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

APRIL 14, 2014

Stop telling everyonehow BUSY you are and start having a professional conversation around why you will be successful and accomplish the results you were hired for based on a plan that you have, or will put, in place. Well-crafted messaging : voice mail, e-mail, and for direct conversations. Measure your actions and time spent.

Inside Sales 199

Inside Sales Hiring Referrals Twitter 199

Score More Sales

APRIL 6, 2014

I recently talked to a sales rep who I was asked to coach by his sales manager. Our first two conversations were difficult. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Be of the mindset of a learner, rather than a student. Increase Opportunities.

Inside Sales 212

Inside Sales Coaching Call-back Ideal Customer Profile 212

SalesHandy

JULY 15, 2018

To get that inspiration, direction, and motivation we follow mentors on social media like Twitter, Instagram or LinkedIn influencers. Without any further ado, let’s jump right ahead to the list of Sales LinkedIn Influencers: 1. Gary Vee is the influencer we all know & follow at least on one social media platform.

Influencer 76

Influencer LinkedIn Social Media Demand Generation Agencies 76

SalesHandy

JULY 15, 2018

To get that inspiration, direction, and motivation we follow mentors on social media like Twitter, Instagram or LinkedIn influencers. Without any further ado, let’s jump right ahead to the list of Sales LinkedIn Influencers: 1. Gary Vee is the influencer we all know & follow at least on one social media platform.

Influencer 52

Influencer LinkedIn Social Media Demand Generation Agencies 52

Score More Sales

APRIL 21, 2014

I said, “let’s talk – by telephone” She responded by saying, What’s wrong with Skype or a Google Hangout? . Yes, I like Skype and I like Google Hangouts, don’t get me wrong. It made me feel like the phone – the conventional phone, is being misaligned.

Skype 243

Skype InsideSales Call-back Google 243

Score More Sales

NOVEMBER 28, 2014

We called her Mimi, and I’ve written about her over the years because she was such a big influence on me in business. Use Google and Bing to see if you rank at all for any of the topics you should. As you are doing this experiment and subsequent visibility improvement, you can use social platforms to engage and start conversations.

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

Score More Sales

MARCH 25, 2014

Last week, a list on Forbes contained my name as one of the top 30 social selling influencers in the world. I am very humbled, and quite honored, since it seems that quite a process was put into place and many different tools to measure reach was used to take a list of 500 influencers down to the top 30. What Are You Waiting For?

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

Score More Sales

AUGUST 21, 2014

This conversation is directed at B2B companies who are not selling services online. Mobile commerce is an even bigger conversation. Google research has shown that 67% of mobile users are more likely to buy or engage with a mobile-friendly website, and that 57% won’t recommend a business with a poorly designed mobile site.

B2B 231

B2B Google Ideal Customer Profile Compensation 231

Score More Sales

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?

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

Score More Sales

OCTOBER 15, 2014

When the say yes, see if you can pique their curiosity and take the conversation off-line – especially if you can call them to talk. Sales is all about seeing patterns and finding creative ways to reach out that begin or continue a two-way conversation. Are they on Google + or Twitter? If they do not reply, move on.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Score More Sales

AUGUST 18, 2014

Share enough when making first contact to pique your buyer’s interest so that you can talk in further detail at a next conversation. This works well if you are newer in your sales role and may not have all of the answers you need to be of most help to the buyer. Can you do it? Increase Opportunities. Expand Your Pipeline.

Ideal Customer Profile 228

Ideal Customer Profile Call-back Twitter Inside Sales 228

Score More Sales

JULY 24, 2014

I met world-renowned sales expert Jill Konrath virtually back in 2005 or so, after she had written her first best-selling sales book, Selling to Big Companies. Her book came out, I read it, and I wrote a review for my fledgling B2B sales blog. 6 are listed as Top 25 B2B Sales Influencers for 2014 by Openview Venture Partners.

B2B 206

B2B Conference Twitter Influencer 206

Score More Sales

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. This one tip can cut the time from research to conversation dramatically. Any way you can get a conversation going, you need to do that. Increase Opportunities. Expand Your Pipeline.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

Score More Sales

JULY 21, 2014

How they feel is very much influenced by how YOU communicate with them. In your follow-up: do you do what you say in the actions after a conversation? In your activity: are you inspired to have one extra conversation today? How about five extra conversations? Yea, be that person. It will show. One idea can spark ten more.

Ideal Customer Profile 202

Ideal Customer Profile Energy Face-to-face Follow-up 202

Sales and Marketing Management

NOVEMBER 28, 2017

Whether you want to start a conversation over the phone, via social media or email, you need to start your message with something that pertains only to that individual. Google the person to discover whether there are any news releases related to them and what they’ve been doing lately. How to Open Doors. Build Your Account Knowledge.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

Score More Sales

JUNE 18, 2014

You get great practice talking with EAs and AAs using your best executive level conversation skills. Rather than only talking to execs, create many more high-level conversations sharing with their assistant why you think it is a good use of their boss’ time to talk with you – the WIIFM factor. Increase Opportunities.

Gatekeeper 234

Gatekeeper Ideal Customer Profile Twitter Inside Sales 234

Score More Sales

MAY 19, 2014

When it comes to business conversations how you set things up will help you move forward and close business in the future. She has a huge sales opportunity with someone who asked her for a contract – not a proposal. Sales is about give and take. when sending an email message. when talking directly to a prospect.

Call-back 214

Call-back Ideal Customer Profile B2B Referrals 214

Score More Sales

FEBRUARY 25, 2014

If you cannot move the conversation forward smoothly, you may be done with that prospect. Kill Crutch Words – Inside Sales Power Tip 133. Sales Message Makeover – Inside Sales Power Tip 143. email lori@scoremoresales.com | View My LinkedIn Profile | twitter | Visit us on google+.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

Score More Sales

JULY 15, 2014

If you are over 40 and can’t understand why anyone would text a conversation, your buyer may not agree. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Buyer 223

Buyer Lead Rank Lead Scoring Call-back 223

Score More Sales

JUNE 20, 2014

How many calls do I make before I reach someone and have a conversation? There is an industry average I just saw on the AA-ISP website for inside sales professionals. That ONE smart step could eliminate hours of time from your schedule each week and allow you to have more conversations with potential buyers.

Lead Rank 237

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 237

Score More Sales

JULY 28, 2014

Help your buyer to make a decision and bring the opportunity to closure through more conversations and by showing them the return (ROI) their company will likely gain by making this decision. We will check their social posts and see what they are talking about, tying that into a conversation when possible. Check this every day.

Buyer 207

Buyer How To Sales Qualified Lead Lead Rank 207

Score More Sales

JUNE 27, 2014

Those of us in and around hundreds of sales teams know that it is not just about more women applying for sales positions – it is about the culture of the company, how interviewing is done, what job descriptions look like, and whether first line sales managers are trained in gender neutral communication, among other things.

Study 231

Study LinkedIn Hiring Conference 231

Score More Sales

AUGUST 26, 2014

If someone has come back to your site multiple times, are you sharing the same message or taking the conversation further? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

Score More Sales

JUNE 16, 2014

Buyers have an uncanny way of knowing when a seller is not comfortable or not confident with what they are talking about – it is difficult to fake an executive conversation with insight about your buyer and how your service or product offering may be of great value to them. This conversation requires you to do your homework.

Lead Rank 208

Lead Rank Lead Scoring Hiring Webinar Metrics 208

Score More Sales

OCTOBER 27, 2014

Have you had one conversation and perhaps some interest – then you call back and drop a few emails and get no reply? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Call-back 216

Call-back Face-to-face Twitter Ideal Customer Profile 216

Score More Sales

JUNE 30, 2014

If your frontline sales managers get it right, they will impact everyone on their teams. Assess everyone through metrics and conversations. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. If not, measures must be taken. Increase Opportunities.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Score More Sales

JULY 17, 2013

Sometimes the first conversations you hear at an event stay with you the whole time. That happened for me on Monday at the Sales 2.0 Conference Boston – a gathering of sales experts, practitioners, sales leaders and sellers all coming together to talk about what is the latest in professional selling.

Hiring 192

Hiring B2B Video Lead Rank 192

Score More Sales

MAY 26, 2014

This is one way to learn how to have executive level conversations with your buyers. Regularly see what your buyers are reading about so that you can be in the same conversation. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Time Saving Idea: .

LinkedIn 209

LinkedIn Ideal Customer Profile Call-back Buyer 209

Score More Sales

FEBRUARY 17, 2014

Here are three mistakes I see every week that I hope you can work to avoid if you are a serious inside sales person working to build your pipeline of prospective buyers: YOU DON’T ARRIVE AT YOUR DESK WITH A PLAN: . email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+. Are you doing it?

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277

Score More Sales

DECEMBER 23, 2014

Sales content management was most-cited as a regularly used feature (37 percent), even ahead of reviewing and inputting contact information (31 percent). This conversation continues with more about other mobile tools in a future post. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Score More Sales

JUNE 9, 2014

You know what I mean – the sales rep who emphatically says they’ll be closing a deal. The bottom line on this is that when you are a human dealing with humans all day and working to earn conversations with prospective buyers, you need to feel confident, committed, and appreciated. ” He’s right. Close More Deals.

Ideal Customer Profile 204

Ideal Customer Profile Sports Twitter Inside Sales 204

Score More Sales

JULY 30, 2014

Just like meeting someone in person, you start with a handshake and short conversation to learn about them. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

How To 230

How To Ideal Customer Profile LinkedIn Twitter 230

Score More Sales

MAY 12, 2014

For now, think about what your overall goals are – for revenue and for sales activity. Start being more conscious (if you are not already) about how many conversations (in general) it has taken with prospective buyers in order to find common ground and a win/win situation that becomes a legitimate, qualified sales opportunity.

Lead Rank 208

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 208

Score More Sales

OCTOBER 6, 2014

When you interview potential new sales reps, you can’t only go on hunches – if so you will never be better than 50% accurate – and that is not good enough. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Hunches are good – facts are way better. Expand Your Pipeline.

Opportunity 194

Opportunity Lead Rank Lead Scoring Ideal Customer Profile 194

Score More Sales

OCTOBER 29, 2014

Afterward my contact stepped out and told me that there had been a discussion about such extreme disappointing revenues company-wide that the conversation just before me was about closing manufacturing plants down – including the location I was meeting them at. The post My Sales Horror Story appeared first on Score More Sales.

Ideal Customer Profile 214

Ideal Customer Profile Twitter Inside Sales Sales 214

Score More Sales

OCTOBER 20, 2014

Start conversations about them – and I don’t mean by asking them about the weather. This includes the sales process for your company, the sales methodology, the technology (CRM, data tools, and other sales tools) plus the system you use to keep all prospective and current customer information.

Ideal Customer Profile 209

Ideal Customer Profile Lead Rank Lead Scoring Sales Methodology 209