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DECEMBER 23, 2014

Example: If I am looking up a restaurant from my mobile device and am on the road, having a phone number right on the main page is critical because I may want to call for a reservation.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

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SEPTEMBER 5, 2014

When you think of how you spend your time, who you are around, and what you read, for example – are these people, places and reading materials that help you craft your future and pull you forward? The eight environments of you include: your physical space. your relationships. your network. your spiritual self. intangibles.

Energy 215

Energy Twitter Inside Sales Google 215

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JUNE 8, 2012

What I love about this book is that it is chock-full of specific examples of what to do instead of the usual strategy stuff that is not specific. For example: Gain your buyers trust: Michael offers tips for online companies to get fewer people abandoning a potential order by including specific things on the order page (page 63).

Guarantee 197

Guarantee B2B Sales Leadership Buyer 197

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MAY 23, 2012

For mid-market companies, Kline says that businesses can now use analytics much more effectively, citing the term “glocal” as an example: Glocal: a combination of a global strategy instituted locally for a particular geographic area. There is no more mass marketing. Customers demand a more personal and local experience.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

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JUNE 24, 2013

Example: You sell business intelligence to executives in SMB and mid-sized companies. If you sell technology services, for example, let them know that you like that they are such a forward thinking company and that your contact must know others like him who do cutting-edge work that might appreciate the same relationship you and he have.

Referrals 213

Referrals Outsourcing Services Inside Sales Lead Rank 213

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JUNE 3, 2013

You can use the power of internal leverage and let prospects know that in addition to talking with them in IT, you are also calling on the COO and CFO, for example. This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

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FEBRUARY 7, 2013

For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. An example is the CRM holdouts – smaller mid-market companies who have not put their valuable data into one repository where the most amazing reports and data can be gleaned from.

CRM 238

CRM Outbound Tools Study 238

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AUGUST 18, 2014

Example: Instead of saying, “If you get a quick minute it would be great if you could give me a call back” change to “Call me back at _. Describe client success stories in less words for bigger meaning by using visuals in PowerPoint presentations rather than lots of words. I look forward to your thoughts on this.”

Ideal Customer Profile 228

Ideal Customer Profile Call-back Twitter Inside Sales 228

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OCTOBER 13, 2014

The email I receive weekly from sales “professionals” serve as great examples. I am convinced sales reps are making key mistakes when it comes to sending email messages. I was inspired to write this after reading my colleague Mark Hunter’s post Preparing for Dreamforce and the Stupid Emails I’ve Been Getting.

Vendor 204

Vendor Influencer Segment Inside Sales 204

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FEBRUARY 27, 2013

Example: If I am an IBM business partner, I’d have saved searches for everything IBM, so that I could re-tweet and share the content I find valuable and pertinent to my business. By far the most important thing you can do now – today – is to set up a Twitter account if you have not already (where ‘ya been?), and learn how to listen.

Twitter 232

Twitter Strategy Prospecting Promotion 232

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AUGUST 14, 2012

Here are a few examples. You can use this idea internally (showcase your sales team, for example) or outside of your organization (showcase your industry or next trade event). You can write it off as a picture party for the female population on the web, or you can see ways to grow your name, your cause, and what you stand for online.

Social Media 233

Social Media B2B Strategy Media 233

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MAY 29, 2012

He wondered if, in the example I gave of attending a meeting of many of my industry counterparts whether I felt guarded or if others seemed that way. EXAMPLE: Since you are a graphic designer, I’d like to mention Web Designers Unite. Keep your focus on what you DO want to discuss.

Industry 183

Industry Competition Lead Rank Lead Scoring 183

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JUNE 7, 2012

For example: The Podcasting Track was fantastic – tools, lessons, and lots of examples. In a world of instant gratification, I think people expect more – even when everyone in a session has varied and diverse backgrounds. It’s About the Content. Standout sessions for me were from presenters.

Conference 179

Conference Lead Rank Lead Scoring Media 179

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JULY 17, 2013

Gerhard gave a number of video examples and set the tone for more discussion during the day. The last session of the day was on the main stage – it held the most takeaways and actionable examples. I support the idea of video making huge strides this year.

Hiring 192

Hiring B2B Video Lead Rank 192

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JANUARY 4, 2013

These examples stand out because if you do some of these things above, you will work toward finding and closing qualified sales opportunities. Number of qualified strategic or referral partners that you talk with. If you are in outside sales, the number of targeted events you attend (events where your customers and prospects are).

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

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JULY 15, 2014

For example, one seller was telling me that if they phoned one of their dealer reps with a lead, they should not send an email immediately because it would seem too pushy. In the last 10 hours of speaking with sales reps, some things surfaced which caused me to think about this trap we get in figuring how many people must think the way we do.

Buyer 223

Buyer Lead Rank Lead Scoring Call-back 223

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SEPTEMBER 2, 2014

If you are a sales leader, are you leading your team by example? 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?

Lead Rank 200

Lead Rank Lead Scoring Leads Marketing Qualified Lead 200

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NOVEMBER 1, 2013

You do this with the words you choose, the pace you go at, the follow-up, the examples you give, and others in their industry you have helped. The rule of thumb in sales research varies a bit, but generally has been that it takes 5-12 “touches” to make that impression for the customer to buy.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

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AUGUST 26, 2014

For example, if you call on primarily CFOs, visit websites created for them. What challenges do they face daily? What are the factors that plague or slow their growth, if anything? Visit sites and online communities where these challenges and aspirations can be found.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

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AUGUST 21, 2014

When your big website is optimized for a smart phone, for example, your buyers can review products, services, payment options, and even purchase or initiate a conversation as soon as they think to look you up. A responsive website is designed to allow the optimal viewing experience no matter what device you’re on.

B2B 231

B2B Google Ideal Customer Profile Compensation 231

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JANUARY 13, 2014

Find people who are the best at what they do and use them as examples. Watch what the most successful sellers in your company do. Mega author and success guru Anthony Robbins has said this for years. Learn what others in your industry are doing – this includes competitors as well as industry experts.

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

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JUNE 18, 2014

It’s a few short minutes and discusses how humor, for example, can be one way to win over an assistant and get that executive appointment locked down. Have a negative image of what a Gatekeeper is and instead align with them. My long time colleague Keith Rosen has some great tips in the video here that I encourage you to watch.

Gatekeeper 234

Gatekeeper Ideal Customer Profile Twitter Video 234

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JUNE 3, 2014

For example, when at a trade show: Grab their business card. Now that you have their OK, reach out and should the conversation go dark, you have another strategy to reach them. It takes about 5 interactions for someone to think about you on their own. So make at least that many interactions with those you are wanting to get in front of.

Inside Sales 234

Inside Sales Lead Rank InsideSales Lead Scoring 234

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NOVEMBER 26, 2012

Example: “I will set up 10 webinar demo/appointments for the first 2 weeks of January by December 19th” By being specific, you are clearer on what it is that you need to do. This often works best with someone outside of your team or company for a number of reasons.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

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DECEMBER 21, 2012

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. corporate leaders on how today’s buyers are changing the way we must do business.

Hotels 196

Hotels Customer Lead Rank Lead Scoring 196

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MARCH 22, 2012

Please join us, bring your questions, and share examples ahead of time. Jill, Jonathan, Greg and I were all named to a list (along with 21 others) of the Top 25 Sales Influencers for 2012 created by OpenView Labs. We will be having two more of these interactive roundtables on April 12 and May 2. Keep your eyes out for them.

Influencer 174

Influencer Company Outbound Vendor 174

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FEBRUARY 4, 2015

For example take Salesforce.com which is the predominant CRM tool sales teams use. It is true that never before have we had access to technology, metrics, and science to assist us in doing our sales roles better than ever. But sometimes these tools hinder our success. They overwhelm and often don’t get deployed correctly.

Sales Enablement 120

Sales Enablement Tools Merkle Ideal Customer Profile 120

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NOVEMBER 1, 2012

It doesn’t have to only be a revenue goal, it could be something like developing an exhaustive list of prospects for a new service, for example. Add in 1 stretch goal – if you could accomplish this, it would set you up well for the start of next year.

Outbound 216

Outbound Influencer Revenue Lead Management 216

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MAY 19, 2014

Real Life Example: I received a call when I was at a conference last week. Think of it like a Domino effect – which is when something you do causes a series of events to happen one after another. When it comes to business conversations how you set things up will help you move forward and close business in the future.

Call-back 214

Call-back Ideal Customer Profile B2B Referrals 214

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DECEMBER 29, 2014

Here is an example: ACME Corporation (record 1 – which is the only correct listing of the name). 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.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

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AUGUST 28, 2013

When to follow-up, for example? 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.

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

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JULY 31, 2014

Example: I just became interested in a company after they visited our website. It often is based on specific companies you are following who fit your profile for best target companies as prospects. Next, put a plan into place. Do you want to learn about your prospective customer’s world? First see what social platform they use predominantly.

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

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NOVEMBER 28, 2014

For example, if you have a marketing company that specifically helps dental practices, if you search for “marketing company” dental or various derivatives of this you’ll see if you come up at all or not. Now is the time to sit down and think about how you want your company to be represented online. Not sure how you show up online?

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

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JANUARY 8, 2013

For example, if I say in my voice mail to you: It would be great to talk if you have a spare minute. . What approach are you taking to better connect with the savvy buyer of today? In addition to specific tips for voice mail success , you need a PLAN for how you will learn more powerful words to replace less powerful words in your messaging.

Outbound 258

Outbound Travel Influencer Buyer 258

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SEPTEMBER 27, 2013

Every day you can see examples of how big brands and small brands are blowing it when it comes to getting new customers and then retaining them. Just go in to a retailer in a mall or in a big box store somewhere and try to have a really great interaction with an employee.

Retention 254

Retention Company Customer Lead Rank 254

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JULY 7, 2014

The third call – and these are spaced apart by days – speaks to the fact that in their role (CFO, for example), you understand many of their potential challenges since you’re working with others in their industry and others in their role. Next call might be about streamlining efficiency – then tell how.

Prospecting 222

Prospecting Education Territories B2B 222

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NOVEMBER 25, 2013

For example, Sarah is planning a wedding and trying to also focus on hitting her quota for the year in the next four weeks. I believe some people waste from 30 minutes to hours a week just from this one activity alone. What to do if this is describing you? Decide on some quick wins during a distracting time, then take action.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217