Score More Sales

APRIL 28, 2014

The title caught my attention and since I had recently met him through his company’s list of 100 Social Sales Influencers it seemed like a good idea to sit in on this one. What IS new is the idea that WE as sellers can do a number of things to anticipate what our buyers want and need. If so, HOW? Then share your thoughts.

Buyer 221

Buyer eBook Google Influencer 221

Score More Sales

AUGUST 11, 2014

When things seem too complicated, buyers hold off. It is no different for buyers – you have to make it easy for buyers to want to do business with you. Finally I met a super helpful sales rep and they answered all of my questions. So how to make it easy for your buyers? As a consumer, you know this is true.

Buyer 213

Buyer Ideal Customer Profile Google Twitter 213

Score More Sales

MAY 17, 2019

You know what happens – great conversation with a future customer of yours, and then the conversation goes silent. Radio Silent. They don’t return your calls or emails – even if you had multiple interactions. What to do?

Buyer 175

Buyer Prospecting Conversion Customer 175

Score More Sales

MAY 15, 2014

LR: Do you believe sales professionals can be online influencers, or is that role better for the face of a company – a C level leader? (in Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities. Expand Your Pipeline. Expand Your Pipeline.

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

Score More Sales

FEBRUARY 27, 2017

Losing track of a prospect is one of the biggest ways to lose a sales opportunity because research shows that only 3% of buyers are ready to buy at any given time. Recently we shared a post 5 Ways – Don’t Leave Money on the Table and this week we break it down by one item at a time.

Buyer 120

Buyer Groups Research Opportunity 120

Score More Sales

AUGUST 6, 2020

What if there was some science around helping your buyers buy in a better way, or an easier manner? One of the reasons I did some heavy research seven years ago was that as a sales trainer and consultant, I could not show enough ROI for the time and money clients were investing in our work.

Sales Cycle 310

Sales Cycle ROI Research Buyer 310

Score More Sales

MARCH 14, 2012

Before you make in-person or phone contact, decide what you and the buyer (prospect) are going to do next. Next actions are the fuel by which a seller can encourage a buyer to move forward. Years ago in selling, we talked a lot about “gaining control” of a sales opportunity – but control is elusive. Great comment and question.

Buyer 196

Buyer B2B Call-back Decision Maker 196

Score More Sales

OCTOBER 9, 2012

We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Buyer 207

Buyer Sales B2B 207

Score More Sales

SEPTEMBER 30, 2016

The #SalesSummit at Dreamforce #DF16 Tuesday Sept 4th 1:30PM at the Marriott Marquis Yerba Buena Salon 9 Pre-register here.

Buyer 120

Buyer Revenue Sales B2B 120

Score More Sales

JULY 22, 2014

Midmarket companies and larger SMBs seem to fall into three camps: the ones who understand the power of social sales and actively work to build a plan of action, the ones who are coming around to this idea but not doing much yet, and those who are turning a blind eye and are missing a great window of opportunity. Keep Track of Your Buyers.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

Score More Sales

DECEMBER 2, 2013

Sometimes in sales you just need to start over with your messaging. 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?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

Score More Sales

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. No wasted words.

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

Score More Sales

JUNE 30, 2014

To win in sales you, and your company, need a recipe for success. The ingredients to win in sales must be pure and of high quality to create a great, high-end, finished product. Here is what we believe it takes to compete with a strong solid sales team that closes the right deals with great sales velocity.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Score More Sales

SEPTEMBER 26, 2014

With all of the technology, tools, methodology and sales process in place you’d think there was no real simple way to help with your sales messaging. 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. What Helps Most? drum roll…….your

Buyer 226

Buyer Exercises Compensation Engineering 226

Score More Sales

APRIL 21, 2014

Sales professionals in companies doing business with people in other companies should not minimize the power of the telephone and in many cases, use it MORE often. I talked about having a multi-faceted strategy in a session on the InsideSales Accelerate 14 Summit and believe it to be a key strategy for success in an inside sales position.

Skype 243

Skype InsideSales Call-back Google 243

Score More Sales

JUNE 13, 2014

For years and years in sales it was all about who you knew, and who knew you. I wrote about my grandmother’s store earlier this year on the Hubspot Inbound Sales blog). Choosing sides would be silly for any sales professional, sales leader, or business owner working to grow revenues. So, take both paths.

Apparel 242

Apparel Lead Rank Lead Scoring Referrals 242

Score More Sales

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. It is particularly rampant after product training or annual sales off-sites. Instead of doing a data-dump on potential buyers, hold back and wait to offer ideas or solutions. Close More Deals.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

Score More Sales

AUGUST 5, 2014

We dart in and out of potential sales opportunities. A regular process to go about finding new prospective buyers that fit your target buyer profile. Do you have future buyer information all in one place? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Follow-up 235

Follow-up Buyer Twitter Inside Sales 235

Score More Sales

APRIL 5, 2014

If you are not using the phone at least half of the time you are reaching out to buyers, then I hope you are using video conversations to a great extent. These are not universally used yet, but more innovative sales teams are using Skype video calls, Google Hangouts, and other means to facilitate seeing each person on the call.

Inside Sales 240

Inside Sales Ideal Customer Profile Skype Video 240

Score More Sales

SEPTEMBER 9, 2013

This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since. Prospects and buyers are so busy. Do that, and your sales will GROW.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

Score More Sales

MAY 20, 2013

After being in sales for many years, I had an “Aha” moment. I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. I don’t even know where it came from.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

Score More Sales

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. Build Sales with these LinkedIn Resources.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Score More Sales

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

Score More Sales

DECEMBER 17, 2013

In sales it is all about execution – the art of making things happen. You should be talking with potential buyers, people who can help you get to potential buyers, and potential referral partners every day. Most sellers are not talking enough with probable buyers. Must be in a B2B sales role.

Inside Sales 203

Inside Sales Lead Rank Lead Scoring Buyer 203

Score More Sales

JANUARY 10, 2013

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. The reason you want to hear what buyers are talking about is because it helps educate your salespeople on what is going on in your buyer’s world. Do general search on the web.

InsideView 249

InsideView Research Prospecting Eloqua 249

Score More Sales

MAY 15, 2013

Remote professional sellers are not meeting buyers in person so there is less about body language and more about vocal and written cues. Your belief in what you are selling comes from the confidence in your voice and how well to connect to the buyer when asking questions and learning about their needs and wants. Energy is consistency.

Energy 222

Energy Inside Sales Lead Rank Lead Scoring 222

Score More Sales

DECEMBER 9, 2013

NO is a word that you come to appreciate as having many meanings when it comes to buyers and sellers. What is interesting to me is in how quickly a seller will move on if their prospective buyer gives them a NO. No Means Many Things in Sales. Do you know how important understanding the word NO is in the profession of selling?

Inside Sales 210

Inside Sales Lead Rank Lead Scoring Ideal Customer Profile 210

Score More Sales

SEPTEMBER 29, 2014

Guard your time – a bit of advice given to me years ago by a wise sales manager that I’ve always worked to remember. Because of everything you do in your sales career, time is the one thing you cannot recoup. Time you spent doing “research” because you are not clear on who your buyers really are.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

Score More Sales

DECEMBER 29, 2014

In sales, you cannot assume that other reps and teammates know exactly what to do and say at every moment to grow revenues. 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. Increase Opportunities.

Lead Rank 215

Lead Rank Lead Scoring Sales Qualified Lead Energy 215

Score More Sales

DECEMBER 3, 2014

That’s why we went back to the Score More Sales blog vault and put together our top tips from the popular “Inside Sales Tips” series we ran this past year. Help a potential buyer better understand how your company is a good fit to serve them. Revisit that stalled sales opportunity and BRING IT TO CLOSURE!

Inside Sales 206

Inside Sales Gatekeeper Decision Maker eBook 206

Score More Sales

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. At the end of last year, they asked us all what we thought would be the trends for sellers and sales leaders in 2013. Sales Team Shake-Ups: Fewer Field Reps, More Inside Sales.

Influencer 215

Influencer Social Media Outbound Twitter 215

Score More Sales

OCTOBER 13, 2014

I am convinced sales reps are making key mistakes when it comes to sending email messages. The email I receive weekly from sales “professionals” serve as great examples. One vendor’s rep invited me to come and hear the top sales influencers they have asked to speak at sessions they are sponsoring.

Vendor 204

Vendor Influencer Segment Twitter 204

Score More Sales

OCTOBER 21, 2013

Networks are important for sales professionals. 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?

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

Score More Sales

APRIL 15, 2013

“You have two ears and one mouth for a reason,” said my sales manager years ago, and it wasn’t the first time he had said it. There are two main reasons you want to listen more than you talk when having a conversation with a buyer: 1) You won’t learn anything if you do all the talking. Ask powerful questions.

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

Score More Sales

OCTOBER 28, 2013

It is a tricky thing in sales careers when it comes to confidence. How could even a confident person be confident as a newer sales rep? There is NO substitution for working with a real, potential buyer and moving the opportunity forward to closure. CRAFT messaging that piques a buyer’s interest. Quick Wins.

Inside Sales 201

Inside Sales Call-back Lead Rank Lead Scoring 201

Score More Sales

MARCH 14, 2016

This was the big event for those working in B2B sales development roles – the sales reps and sales leaders making initial contact with buyers – inbound and outbound. What an amazing two days in Atlanta for Rainmaker16.

Outbound 125

Outbound Inbound B2B Buyer 125

Score More Sales

APRIL 27, 2014

Not thinking of myself as much of a hacker, I was curious to see how the Sales Hacker Conference would be this past week in NYC. My colleagues in sales effectiveness would be speaking as well as some very successful business builders here to share what works, and also what didn’t work for them in growing sales and revenues.

Revenue 232

Revenue Outsourcing Services PipelineDeals Scale 232