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MARCH 5, 2013

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. His company is making tools to help power LinkedIn to new heights, and I’m sure they are working on other exciting tools as well.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

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JUNE 28, 2013

New suggestions: Conversations that Sell, by Nancy Bleeke, Influence , by Robert Cialdini, and the continually recommended SNAP Selling , by Jill Konrath. ]. There are still a lot of B2B companies who turn away from social tools. The post Summer B2B Sales Challenge Revisited appeared first on Score More Sales.

B2B 196

B2B Lead Rank Lead Scoring Referrals 196

The Pipeline

JANUARY 17, 2012

Top 25 Sales Influencers for 2012. B2B sales is not different, the good folks over at OpenView Labs , have put together a list of Top 25 Sales Influencers for 2012. Funnel management. HR Management. Lead Management. Sales Management. Sales Tool. B2B Lead Generation Blog.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

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AUGUST 14, 2012

On another board, we listed all those mentioned on a list of Top 50 Sales and Marketing Influencers. I take just 30 minutes going through 5 social tools every morning. For many in B2B this means LinkedIn first and foremost. I get credit as curator, but they get visibility so they want to share with others. How has it worked?

Social Media 233

Social Media B2B Strategy Media 233

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JANUARY 17, 2013

It has been the case that many sales tools have been unapproachable for smaller and SMB sales teams due to the financial investment as well as the time and expertise to get some tools in place. The Good News – Tools Can be Easy to Try Out and Implement. Field Reps Needing Mobile Tools – Salespod.

Tools 230

Tools Hiring Report Face-to-face 230

Lead411

APRIL 17, 2024

Enhance your sales team’s ability to engage with prospects and close deals by providing them with the information, training, and tools they need. Lead411 really comes into its own as a useful tool in this regard. doing for the B2B sales data world? read more What is A.I.

Ideal Customer Profile 52

Ideal Customer Profile Strategy Distribution Advertising 52

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JUNE 26, 2012

Even if a percentage of your customers are on social tools and platforms now – you need to be there as well. There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

SBI Growth

JULY 7, 2013

A BPM is a tool that maps the decision making process used to purchase a product, service or solution. A BPM provides the marketing team a blueprint for effective demand generation and lead management. The key to a successful marketing strategy is influencing the early stages of the Buyer’s Journey.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

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MARCH 18, 2014

The big change now is the tools and technology. 10 tools and technologies to be most helpful. As long as I can remember, selling has ALWAYS been social. We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. The basics that are often overlooked.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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JANUARY 24, 2014

Read the post How to Build Trust in Selling and The Power of Trust in B2B Selling. 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. You start to build trust by showing that you do what you say.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

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JULY 11, 2013

Then we would meet with someone else in the same division who was either an influencer or part of the decision team for the same project. This was critical information because we would run into people claiming to have influence only to find out they did not, or someone claiming to know something that was not true. Expand Your Pipeline.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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NOVEMBER 22, 2013

Three major takeaways from the study include: How CxOs are opening up to customer influence. Since there will be lots of interpretations of this data I am going to focus on just a few things that really stood out – specifically: Influence. The C-suite has the most influence in a company – we all know that. Expand Your Pipeline.

Study 216

Study Influencer Lead Rank Lead Scoring 216

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. 3. Sales Influence—Why People Buy. Without further ado, let’s jump into it.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

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APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. What is our end goal? What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

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JULY 31, 2013

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. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

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FEBRUARY 27, 2013

As a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account. 2. Become an Influencer in Your Industry Niche. By adding value to others, he’s a visible Influencer in Boston and also around the world. 3. Engage.

Twitter 232

Twitter Strategy Prospecting Promotion 232

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MAY 24, 2012

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?” Pre-Research Tools to look into: Our #1 “go-to” is LinkedIn for research. Prospecting and LeadGen Tools (in no particular order).

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

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JANUARY 29, 2013

Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. I think that big organizations my company sells into have a very big influence at alumni and C-level meetings our C-level contacts attend throughout the year. Would you agree? THIS is a no-brainer.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

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AUGUST 28, 2013

When you look at how selling has changed over the last 5, 6, or 10 years, there is not doubt that technology tools and a scientific approach to selling has become prevalent in the B2B sales world. Image courtesy of Velocify. But are you more productive now? Do you have better data that you actually apply? Increase Opportunities.

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

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FEBRUARY 12, 2013

Working with and talking to many SMB and smaller mid-market companies in the past year, what is certain is the uncertainty some folks have around social selling for business-to-business (B2B) companies. 2) They tell me that only “some” of their clients are using social tools. 3) They don’t know how to get started.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

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SEPTEMBER 6, 2012

In fact IBM has described transforming the role of the Chief Marketing Officer (CMO) and much attention is being spent here at the Summit on ways to invigorate marketing teams with new tools to assist in moving the science and art of marketing forward. We are seeing this happen in smaller B2B companies as a great business equalizer.

Influencer 187

Influencer Case Study Enterprise Enterprise 187

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AUGUST 12, 2013

The three other customers in the aviation space using the tools your company sells and why they won’t ever give them up. Start crafting your messages, and contact us if you are a B2B midmarket company and want 30 minutes of time to discuss your story lines to lead with. We are human and we like stories. Close More Deals.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

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NOVEMBER 20, 2013

For example, right now I am getting messages from a tool called Signals which shows me when someone is on our website, is opening an email I sent, or is clicking on a link within an email I sent. It is one of the no-brainer, must do sales tools to look into. More ideas on social selling here: Top Social Selling Tools. .

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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JULY 27, 2013

In no particular order – take them up on their classes, offers, e-books, and ideas: Miles Austin - the Web Tools Guy. Trish Bertuzzi – the Bridge Group Inc – B2B inside sales experts. Steve Richard - Co-founder, Vorsight – B2B top of the funnel. Jamie Shanks – Partner, Sales for Life.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

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APRIL 30, 2013

Many CRM tools are set up in a complicated way so a rep spends too much time learning them and then using them. A tool is nothing but a tool without a process. Before you embark on adding CRM or improving upon your CRM, you need to work through the process of how leads, opportunities and then sales happen in your organization.

CRM 291

CRM Revenue SugarCRM System 291

SBI Growth

AUGUST 30, 2013

Key Influencers – Anyone with considered input into the buying decision. The study found that B2B buyers completed 57% of their ‘buying journey’ before first contact with a sales rep. The key to successful marketing is influencing the buyer early in the journey. Relevance leads to value and value builds trust.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

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AUGUST 26, 2013

Feedback on tools (as a comment on the blog) is extremely helpful to others. I’d go ahead and say LinkedIn is the #1 source of leads and information in the entire world for salespeople. The point is that it lets you build lists of leads using Linkedin but it gives you a simple way to do it. Transcript of the Video.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

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FEBRUARY 21, 2014

Now we are a mobile society of sellers and we need tools that are simple and easy to use. We talked at length about how two trends have changed the way sellers sell and buyers buy – that is that we are a social, mobile, b2b world now. Need to look someone up? Grab your smartphone and favorite app for that. There’s an app for that too.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

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DECEMBER 2, 2013

Even the craftiest sellers must re-word and re-tool their messaging as time goes on. Your messaging, in order to gain the interest of a busy B2B executive must either pique their interest, or share ideas that can help them do their job better. Stuck in a rut after having some successes but now you don’t? Close More Deals.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

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SEPTEMBER 3, 2013

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. We are too busy with customers of our own to stop everything and see if what we are getting called about might work for us too. Close More Deals.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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OCTOBER 11, 2013

There is no doubt that with many new tools to help sellers and sales leaders grow revenues, much can be misrepresented or misinterpreted. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Social Selling 219

Social Selling GoldMine Lead Rank Lead Scoring 219

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JANUARY 10, 2013

If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. Try free tools to help monitor activity of your buyer – companies and individuals. courtesy of InsideView.

InsideView 249

InsideView Research Prospecting Eloqua 249

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JANUARY 31, 2014

Have a note pad at your desk or use a tool like Evernote to track every commitment in one place. Get your sales force on tools that save time, such as Timetrade (for booking appointments or demos). Lead by example. Create email templates for various buyer types and stages of the sales cycle. Macro Sales Productivity Tips.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

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JANUARY 16, 2013

Do you have a toolbox of your own tools which can help separate you from the rest of the noise in your industry and sector? This topic has been talked about recently through colleague Miles Austin’s post Snap-on Tool Trucks and Sales Reps. They are usually told what their tools are – or are not.

Outbound 241

Outbound Influencer Analysis LinkedIn 241

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JULY 17, 2013

Certainly that leaves a LOT of room for improvement in B2B sales teams everywhere. Anthony Iannarino – B2B sales coach and consultant, The Sales Coach Blog. Create an influence map of your prospects and populate with social intelligence. Utilize technology but separate tools from toys. Most surprising? Close More Deals.

Hiring 192

Hiring B2B Video Lead Rank 192

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JULY 8, 2013

Summer B2B Sales Challenge Revisited. Do you use any technology tools to help you stay on track? Try to find ways to break that big week-long project down into small, successful pieces. Here are some other posts on keeping focus: Keep Your Focus and Sell More. What are YOUR secrets to “Keep Your Focus”? Close More Deals.

Inside Sales 218

Inside Sales Lead Rank Lead Scoring Distribution 218

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MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Get names or titles confirmed using LinkedIn or other tool – then pick up the phone and call.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272