Score More Sales

DECEMBER 22, 2014

Athletes and broadcasters lit up Twitter with some great tweets. What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Just like he always does.

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Prospecting Ideal Customer Profile Decision Maker Twitter 262

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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?).

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Inside Sales Lead Rank Lead Scoring Call-back 250

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MARCH 26, 2014

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+.

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Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Twitter Facebook. Debunking the Myth of “Inside Sales” Jan 26, 2012. ” Sales Motivation Blog.

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Inside Sales Motivation Hiring Ideal Customer Profile 168

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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.

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Inside Sales Lead Rank Lead Scoring Call-back 221

Zoominfo

JUNE 12, 2019

In today’s post, we’ve compiled a list of the top sales influencers on our radar. Twitter Followers: 124k. Leading off our list is sales consultant and coach, Jeb Blount. For those unfamiliar, Jeb is the CEO of Sales Gravy, a sales training organization known by many as THE sales acceleration company.

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Influencer B2B Social Media Twitter 188

Pointclear

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Data will become an integral component for predicting the likelihood of Inside Sales success.

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Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

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JULY 7, 2014

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day. Download the “Strategic Prospecting Plan” here. Increase Opportunities.

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Prospecting Education Territories B2B 222

A Sales Guy

FEBRUARY 1, 2014

The increasing trend of having marketing take over the MDR or lead qualification role of inside sales has been hotly debated and tested in recent months. I still think it’s a good idea, but needs certain expectations and circumstances across sales & marketing to work long-term. Managing inside sales can be a full time job.

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Inside Sales Sales Qualified Lead Marketing Lead Qualification 118

Zoominfo

FEBRUARY 22, 2021

Gary got his start by building one of the first ecommerce wine sites, WineLibrary, but has since made himself a household name by becoming a serial entrepreneur and early investor in companies like Twitter, Tumblr and Venmo. Though her book is a great introduction to her sales philosophy, it can’t hurt to follow her on Twitter as well.

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Social Media Influencer Media Hiring 205

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Twitter Facebook. 5 Secrets to Get Better Prospecting Leads. The reason these are great prospects is simple.

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Motivation Leads Marketing Qualified Lead Prospecting 195

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FEBRUARY 2, 2015

What 5 sales prospecting lessons can we take away from the big event? How can you do the same through your LinkedIn page or company blog? In sales prospecting, some of what seem to be the easiest opportunities never come to closure and a long shot opportunity ends up turning into a deal. Now it has come and gone.

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Prospecting Lead Rank Lead Scoring Ideal Customer Profile 120

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APRIL 2, 2014

A blog is the solid foundation we’ve built our business on. To build a blog, begin with questions that buyers are always asking you. Next time someone emails in a question, or asks one over the phone, or in person, jot that down on a list of blog topics. Think of them this way. This is your starting point.

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Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

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JUNE 2, 2014

In Ken Krogue’s full day session on Business Development – inside sales tips, strategies, tools, and methodology, this acronym was one of the highlights of his session because it brings everything you need in sales together. Ken has identified over 27 types of inside sales campaigns. Ready for it?

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InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

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OCTOBER 15, 2014

One of the best first steps you can put into place (aside from hiring an expert to help you put a full plan in place to get your sales and marketing ready for 2015) is to focus on listening. Listen for Prospective Buyers. Listen for prospective buyers who are asking about which products / brands are best in your industry niche.

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Social Selling Company Ideal Customer Profile Twitter 223

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NOVEMBER 14, 2014

Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World.

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LinkedIn Referrals Buying Cycle Up-Sell 247

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JULY 31, 2014

It often is based on specific companies you are following who fit your profile for best target companies as prospects. Do you want to learn about your prospective customer’s world? I found that they are very active on Twitter, so they are now in a list we have of companies of interest. Next, put a plan into place.

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Ideal Customer Profile How To Twitter Google 229

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SEPTEMBER 22, 2014

When you are working predominantly with inside sales reps and their immediate sales leaders, it is easy to only think about being in the office and not ever going out at all. If you are an individual contributor in an inside sales role, is there one big event each year you could somehow get to? Close More Deals.

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Ideal Customer Profile Lead Rank Lead Scoring Conference 203

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JULY 22, 2014

Learn about the company your prospective buyer works for. Create a list of prospective customers and track what they are talking about on LinkedIn, Twitter, and on their website. If I have prospects and customers in the banking industry, I’m going to track banks by name and if I have a geographic territory, by location.

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Ideal Customer Profile Banking Engineering Twitter 234

LeadFuze

AUGUST 12, 2021

2 Predictable Prospecting. Predictable Prospecting brings in some of the top minds in lead gen, social selling, and sales process. You’ll be sure to hear the importance of prospecting as well as dynamite for the rest of your sales process, even if you listen to a few episodes. 3 The Sales Podcasts.

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Top of Funnel Lead Rank Twitter Lead Scoring 98

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AUGUST 5, 2014

You know what happens if you don’t, and it is a pretty safe bet that those reading this blog are good tooth brushers and flossers. A regular process to go about finding new prospective buyers that fit your target buyer profile. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

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Follow-up Buyer Twitter Inside Sales 235

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DECEMBER 17, 2014

You are a sales professional, a sales leader, or a company executive looking for a creative way to say thank you to a: staff member. In the sales profession this is a GREAT thing. Now I see the light and don’t want to give anyone sugared treats – especially prospects or clients. So what to give?

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Ideal Customer Profile Twitter Inside Sales Google 197

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AUGUST 18, 2014

When first talking with a prospective new client, ask more questions and work to see that they talk twice as much as you do. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+. Expand Your Pipeline.

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Ideal Customer Profile Call-back Twitter Inside Sales 228

Hubspot Sales

JUNE 22, 2018

Prospecting is hard for most salespeople. In fact, getting a response from prospects was identified as the hardest part of the sales process in the 2018 State of Inbound Sales Report. These 45 tips from three remarkably insightful sales experts should make it much easier for you. Plan your prospecting approach.

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Buyer Prospecting Top of Funnel Ideal Customer Profile 110

Zoominfo

FEBRUARY 22, 2021

Gary Vaynerchuk If you’re in sales and haven’t heard of this guy, crawl out from under your rock right now and start watching his videos and listening to his podcasts immediately. Simply put, Gary really simplifies how people think about sales in the digital era, especially in regards to messaging, audience and just plain old sales hustle.

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Social Media Influencer Media Hiring 100

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NOVEMBER 19, 2014

It is a new event here in the Boston area for sales reps to network, meet and mingle with others. Hubspot is a great host, and I was thrilled to be invited to have a Q&A at the front of the room to discuss prospecting issues and ideas. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

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Hubspot Twitter Inside Sales Objections 206

The Pipeline

JULY 29, 2011

If you don’t have your inbound web strategy in place, outbound sales will have to work harder to find prospects and nurture them. A solid inbound web strategy also includes nurturing, but if you don’t have marketing tools then outbound sales will have to manually nurture as well. This comment was originally posted on Twitter.

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Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

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SEPTEMBER 15, 2014

You could create 20 written blog posts. You could create 20 video blog posts. Any of these simple ideas can engage your prospective buyers. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. That is your first piece of content if you have not done other pieces already.

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Hubspot Inbound Ideal Customer Profile Buyer 186

SalesHandy

JULY 5, 2021

Social selling isn’t a completely new concept in B2B sales – it’s been around since social platforms like LinkedIn and Twitter exist. With the rise in Software tools and API access to these networks, it’s easier today to leverage these social selling automation tools to build social selling into your B2B sales process.

Social Media 98

Social Media Social Selling Media Sales Qualified Lead 98

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OCTOBER 30, 2014

Here are three reasons you should work to improve your digital presence right now: Your Sales Reps Want Meetings with Executives. So you pay your sales reps money to prospect and find buyers – it makes sense that you also invest in having the best representation of your company when they find it online. Inbound Marketing.

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Company Trade Show Engineering Ideal Customer Profile 215

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MAY 19, 2014

when talking directly to a prospect. But the prospective client did not call back when he SAID he would – has that ever happened to you? Prospect says, “This looks great. 30 Ways to Reach Prospects . Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

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Call-back Ideal Customer Profile B2B Referrals 214

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JANUARY 14, 2015

During that time, their SDRs found 3,600 prospects which turned into 550 completed demos that brought on 175 new clients. What I most love is that all afternoon yesterday I heard from some smart, young, and enthusiastic presenters – those on the Salesloft team – about how to prospect well. Increase Opportunities.

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Lead Rank Lead Scoring Ideal Customer Profile Inside Sales 120

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DECEMBER 29, 2014

So in addition to having multiple records for the same companies (both prospects and clients), there is another big area of bad data – as follows: Contact person is no longer with the company. Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client. How do you cleanse the data?

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Data Policies Ideal Customer Profile Guidelines 193

Mr. Inside Sales

APRIL 9, 2018

Mike Brooks, Mr. Inside Sales receives multiple awards from AA-ISP’s 2018 Leadership Summit last week: Service Provider of the Year Award – Sales Script Development AND The TOP 25 Most Influential Inside Sales Professionals in 2018 Award. . He also offers customized sales training programs, works as a virtual V.P.

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Inside Sales Hiring Scale Conference 24

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JULY 15, 2014

As a professional seller, it is UPON YOU to follow-up with your prospective buyer until you have an idea – through speaking directly or talking with others near the buyer what they are doing instead of making up a story in your head. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Buyer 223

Buyer Lead Rank Lead Scoring Call-back 223

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SEPTEMBER 2, 2014

If you are a sales rep, are you leading with your prospects and existing customers? If you are a sales rep, are you updating your sales manager before he or she comes to you for updates? If you are a sales leader, are you leading your team by example? How are you leading today? Increase Opportunities.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 200

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NOVEMBER 20, 2013

I trust their research and know of many ways they have embraced social into their inside sales teams and into their business plan. It is one of the no-brainer, must do sales tools to look into. How great is it to know when a prospect company is looking again at an emailed proposal you sent two weeks prior?

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Lead Rank Lead Scoring Social Selling Twitter 228