Score More Sales

FEBRUARY 4, 2015

Every sales leader is told, “buy this sales enablement tool – it will help you so much.” 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. Increase Opportunities.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Score More Sales

SEPTEMBER 8, 2014

They have some level of success, but by not using other means of prospecting tools they are certainly leaving money on the table. In fact it was the topic I chose as part of the Sales Acceleration Summit sponsored by Inside Sales earlier this year. Increase Opportunities. You can watch the video here.

Prospecting 217

Prospecting Strategy InsideSales Twitter 217

Score More Sales

DECEMBER 11, 2014

Nancy Nardin , Expert on Sales Productivity Tools & Strategies , Smart Selling Tools. I predict we’ll see the use of more video tools for messaging and video integrated into websites like never before. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

B2B 241

B2B Twitter Inside Sales LinkedIn 241

Fill the Funnel

JULY 2, 2013

They are typically first to adapt, quick to move into new areas of opportunity, and easily move away from activities that do not produce results. Small business owners have learned the power of web tools. 1 Biggest change in how you do business today – use, or use more, online marketing tools. All Rights Reserved.

Small Business 124

Small Business Small Business Tools Social Media 124

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. Expand Your Pipeline.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

Score More Sales

OCTOBER 15, 2014

A well-meaning sales rep can ruin an opportunity by blurting out – trumpeting – all that you do and why you’d be great for them. Verizon regularly looks for unhappy customers of competitors and tries to connect with them on Twitter (according to Kashmir Hill of Forbes.com.) Are they on Google + or Twitter? Don’t do it.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Score More Sales

OCTOBER 3, 2014

What many of us need are MANAGEMENT strategies – for one simple reason: If you don’t manage your inbox well, and have an email management system of some type – you’ll miss out on an opportunity that never gets followed up on – or that you drop the ball on. Increase Opportunities. Expand Your Pipeline.

Survey 279

Survey Ideal Customer Profile Twitter Inside Sales 279

Score More Sales

JULY 31, 2014

I found that they are very active on Twitter, so they are now in a list we have of companies of interest. Now there are bigger and better ways – from tools like GageIn to data tools like Avention we can track new contacts at our prospective customer companies – a key way to grow opportunities. Increase Opportunities.

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

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.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

Score More Sales

SEPTEMBER 24, 2014

If you search Twitter for #TEDatIBM you can pick up on many key takeaways. To read more about Lisa Seacat DeLuca click here and follow her on Twitter @LisaSeacat ). Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities. What would YOUR answer be?

Twitter 210

Twitter Engineering Compensation Inside Sales 210

Score More Sales

SEPTEMBER 30, 2014

From a sales tools perspective, I have seen productivity gains as well as losses. It seems that there are so many tools to help professional sellers and marketers. What I don’t see is cohesiveness, and maximizing time through better management of all of the tools. Increase Opportunities. Expand Your Pipeline.

Real Estate 249

Real Estate Compensation Vendor Intent 249

Score More Sales

JULY 30, 2014

LinkedIn, Twitter, and content creation / blogging are the three ways we attract new eyes to our website and to my world. There are hundreds of strategies for success incorporating some social tools into your business. In the last 10, B2B companies we have worked with, I found that this tool combination has worked with 9 of them.

How To 230

How To Ideal Customer Profile LinkedIn Twitter 230

Score More Sales

APRIL 28, 2014

What totally HIT me during the presentation was when Sean talked about how WE as sellers have helped create all the tools on the web that now help our BUYERS without us – that isn’t new. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities.

Buyer 221

Buyer eBook Google Influencer 221

Score More Sales

APRIL 2, 2014

You have to focus on where your buyers are, and use the tools that you don’t mind using – or even enjoy. I really like Twitter and I know that we gain new clients regularly from the combination of the use of LinkedIn, Twitter, and our blog. More on the other tools next. Increase Opportunities.

Trade Show 232

Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

Score More Sales

AUGUST 26, 2014

Did you know you’re missing out on sales opportunities by having a poor mobile company website? Many of our clients don’t take advantage of these tools yet though. Finally, start measuring this information (see tools above). 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

NOVEMBER 6, 2014

Now, many tools will help you through assessments and there are books available to help walk newer managers through this. First, a couple of tools, then a book. Assessment Tool: Roundpegg. Assessment Tool: Objective Management Group Sales Candidate Assessment. Increase Opportunities. Expand Your Pipeline.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

Score More Sales

NOVEMBER 26, 2014

Not only will those in sales be able to manage their territories this way but also sales leaders will have incredible access to data and insights – even being able to reinforce learning. 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

Score More Sales

AUGUST 5, 2014

We dart in and out of potential sales opportunities. We drop everything looking for that next, big opportunity. This includes regular times blocked out in your calendar, and a plan for the tools that you use with some metrics to know how successful you are. Increase Opportunities. Expand Your Pipeline.

Follow-up 235

Follow-up Buyer Twitter Inside Sales 235

Score More Sales

NOVEMBER 14, 2014

Sellers goof up big time by having a tool and not understanding the big picture about how it works. They just see “tool” – they go online and start doing stuff. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities. Expand Your Pipeline.

LinkedIn 247

LinkedIn Referrals Buying Cycle Up-Sell 247

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. InsideSales. Marketing automation. Mobile Selling.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

Score More Sales

FEBRUARY 10, 2014

I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. Nancy made some great points about sales metrics and hitting sales numbers. Increase Opportunities. Expand Your Pipeline.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

Score More Sales

FEBRUARY 25, 2014

You are a seller and one of your big sales opportunities has stalled. Sales author Anne Miller gives us some examples: Hit? Kill Crutch Words – Inside Sales Power Tip 133. Sales Message Makeover – Inside Sales Power Tip 143. Increase Opportunities. 2 more resources.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

Score More Sales

JULY 28, 2014

Have you lost track of a pending sales opportunity? Even if you use a spreadsheet and calendar combo, there are still ways the opportunity can miss getting transferred to the calendar. Reacting only works so long, and then you start missing out on opportunities. Increase Opportunities. Does your focus shift?

Buyer 207

Buyer How To Sales Qualified Lead Lead Rank 207

Score More Sales

AUGUST 28, 2014

I did an unscientific survey of webinar tool sites as if I was evaluating and making a purchase from my smart phone. For this experiment I looked up webinar tools and webinar platforms. In my search I looked for “webinar platform” and “webinar tool” to get dozens of choices. Increase Opportunities. Expand Your Pipeline.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. InsideSales. Marketing automation. Mobile Selling.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SalesHandy

JULY 5, 2021

Social selling isn’t a completely new concept in B2B sales – it’s been around since social platforms like LinkedIn and Twitter exist. With the rise in Software tools and API access to these networks, it’s easier today to leverage these social selling automation tools to build social selling into your B2B sales process.

Social Media 98

Social Media Social Selling Media Sales Qualified Lead 98

Score More Sales

NOVEMBER 20, 2013

I trust their research and know of many ways they have embraced social into their inside sales teams and into their business plan. For example, right now I am getting messages from a tool called Signals which shows me when someone is on our website, is opening an email I sent, or is clicking on a link within an email I sent.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

JULY 24, 2014

The top 25 or so on Twitter (top meaning that they have the largest following) represent half a million followers – this group is a socially connected bunch! We offer tips, ideas, strategies, tools, connections, and insight to help you sell more and sell quicker and better. Increase Opportunities. Expand Your Pipeline.

B2B 206

B2B Conference Twitter Influencer 206

Score More Sales

OCTOBER 30, 2014

This gives you MORE sales opportunities than if you did not optimize. If you leave your brand up to whatever anyone might find online, you are setting yourself up to potentially miss out on some big deals, opportunities, and partnerships that otherwise would come your way. Increase Opportunities. Your Virtual Trade Show.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

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: . As a rep, I invested in tools and professional development and you should too. Increase Opportunities.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277

Score More Sales

AUGUST 21, 2014

It is a missed opportunity and it is causing you to leave money on the table. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Increase Opportunities. What are you waiting for?

B2B 231

B2B Google Ideal Customer Profile Compensation 231

SBI

MAY 7, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. InsideSales. Marketing automation. Mobile Selling.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Score More Sales

OCTOBER 24, 2014

Last month, IBM announced IBM ® Watson™ Analytics , a natural language-based cognitive service that can provide instant access to powerful predictive and visual analytic tools for businesses. This cloud-based service could help your team sort through the layers of data your company has compiled from marketing, sales, HR, and elsewhere.

Analytics 221

Analytics Analysis Compensation Data 221

Score More Sales

MARCH 25, 2014

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. LinkedIn is certainly a social selling tool and Koka the perfect representative of how adding insight to help potential buyers builds your brand.

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

Score More Sales

JUNE 30, 2014

Our recipe for success requires that you be able to listen to the customer and flex in ways that help bring big opportunities and deals to closure. How does your recipe for success work for your sales team? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Score More Sales

SEPTEMBER 29, 2014

. • Read about David Allen’s “Getting Things Done” GTD system – the best system I’ve ever worked with sales reps and sales leaders on to be more focused and organized. Take the How Productive Are You Quiz - and get ideas and tools to improve. Increase Opportunities. Expand Your Pipeline.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227