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JULY 22, 2014

Buyers now have such an advantage to learn about your products and services on their own time in their own ways. Buyers can get exhaustive research done and have the upper hand now in communication with sellers like us. Learn about the company your prospective buyer works for. Keep Track of Your Buyers.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

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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. 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. What characteristics do they have?

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

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JULY 7, 2014

Who ever said sellers need not practice what it is they are saying that educates, informs, and helps buyers in their world? Your buyers deserve nothing but the best from you – this differentiates you as a professional rather than a “sales guy” or “sales gal”. How can you methodically find new potential buyers? It doesn’t!

Prospecting 222

Prospecting Education Territories B2B 222

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OCTOBER 21, 2013

What would be much more effective for me is to go to industry events that represent who my buyers are. It could be an annual event that comes to my city, or I may go once a year to a big event where all of my buyers’ industry counterparts meet up. What Spokes in Your Wheel? . How do you build your network?

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

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SEPTEMBER 9, 2013

Prospects and buyers are so busy. Prospects and buyers hear and read so many things throughout the course of their week that it really takes something special to jar them. You need to jar your buyers into attention by crafting well-written messages that stand out. Create sales messaging around these buyer types.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

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APRIL 2, 2014

This is the first in a multi-part series on how sales professionals can learn ways to create content, grow visibility and become a thought leader in their industry. Online visibility for you in your industry is the new trade show. Your buyers are people, not companies. Think of them this way. This is your starting point.

Trade Show 232

Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

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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. Buyers don’t need that and they certainly don’t want that anymore, if they ever did. .” Put more about the buyer first.

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

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DECEMBER 12, 2013

As soon as we have a buyer in front of us, or on the phone, we are quick to share with them all the great things we can do to help them. Instead of doing a data-dump on potential buyers, hold back and wait to offer ideas or solutions. Use a real, true curiosity to better understand what your buyer’s world is like.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

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APRIL 21, 2014

It started innocently enough when I replied to my industry colleague and social selling advocate Jill Rowley via Twitter to something she asked me. Reaching Buyers When You Need To: Some buyers will not reply to an email but they will answer their phone. Understand their role and their industry.

Skype 243

Skype InsideSales Call-back Google 243

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APRIL 29, 2014

This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study. You have a potential buyer and you don’t follow up? To review: Give potential buyers a way to easily reach you on your website.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. The same is true for companies in your geographic territory who fit one of your buyer profiles. Each message should add some value or insight for your buyer.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

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SEPTEMBER 22, 2014

It’s important to be able to occasionally get out to where buyers are – especially at a conference or industry event, because: You’ll gain more industry insight than any other way due to how these events are usually set up. You can’t attend everything – so be selective. Need help making your case?

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

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SEPTEMBER 26, 2014

The challenge with the messaging you say to your prospective buyers by phone, through e-mail and in voice mails is that there is no one-size-fits-all. Because people who sell are all different and our buyers are also people who are all different. Also, buyers are at different points of the buying process when you reach out to them.

Buyer 226

Buyer Exercises Compensation Engineering 226

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OCTOBER 15, 2014

A mid-sized, mid-market company has some great advantages over a giant, slow-to-change organization when it comes to shifting to a more social approach to learn about your buyers and reach those buyers. After all, buyers are online and are reaching out for social proof about the services and products they seek for their businesses.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

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NOVEMBER 1, 2013

Buyers and sellers are doing a dance where the buyer has gotten research and ideas online or through another trusted source – perhaps even narrowed their choices down, and now work to find what they believe is the best value for them. You might call a potential buyer ten times over the course of a few months.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

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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? The job for most is identifying the right buyers and opportunities, presenting the winning scenario to the buyer, and bringing the sales (buying) opportunity to closure. So what is a sales rep to do?

Outbound 241

Outbound Influencer Analysis LinkedIn 241

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MAY 29, 2013

“I’m calling about Marriott” – if Marriott is one of your clients and this prospect is in the hospitality industry. Reference a common point between you and your buyer, or your company and their company. They should cover different points of value to the buyer. Be somewhat vague or mysterious.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

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DECEMBER 16, 2013

Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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JUNE 30, 2014

Keep it Fresh – the best ingredients are fresh ones, and so are the fresh insights your sales team needs to have with potential buyers and existing clients. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

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MAY 20, 2013

Here is how simple this idea is: You leave a voice mail message with a well-crafted, very brief message that shows some connection to the buyer or his/her company (we work with your industry counterparts X and Y), leave them your number, and let them know you’ll be calling back later this week. I call on Thursday at 9AM.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

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FEBRUARY 21, 2014

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. As buyers we need simple solutions that work, and as sellers we need to be able to go to one place for data and insight – not so many places that we get frustrated and slow. Keeping it Simple.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

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MAY 26, 2014

If I can show you one more way to find buyers interested in hearing what you have to offer (assuming you can bring solutions to their challenges and improvements to their lives) – why would you not be open to that? This is one way to learn how to have executive level conversations with your buyers.

LinkedIn 209

LinkedIn Ideal Customer Profile Call-back Buyer 209

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AUGUST 14, 2012

You can use this idea internally (showcase your sales team, for example) or outside of your organization (showcase your industry or next trade event). Understanding: Think of research, above, for industry and competitive information. In the old days, we did this by helping our buyers craft proposals. Does that make sense?

Social Media 233

Social Media B2B Strategy Media 233

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DECEMBER 2, 2013

You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? Do you send out e-mail messages to potential buyers and NEVER get a reply other than, “we’re all set?” How can you pique your potential buyer’s interest?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

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JULY 9, 2012

Often it is not a solid deal – meaning it is not qualified, or in other words, your buyer is either not really ready to move forward or they will not be moving forward with you. You have no great testimonials or endorsements online or in the industry niche you are serving for potential buyers to research.

Opportunity 200

Opportunity Report Buyer Pipeline 200

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DECEMBER 29, 2014

Sales reps – whether they are your team or your teammates – need ongoing work on the messaging that happens with buyers. What you say needs to be buyer-focused. I believe that if you work to learn something – just one thing, every day – it will compound your learning much like compound interest grows savings.

Lead Rank 215

Lead Rank Lead Scoring Sales Qualified Lead Energy 215

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APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. The same is true for companies in your geographic territory who fit one of your buyer profiles. Each message should add some value or insight for your buyer.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

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DECEMBER 11, 2014

We will improve messaging and be buyer-focused. There are many great predictions in the book 2015 Sales Industry Predictions – 20 Top Sales Experts Weigh In. I predict we’ll see the use of more video tools for messaging and video integrated into websites like never before.

B2B 241

B2B Twitter Inside Sales LinkedIn 241

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APRIL 29, 2013

There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. Depending on the study and your industry, you’ll see that it takes 6-12 connects (or touches) with a potential buyer to bring a sales opportunity to closure. Most sellers do not follow-up enough.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

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AUGUST 12, 2013

If you spend part of your day calling prospective buyers, you must find a way to connect with them on some level in order to earn ten or fifteen more minutes of their time. It differentiates who moves forward with a buyer and who does not. ” (assuming you are Lowe’s or another of their larger industry counterparts).

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

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APRIL 28, 2014

This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study. You have a potential buyer and you don’t follow up? To review: Give potential buyers a way to easily reach you on your website.

Retail 123

Retail Lead Rank Lead Scoring Study 123

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NOVEMBER 5, 2014

There are at least two types of prospective customers on LinkedIn – Industry / Niche Specific. If I’m an oil and gas company and you have cornered that market with your expertise and specific solutions for my industry – you can approach me as an expert in that market niche. Anyone Else. Think About It. One More Tip.

LinkedIn 229

LinkedIn Ideal Customer Profile Twitter Inside Sales 229

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DECEMBER 21, 2012

corporate leaders on how today’s buyers are changing the way we must do business. Buyers have high expectations which are set by others in your industry – for example when front desk staff greet you buy name at leading hotel chains – you expect that everywhere. This study was done by interviewing nearly 400 U.S.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

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JULY 27, 2013

For example: If you don’t have a professional photo (or a photo at all) – buyers and strategic partners won’t take you seriously. I can vouch for the following individuals and organizations to help you gain specific ideas that help you better position yourself to attract and connect with the right buyers you serve.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

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JUNE 17, 2013

Do so by adding value with content – insight which could help your buyer. ———————————– According to Cliff Pollan, CEO of Visible Gains, buyers are demanding sellers bring more value to the table. customer success stories. ROI Calculators. analyst reports.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

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AUGUST 17, 2012

Instead, pick up the phone once you don’t hear back from a buyer, and leave some added value at the other end of the line. Make more connections with those who are potential buyers and move your conversations forward. Try a 3 / 3/ 3 approach: Have 3 meaningful conversations with potential buyers today. Get a next action.

Hiring 195

Hiring Webinar Metrics Call-back Lead Rank 195

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JUNE 18, 2012

Customers and potential buyers of your products and services are so multi-tasked now that they very well may be looking you in the eyes and listening – only to forget later what it was you said. You are clear and concise about your services and offerings in addition to how you are differentiated from your industry counterparts.

Customer 225

Customer Proposal Buyer Coaching 225