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AUGUST 14, 2012

When it comes to integrating online and social activities into their marketing and sales strategies it seems like there are two camps – those that “get it” and those who will wait till there is more “proof” that social selling actually works. For many in B2B this means LinkedIn first and foremost. Black and white.

Social Media 233

Social Media B2B Strategy Media 233

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APRIL 4, 2012

While we are on the topic of Influencers, why not go to Top Sales Associates website where they are looking for YOUR choices for the Top Sales & Marketing Influencers? Discussion Continues on B2B Sales Influencers originally appeared on Score More Sales on April 4, 2012. Choose as many as you’d like.

Influencer 181

Influencer B2B Lead Rank Lead Scoring 181

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JUNE 25, 2014

It is critical to get products to market in a timely manner – which currently means sooner than ever before launched. Mid-market company leaders (and leaders of SMB’s) need to create an atmosphere of continuous improvement. The post Collaboration for Mid-Market Sales Growth appeared first on Score More Sales.

Marketing 217

Marketing Airlines Ideal Customer Profile Construction 217

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AUGUST 21, 2013

The annual HubSpot INBOUND conference started as a great get-together for fans of the inbound marketing software platform a few years back and has grown now to being one of the biggest and best marketing conferences out there. The post Seth Godin Speaks and Marketers Listen appeared first on Score More Sales. Close More Deals.

Marketing 195

Marketing Hubspot Conference Lead Rank 195

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MAY 30, 2013

The annual “State of Marketing” Global Survey of Marketers has again been completed, and results were announced at the Smarter Commerce Global Summit last week. You can download the complete results from the IBM State of Marketing 2013 Global Survey. Top marketers act on insights and create a system of engagement.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

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JUNE 26, 2012

PROSPECT: Mine information like trigger events in your market niche, and then use this knowledge in talking with your prospective customers. This report is considered a “trigger event” that you can leverage in conversation, with statistics and facts from within this market segment.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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AUGUST 29, 2012

As a sales-brained person (not marketing-brained) I tend to stay away from marketers, but these last two days have been different and very rewarding. I’ve spent time at Inbound 2012, Hubspot’s summit for marketers – an event which is growing dramatically year to year. Download his no cost ebook (230 pages!)

Inbound 184

Inbound Hubspot Marketing eBook 184

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OCTOBER 21, 2016

I headed to Las Vegas for CEB’s Annual Sales and Marketing Summit with a bit of apprehension. I had never attended before, and was thinking that it might be a very academic marketing focused crowd even though “sales” is in the name of the event.

Marketing 120

Marketing Influencer Course Conversion 120

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SEPTEMBER 5, 2012

Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. Jill Konrath is THE top name in B2B sales thought leadership today due to a 2nd best-seller, SNAP Selling – and her talented writing and videos regularly produced to a worldwide audience.

How To 284

How To B2B Intent Inside Sales 284

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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. We’re also big fans of Salesforce for CRM and Pardot , our marketing automation app. KP: Thanks for asking.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

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AUGUST 14, 2014

As a long time B2B blogger writing about sales strategy and actionable sales ideas, I have learned so much along the way. Great feedback came to us yesterday as the Score More Sales blog was listed as one of the Top 50 Sales and Marketing Blogs at Top Sales World. Close More Deals.

B2B 216

B2B Twitter Inside Sales Google 216

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SEPTEMBER 26, 2016

When you are in professional, B2B sales and go to a lot of business conferences you see a lot of trade show booths and marketing tables. These tables and booths typically have large monitors or big screen displays with whatever SaaS sales tool that booth is promoting.

Trade Show 120

Trade Show Conference Promotion B2B 120

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AUGUST 21, 2014

Many mid-sized, mid-market companies have not invested in current technology to make their website effective for those buyers on the go. This conversation is directed at B2B companies who are not selling services online. The bottom line is that your B2B visitors are extremely busy professionals. Close More Deals.

B2B 231

B2B Google Ideal Customer Profile Compensation 231

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JUNE 23, 2014

Just think of the difference between doing an online search for the words sales insights and the phrase “b2b sales insights” sales insights - About 70,000,000 results. “b2b sales Insights” - About 201,000 results. “b2b sales insights” buyer - About 58,800 results. Close More Deals.

Buyer 203

Buyer B2B Ideal Customer Profile Vendor 203

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JULY 17, 2013

We are eliminating phone calls since we are much more focused and more productive using video calls” – David Keene, Head of Enterprise Marketing, Google, UK. Certainly that leaves a LOT of room for improvement in B2B sales teams everywhere. Devon McDonald – Director of Sales & Marketing Support at OpenView Partners.

Hiring 192

Hiring B2B Video Lead Rank 192

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OCTOBER 4, 2013

They went to 380 participants (more marketing than sales roles responded, and 65% B2B companies). Why does marketing have a different understanding of the sales organization than sales does? They do one of the nicest jobs of creating a no-cost, welcoming community on behalf of marketing and on some sales topics.

Sales Enablement 219

Sales Enablement Hiring Survey Lead Rank 219

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APRIL 2, 2014

For business-to-business (B2B) sales professionals, think about making human-to-human connections online. To give you a bigger picture idea of what we do, we now think of “publishing” as a part of the marketing of our B2B services company. Your buyers are people, not companies. Close More Deals.

Trade Show 232

Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

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MARCH 26, 2014

In order to find the right buyers and interact with them you need to firmly understand the market niche that you are going after and who your buyers are. Understanding Your Target Market . If they represent an untapped market niche, you could certainly look for more companies like them in the same industry / niche.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

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JULY 27, 2013

Trish Bertuzzi – the Bridge Group Inc – B2B inside sales experts. Steve Richard - Co-founder, Vorsight – B2B top of the funnel. Matt Heinz - Founder, Heinz Marketing. Jamie Shanks – Partner, Sales for Life. Barb Giamanco – Social Centered Selling. Jill Konrath – Author, Speaker, Strategist.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

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MAY 15, 2014

I had a chance to catch up with best-selling author and modern marketing expert Jay Baer who has been the host of the IBM Smarter Commerce Global Summit 2014 Tampa this week. JB: In their zeal to embrace content marketing, many brands are creating content that is wholly self-referential. LR: What’s next in social?

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

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SEPTEMBER 3, 2012

It’s crunch time for B2B sales teams everywhere working to close deals by the end of Q3, and by the end of the calendar year. Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams. Give it a try!

Sports 208

Sports B2B Distribution Commission 208

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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…. In a bigger organization, a marketing team might have specific customer reference team members who focus solely on building up a reference library and referral program. Would you agree?

Referrals 263

Referrals InsideView Outbound LinkedIn 263

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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?” Subscribe to news services that serve each market your prospects are in. ” (A trick question?).

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

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AUGUST 19, 2013

If you are one of these companies, and have NOT embraced the idea that people are looking for your services on the web before you even know of them, it is time to learn more about what an Inbound Marketing effort could do along with the great Outbound work you are already doing. [I''ll Look for additional posts in the weeks to come.].

Inbound 201

Inbound Outbound Inside Sales Lead Rank 201

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FEBRUARY 5, 2013

At the end of January, B2B Sales and Marketing Influencer Craig Rosenberg posted a first ever, annual ranking of Inside Sales Influencers for 2013 on the Radius Intelligence blog. Craig based the list on Kred scores – something I was not even familiar with until I saw this list – drawn from Twitter engagement.

Lead Rank 224

Lead Rank Lead Scoring Inside Sales Influencer 224

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JANUARY 27, 2014

subscribe to Selling Power or Sales & Marketing Management. offer a new service which your market wants. subscribe to Selling Power or Sales & Marketing Management. offer a new service which your market wants. bookmark a sales blog and read regularly. sign up for RSS feeds for sales sites, blogs, or podcasts.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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DECEMBER 18, 2014

Expand market niche (70%). When it comes to innovation (one of my interests within growing companies), it was interesting to see these statistics among the participant mid-market companies: 53% use cloud computing. What are your business predictions for mid-market in 2015? Operations (87%). New products (76%). participated.

Hiring 198

Hiring Wireless Policies Travel 198

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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. Brands mastered this first, and now even some reluctant CEOs and marketers in small mid-market companies are getting on the bandwagon.

Twitter 232

Twitter Strategy Prospecting Promotion 232

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OCTOBER 24, 2014

As soon as Monday, you (yes, you and your mid-market or SMB company) can sign up for the Beta offering of IBM ® Watson™ Analytics. This cloud-based service could help your team sort through the layers of data your company has compiled from marketing, sales, HR, and elsewhere. There is a premium version for bigger capabilities.

Analytics 221

Analytics Analysis Compensation Data 221

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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. But are you more productive now? Do you have better data that you actually apply? Increase Opportunities. Expand Your Pipeline. Close More Deals.

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

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JULY 30, 2014

I have been meeting more and more leaders in mid-market companies who are simply confused about the value of having their sales reps focused on social selling because they don’t see the payoff. In the last 10, B2B companies we have worked with, I found that this tool combination has worked with 9 of them. Close More Deals.

How To 230

How To Ideal Customer Profile LinkedIn Twitter 230

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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. 1) They feel they don’t have the time to “add” social strategies to their sales and marketing repertoire.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

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SEPTEMBER 11, 2012

Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams. Clean it up – it’s better to have less that is true and accurate than a whole lot of nothing.

Opportunity 214

Opportunity B2B Research Pipeline 214

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NOVEMBER 28, 2014

Although I write about new trends and social platforms – and really love what I’m seeing with technology reaching mid-market and SMB companies – it’s important to realize that selling socially is not a new concept. We have been doing it for hundreds of years. Do some experimenting with search. Close More Deals.

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

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MARCH 18, 2014

We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. It’s funny to hear people debating about how and when social selling will be further adopted. As long as I can remember, selling has ALWAYS been social. The big change now is the tools and technology.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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JANUARY 15, 2013

B2B content kings Openview Labs first came out with a list of Top Sales Influencers for 2012, which was an honor to be listed on. I like it because it is divided up into sections: Content Marketing & Thought Leadership. Marketing Automation Becomes a Necessity. The 2013 predictions about selling this year are out!

Influencer 215

Influencer Social Media Outbound Twitter 215

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SEPTEMBER 15, 2014

This week thousands of content creators are getting together in Boston to hear about how inbound marketing has developed over the past year in a big event called INBOUND 2014. Initially for customers of Hubspot, the INBOUND event now attracts thousands of marketers, sales leaders, and business builders from around the world.

Hubspot 186

Hubspot Inbound Ideal Customer Profile Buyer 186