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AUGUST 9, 2013

You have incredible connections from over the past years you’ve been in your industry or have been a business professional in multiple industries. You run into these folks sometimes at an industry conference – you might drop a note if you see something they said in a social community you’re in online. Think about who is missing?

Referrals 223

Referrals Networking Lead Rank Lead Scoring 223

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FEBRUARY 27, 2013

Try searching for topics and terms in your industry. 2. Become an Influencer in Your Industry Niche. If you set your mind on becoming a voice for your industry niche or regional niche or product niche, with some focus you can grow your visibility and eventually become synonymous with your area of expertise.

Twitter 232

Twitter Strategy Prospecting Promotion 232

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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. If you don’t want to leave your desk, you can do this virtually too.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

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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. It takes time and investment, just as exhibiting at trade shows does.

Trade Show 232

Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

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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.

LinkedIn 229

LinkedIn Ideal Customer Profile Twitter Inside Sales 229

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NOVEMBER 5, 2018

It is an issue of mammoth proportion, and one I grappled with when I sold products and services that could be easily cancelled (SaaS software, for example) or that were in a competitive industry. The best part of this book is three things:

Cancellation 127

Cancellation Promotion Competition Software 127

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MARCH 25, 2014

He is a regular main stage speaker at industry events. Jill Rowley has often been one of the first names that comes up anytime a business wants to know if and how sales reps can champion an industry. Ken truly is a leader in inside selling strategies. Additionally his blogging and Forbes column keeps him relevant and at the forefront.

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

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JANUARY 7, 2013

Instead of treating it like two different issues – learning about an industry and making inroads communicating with people in that industry– he is merging the two together. Learn about the industries you are calling into. You can do the same thing.

Outbound 245

Outbound Energy Industry Influencer 245

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JULY 28, 2014

The other list I like to keep is either a list of industry counterparts of my clients, if I am an industry rep, or a geographic list if I’m a regional rep. Other lists you should have if you are a newer sales rep: List what sets our company apart from others in the industry. This is a confidence builder.

Buyer 207

Buyer How To Sales Qualified Lead Lead Rank 207

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JULY 7, 2014

Are you working with others in their industry? This is a “nurture campaign” The first message might be how you’re working with their industry counterparts and reducing risk – then tell how. Know why you are reaching out. Do you work with others in their role (COO or CFO) that gives you expertise?

Prospecting 222

Prospecting Education Territories B2B 222

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NOVEMBER 11, 2013

You may have a few variations if you call on multiple industries or multiple buyers within a company. I’m contacting you because we work with others in your industry and thought you might be interested in hearing what we’re doing with your peers that might be helpful to you. My number is xxxx. .

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

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MARCH 26, 2014

If they represent an untapped market niche, you could certainly look for more companies like them in the same industry / niche. You can also often make some progress in attempting to reach them by referencing the fact that you’ve worked with others in their industry. Look Socially.

Prospecting 254

Prospecting Ideal Customer Profile Lead Rank Lead Scoring 254

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SEPTEMBER 9, 2013

You share overwhelming value for them by knowing them – what they need and how their business or industry works. What IS effective is when you know something about me – my industry, or my company, or my role in the company, and you craft a message around that. That means that old-fashioned cold calling is not effective.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

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NOVEMBER 24, 2016

I happen to be in the professional, B2B sales industry where we are way too short on diversity yet I am lucky enough to surround myself with some of the most talented women and men in the world. It is easy to take things for granted when all is going well – such as health, family, community and business.

B2B 120

B2B Industry Sales 120

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APRIL 20, 2016

Here are 5 tips for making the most of your time at an industry event. This is a big annual event, and yesterday I met many people who were there for the first time and feeling a bit overwhelmed. If that is you, you’re leaving money on the table.

Trade Show 128

Trade Show Conference Maximizer Inside Sales 128

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JUNE 3, 2014

You will give them industry information, research, and insight. Results in a 3% close ratio – giving away industry information that is compelling – that leads them down the path to hear more. courtesy of Chet Holmes.

Inside Sales 234

Inside Sales Lead Rank InsideSales Lead Scoring 234

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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. I’d put down a challenge to close some business or accomplish something unexpected.

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

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JANUARY 13, 2014

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

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

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DECEMBER 12, 2013

If you sell to an industry or niche, this will be easier than if you sell broadly or geographically – but it still can be done. What questions should you answer about your buyer’s industry or market sector? Learn to sell a new technology and suddenly everyone is a prospect.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

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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? Become an Influencer in your industry, niche, company, region, or sector. As a sales professional, do you invest in getting known in your marketplace and in growing your career?

Outbound 241

Outbound Influencer Analysis LinkedIn 241

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JUNE 25, 2014

Collaborate with your industry counterparts (some call this coopetition) where you work with a competitor for mutual gain. Think airline industry after 9/11. Collaborate with cross-functional teams within the company. Collaborate with vendors and business partners to differentiate and diversify. How can this impact sales?

Marketing 217

Marketing Airlines Ideal Customer Profile Construction 217

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APRIL 29, 2014

The final step to succeed against your huge industry counterparts is to follow-up more than they do. If you do these three things , you will be heads above your very large industry counterparts and have a very good chance to win more business. Consider a human plus automated strategy for success.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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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. I take just 30 minutes going through 5 social tools every morning. How has it worked?

Social Media 233

Social Media B2B Strategy Media 233

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MARCH 21, 2014

Now, the really interesting part is that one of my industry colleagues is talking with them about a project. They didn’t get my endorsement which could have helped seal the deal with my industry colleague. We said we were a bit behind (because we were scrambling to get it modified) and they asked nothing else.

Follow-up 267

Follow-up Up-Sell Conference Ideal Customer Profile 267

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DECEMBER 11, 2014

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. We will improve messaging and be buyer-focused.

B2B 241

B2B Twitter Inside Sales LinkedIn 241

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APRIL 29, 2013

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. There are a lot of factors involved and I’m not creating this to show all of the industry stats and analysis – perhaps it would make a great follow-up post.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

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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. Understand their role and their industry. I said, “let’s talk – by telephone” She responded by saying, What’s wrong with Skype or a Google Hangout? .

Skype 243

Skype InsideSales Call-back Google 243

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APRIL 30, 2014

If you know that you have a “more probable” prospective customer – a potential buyer who is in the market niche where your company does its best work, and there are industry peers of your prospect company already working with you – it’s upon you to follow up and make connections in this company.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

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JULY 9, 2012

You have no great testimonials or endorsements online or in the industry niche you are serving for potential buyers to research. The road to becoming more professional in your industry depends on it. What once was a brisk return of phone conversations and emails has turned into a one-sided, nervous conversation.

Opportunity 200

Opportunity Report Buyer Pipeline 200

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NOVEMBER 26, 2013

You will be able to see and participate in conversations that those in your targeted industries are sharing. join groups in the industries your customers and prospective buyers belong to. Your profile can serve as inbound marketing for you – in other words, the key words and phrases you use in your profile are all searchable.

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226

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OCTOBER 26, 2012

If you want to connect with someone on LinkedIn or elsewhere, give a reason – you heard them on a video and liked _ about their talk, which parallels the industry they are in, or they are an industry leader in your niche. If you are connected to someone mutually with them, it is really important to mention that.

LinkedIn 207

LinkedIn Social Media Promotion Networking 207

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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. and know what your next action is – then set it. Be somewhat vague or mysterious. Mystery elicits curiosity. Curiosity gets action.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

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DECEMBER 29, 2014

Instead of touting your product or service, you are leading with learning about them, sharing what you know about the contact or his / her company or the industry they work in. What you say needs to be buyer-focused. You focus on them first, then you can tie in how it might make sense for you to speak with them.

Lead Rank 215

Lead Rank Lead Scoring Sales Qualified Lead Energy 215

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JULY 31, 2013

We knew the industry and the job requirements, and we went with our gut. It wasn’t just mine, but my co-leaders when we made a joint decision. We were WRONG half of the time, and we were all very successful as former sales reps ourselves.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

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SEPTEMBER 5, 2012

Look within your industry and outside of it. Here’s what I know about finding a sales mentor: 1. Everyone who hopes to grow and improve needs mentors. Your mentor does not need to know they are your mentor. Find the person who really inspires you and is different. Pay attention to them, and learn from them.

How To 284

How To B2B Intent Inside Sales 284

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FEBRUARY 10, 2014

Matt (check out his blog here ) talked about hiring myths in sales – specifically whether previous industry experience is required for your sales position and even whether previous sales experience is required. She wrote in detail about her points on the Smart Selling Blog.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

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JUNE 13, 2012

industries. The study reveals three essential imperatives that cut across geographies and industries: empowering employees through values; engaging customers as individuals; and amplifying innovation with partnerships. . “The 2012 IBM Global CEO Study, ‘Leading Through Connections’ is a result of.

Study 198

Study Lead Rank Lead Scoring Journal 198