. ” They did. If it is not washable, we’ll give it to our local women’s shelter. Close More Deals.

Telecommunications 226

Telecommunications Lead Rank Lead Scoring Ideal Customer Profile 226

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. The Power of Trust in B2B Selling . 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.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Score More Sales

JANUARY 13, 2014

It is challenging and stressful to get a new sales position – even if you already work for the company in another position, or if you already have been in sales elsewhere and consider yourself a pretty good seller. We see this in training sessions quite often – people come in with their arms crossed tight. Close More Deals.

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

Score More Sales

OCTOBER 9, 2013

Moderated by Barbara Giamanco, my amazing co-panelists are: Jill Konrath, Selling to Big companies. This panel session is part of the Sales Management Summit on BrightTALK. Hope to get your specific questions – I promise if they relate to B2B selling, we’ll get them answered! Joanne Black, No More Cold Calling.

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214

Score More Sales

AUGUST 19, 2013

A lot of the companies that read this blog are big outbound prospectors – they make “warm” – not so cold, anymore, but warm calls to companies that fit as their target buyers. What if you received a handful of good leads that are above the efforts of what your team is already doing outbound?

Inbound 201

Inbound Outbound Inside Sales Lead Rank 201

Pointclear

SEPTEMBER 28, 2018

You may not realize it, but B2B podcasts from you and your company create multi-use content, testimonials, thought leadership, and relationships with industry leaders. Once a month programming is very good, twice a month for moderately sized companies provides visibility and a following. for as little as $500 per episode.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Score More Sales

FEBRUARY 27, 2014

My favorite part from Liz was her slide that shared how EVERY interaction from the company to a candidate counts. Gen Y workers want feedback, and training, and a career path. People also want purpose – how can they contribute to something big at your company? To view pdf of the presentation click here.

Hiring 223

Hiring Sales Talent NetSuite Lead Rank 223

Score More Sales

JULY 17, 2013

At least with the companies I choose to be around, the opposite is true. For me, whether salespeople are lazy is not the question to be discussed – whether your company has great sales leadership IS. I love it when those who share my passion for helping companies grow sales revenues get together. Most surprising?

Hiring 192

Hiring B2B Video Lead Rank 192

Score More Sales

JANUARY 27, 2014

subscribe to Selling Power or Sales & Marketing Management. improve your time management. target 10 companies you want to work with. create a plan of action for those 10 companies. Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281