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OCTOBER 17, 2014

It is definitely crazy now with Dreamforce taking up just about everything going on near the SoMa district – including nearly a dozen hotels hosting events and private tech parties. Maybe there were 80K, maybe 100K, but it didn’t feel crazy.

InsideSales 210

InsideSales Hotels Influencer Conference 210

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APRIL 3, 2013

Use resources such as Dictionary, Thesaurus, and definition sites. If you are a really poor speller (I know some of you are - conquer it. There are online classes like you have never seen before. Here are 30 of the best to choose from. Master the most confusing words. Do you know how to spell them AND use them correctly when you write?

Face-to-face 238

Face-to-face Social Media Travel Outbound 238

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AUGUST 26, 2013

This is definitely one of the top requests I hear when meeting with those prospecting for net-new business. Do you want more and better leads when reaching out to potential buyers?

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

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DECEMBER 29, 2014

There is definitely an issue in smaller and midsized companies which you don’t always see but is there in nearly every organization. The issue – dirty data. Dirty data is old data. It is wrong data – double entered and triple entered. It is bad data.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

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AUGUST 28, 2013

You need both sides – the art and the science of selling to be successful, but if I could choose which component to favor more heavily on I would definitely choose Art – because of two key areas: Human Communication. There are nuances that technology have not been able to pick up on as of yet. When to follow-up, for example?

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

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NOVEMBER 26, 2014

Some of what I saw last week definitely challenges the status quo like nothing I’ve seen before – especially. Results instead of actions. There are new tools and ideas coming out now that will change forever how we think about business process, marketing and sales.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

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DECEMBER 2, 2013

Stop trying to leave that long message focused on your products and services and expect potential buyers to perk up and be interested – isn’t that the definition of insanity? How can you pique your potential buyer’s interest? What can you say that educates them and helps them in their position?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

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JULY 6, 2012

or they really don’t plan to make this purchase through you (the definite no). . - they don’t understand the value you are explaining. they don’t actually “see” the value as you do. - So “no” sometimes means “not now” or “I’m not ready to decide” in business transactions.

How To 208

How To Sports B2B Study 208

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JANUARY 7, 2014

If you are lucky enough to have a three-year-old in your life, then you’ll definitely know what I’m talking about. If you don’t, you should borrow one, under the guise of babysitting for a family member or friend – and then work to have some conversations.

Inside Sales 225

Inside Sales Call-back Lead Rank Lead Scoring 225

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OCTOBER 11, 2013

First let’s think about the definition of DEBT : Something owed, such as money, goods, or services. Maybe it’s because I did a stint working with a debt collection business, or maybe it’s because somehow I was born in the land of abundance, the term “social debt” just does not resonate.

Social Selling 219

Social Selling GoldMine Lead Rank Lead Scoring 219

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MARCH 16, 2012

We’ve done a lot to prevent spamming kinds of behavior and definitely pay attention to who shares great content. We pay attention to what is normal levels of activity and when something spikes, we know that’s interesting to readers.

Insurance 174

Insurance Insurance Face-to-face Outbound 174

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JULY 26, 2013

Arrogance is a noun and the dictionary definition is, -an attitude of superiority manifested in an overbearing manner or in presumptuous claims or assumptions. It caused me to wonder about my customers and the customers of this blog’s readers. You can answer for yourself -. Is your company arrogant? Merriam Webster).

Company 212

Company Revelation Face-to-face Webinar Metrics 212

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JANUARY 5, 2015

Leads from marketing are time sensitive, but I definitely want to call my executive referral this morning – especially because a referred opportunity is the best opportunity to have. There are 20 leads on this list, plus I have a separate referral from an executive who was a client of mine at another company I used to work for.

Sales Qualified Lead 120

Sales Qualified Lead Lead Rank Lead Scoring Referrals 120

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JUNE 5, 2013

The book is endorsed by Sir Richard Branson (her former boss) and the foreword was written by Guy Kawasaki, which definitely caught my attention. Porter Gale just released Your Network is Your Net Worth – Unlock the Hidden Power of Connections for Wealth, Success, and Happiness in the Digital Age.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

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DECEMBER 16, 2011

Let’s look at an old definition, the challenges with CRM, and some predictions for 2012. Definition: “True CRM (customer relationship management) brings together information from all data sources within an organization (and where appropriate, from outside the organization) to give one, holistic view of each customer in real time.

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172

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FEBRUARY 11, 2014

It is definitely good to know what your goals are before you set out to create a body of content. My blog was originally called Salesprocessdiva and I created several hundred posts on it. When I began, I did not have any idea as to what I was doing. Many posts were bad or poorly written – or both. Know the why of your online presence.

Ideal Customer Profile 245

Ideal Customer Profile How To B2B Lead Rank 245

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JANUARY 24, 2013

There are definitely some basic fundamentals that you must understand when working with LinkedIn, such as being focused on adding value rather than scouring groups and connections for potential buyers.

LinkedIn 229

LinkedIn Skype Networking Promotion 229

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DECEMBER 8, 2014

I have a very simple definition of value. And, this is a question that every salesperson must be able to answer before every touch: “The customer is going to give me some of their time, what am I giving them in return?” ” This brings us to the second dimension: value. What is value in sales?

Ideal Customer Profile 203

Ideal Customer Profile Customer How To Lead Rank 203

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AUGUST 11, 2011

It’s definitely something to be aware of. Enjoy your work – no one wants to do business with someone who is down or complaining. Next time you visit a bricks-and-mortar retailer, or restaurant, see who is excited and enthused to see you and your dollars, and who is not. Explore social tools, and – create a plan.

Lead Rank 258

Lead Rank Lead Scoring Top of Funnel Referrals 258

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FEBRUARY 25, 2012

I will definitely agree with having a regular session with the entire team to be able to come up with a clear and one value proposition. Glad I found you;) It’s very true that our company needs to have a clear and compelling value proposition to our target audience. Thanks again, .

Lead Rank 149

Lead Rank Lead Scoring B2B Lead Nurturing 149

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NOVEMBER 1, 2011

Dictionary.com’s definition: me·di·o·cre [mee-dee-oh-ker] adjective. OK, so it takes a bit more than average to be exemplary in your inside sales position, or your outbound sales position. Bottom line is that you will be expending effort anyway – why not push a bit further to stand out and differentiate yourself?

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Inside Sales 182

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FEBRUARY 29, 2012

Have you tagged these people in your CRM and do you regularly go through your list of 25-75 “partners” who fit this definition: they know what you do and can send others your way? You see that again, the terminology is not what is important but instead the actions are. Find a value-added reason to connect with them monthly or quarterly.

CRM 174

CRM Top of Funnel Lead Rank Lead Scoring 174

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DECEMBER 6, 2011

USPS would benefit a lot from that and their customers would definitely enjoy faster service. That could make their customer service a lot better if they made social media an option for those type questions. Pingback: Sales Lessons From the U.S. Postal Service | Media Sales Today. Previous post: Let’s All Champion Sales Resources!

Lead Rank 153

Lead Rank Lead Scoring Social Media Top of Funnel 153

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JULY 12, 2012

Instead of taking a “smarter” approach to CRM, some companies should just finally begin and take a “smart” approach while others can definitely get a refresh on the tools and strategies they have in place- thereby getting smarter. Consider the facts: 12% of the US population refers to social media before making a purchase.

CRM 196

CRM Social Media Segment Engineering 196

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JANUARY 17, 2012

Then, after they come to understand more about your solution, they will be more definite as to whether yours adds value or not – giving you a quick no or a yes, which is the best way to move forward.

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

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MAY 1, 2011

My dad was definitely one of those guys. My dad also reminds me of what Gary Vaynerchuck said recently on his “The Thank You Economy” book tour – talk more to older business owners and former business owners about how customer appreciation, and adding value used to really be done. link] Judy Dunn.

Lead Rank 135

Lead Rank Lead Scoring Top of Funnel B2B 135

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OCTOBER 24, 2010

Definitely focus on existing clients for new services and incremental business. This is the time that many people start planning on 2011 revenues, since it may be too late for those with complex products or services to bring dollars in by year’s end – but are there any ideas for sales growth?

Lead Rank 120

Lead Rank Lead Scoring Small Business Small Business 120

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JUNE 13, 2011

Definitely don’t be a hermit and lock yourself up in front of a laptop for the sake of growing business. If you actually notice some sunny days coming your way – that alone can cause you to focus less on the “prize” of business building. What do we suggest?

Lead Rank 220

Lead Rank Lead Scoring Face-to-face Top of Funnel 220

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JULY 25, 2010

Ultimately, she emailed me with her cell phone number and we did meet up – but I felt that was something I definitely should have had together prior to that day. I wondered if she’d see a tweet or an email – not knowing if she had a smart phone.

Lead Rank 120

Lead Rank Lead Scoring Nonprofit Top of Funnel 120

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JANUARY 4, 2011

With the groundwork you’ve laid here, 2011 is definitely going to be an exciting one for you. Every time I think about whining I just think, ” If Lori can do it, I can do it.” ” What an ambitious project you took on. But the more we “hunker down,” as you say, the slower the recovery will be.

Small Business 157

Small Business Small Business Lead Rank Lead Scoring 157

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APRIL 10, 2013

Ken Krogue (co-founder and President of InsideSales.com ) had hours of research to talk about with 3 research studies done, but highlighted some of the best points – we were also reminded of his definition of what Inside Sales is: Inside Sales = Professional Sales Done Remotely.

Inside Sales 197

Inside Sales Sales Leadership Hiring InsideSales 197