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NOVEMBER 26, 2012

Work to get some meetings / appointments set for after the holidays. I know you want to talk with people sooner than later, so go for all of those appointments that you can – and set meetings for that first or second week in January. You’ll end the year knowing you have conversations starting up after the holidays are over.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

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NOVEMBER 21, 2013

The most successful attendees set up meetings before, during, and after the event to maximize their travel and their time. Reach out to those 3-5 or 10 contacts and get meetings scheduled NOW if you didn’t do that at the event. (A Anyone feeling it was not worth their time is not making good use of their time.

Follow-up 194

Follow-up Conference Face-to-face Lead Rank 194

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JULY 30, 2014

I have been meeting more and more leaders in mid-market companies who are simply confused about the value of having their sales reps focused on social selling because they don’t see the payoff. I heard about one of their new C-level executives and apparently had just missed meeting him at an event the client put on.

How To 230

How To Ideal Customer Profile LinkedIn Twitter 230

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OCTOBER 20, 2014

How long on average for them to get their first meeting set up? We kept a tally at each meeting, and even nicknamed him “Frank” He lost his audience – and our respect – by distracting us with his crutch phrase, and diluted anything he could have said to us. Or their first deal closed?

Ideal Customer Profile 209

Ideal Customer Profile Lead Rank Lead Scoring Sales Methodology 209

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OCTOBER 11, 2016

Dreamforce is the top Cloud-Computing Conference, a giant hug-fest for all Salesforce.com and the place to meet up with as many people as possible all rolled up into one crazy week. Dreamforce 16 was my 10th – yes 10th -including the first one way back in 2003.

Conference 120

Conference Meeting B2B Strategy 120

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JANUARY 27, 2014

call 50 people or meet 50 people and hone your intro (or value proposition). set an activity goal to book 20 meetings. call 50 people or meet 50 people and hone your intro (or value proposition). set an activity goal to book 20 meetings. bookmark a sales blog and read regularly. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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APRIL 30, 2014

First she thanked him for a great talk and then she told him she had been unsuccessful in reaching him so she wanted to meet him in person. They set a time to meet and ultimately his company became a client. After he finished his talk, she approached him.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

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JULY 11, 2013

Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract. Then we would meet with someone else in the same division who was either an influencer or part of the decision team for the same project. Ron would always ask the same questions –.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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SEPTEMBER 22, 2014

For now my main thoughts are just that it is a great thing to occasionally be able to get out and meet directly with prospective clients, existing clients, partners, and vendors. You’ll meet potential buyers and even more importantly, many potential strategic partners and referrers.

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

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SEPTEMBER 20, 2012

Meeting up with potential strategic partners and rekindling connections with those you wish to work with more is also something that magnifies when done in person. Some attendees work everything around 1-on-1 and small group meetings. I had one such conversation in a coffee line and who knows what may happen because of it.

Webinar Metrics 165

Webinar Metrics Vendor Education Territories 165

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OCTOBER 30, 2014

Here are three reasons you should work to improve your digital presence right now: Your Sales Reps Want Meetings with Executives. So you pay your sales reps money to prospect and find buyers – it makes sense that you also invest in having the best representation of your company when they find it online.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

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DECEMBER 11, 2012

businesses just from meetings! In it, Engler who is a crazy busy CEO is suggesting that company leaders embrace a habit that tech teams everywhere have done for some time – having 15 minute meetings instead of much longer ones. Time is almost always wasted waiting for everyone to arrive to a meeting. The Meeting Credo.

Meeting 217

Meeting Salary Call-back Distribution 217

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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. Last week at Inbound 2013 I had the pleasure to meet up with Kyle Porter, CEO and Founder of SalesLoft.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

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JANUARY 8, 2015

If you do nothing else, make your meeting focused around what is in it for THEM (your audience – sales reps, front line sales leaders, account teams, marketing, etc). A survey was done by our friends at Vorsight about sales kickoff meetings. For more detail and data, check out the Annual Sales Kickoff Meeting Research e-book.

Twitter 120

Twitter Inside Sales Groups Survey 120

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APRIL 11, 2014

The Leadership Summit is a wonderful time to meet up with others passionate about the sales profession, and in particular, the niche of inside sales. Since the advent of good webinar apps and other helpful tools it has been easier to communicate well virtually and postpone or reduce the need for in-person meetings.

Inside Sales 209

Inside Sales Webinar Metrics Social Selling Conference 209

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JUNE 25, 2014

Employ disciplined collaboration – don’t have a meeting for meeting’s sake. The best leaders I ever worked for accepted my criticism as long as I had another idea that I offered up at the same time. Do you have an open door policy? It is great to get other’s input but you need to be mindful of the bottom line.

Marketing 217

Marketing Airlines Ideal Customer Profile Construction 217

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JANUARY 21, 2013

If you are not making video calls for initial meetings, you really should be looking into that. Don’t worry about it – for the increased “connection” you’ll have with buyers and initial meetings it will be well worth it. Try the video option. You are having a bad hair day?

Video 227

Video Outbound Intent Buyer 227

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JANUARY 17, 2013

Setting Up Meetings Easily – TimeTrade. One of the best productivity tools out there to help SMBs save time scheduling meetings, demos, and other events that need to have people’s time coordinated together. Sales reps can be armed with forms, data sheets, and anything else they need while on the road meeting with clients.An

Tools 230

Tools Hiring Report Face-to-face 230

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FEBRUARY 21, 2014

Want to get more insight about key members in your next meeting? Of the entire conversation, we recorded a short snippet: Fred is so enthusiastic because now sales reps can become more empowered with the insight they need to sell better and not only meet the needs of buyers but become so valuable to buyers it makes for differentiation.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

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JUNE 7, 2012

There is no Substitute for Meeting People in Person. Meeting up with colleagues is always valuable, but meeting new potential partners and some of the speakers is amazing. Even the event, Blogworld, was renamed as just “New Media Expo” or NMX for short, at yesterday’s end of day keynote. Times change.

Conference 179

Conference Lead Rank Lead Scoring Media 179

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JULY 13, 2012

Yon are out on the road, see an email from someone you mean to reply to, but you are about to go into a meeting. The meeting happens, time elapses, the message goes toward the abyss. As we all know, e-mail messages come in chronological order – and as more come in, they scroll down to the black abyss.

Fashion 201

Fashion Follow-up Vendor B2B 201

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MARCH 26, 2013

The ability to meet the demands of the customer to collaborate when and how they feel most comfortable engaging with the company. Instead of throwing a new tool on them, start with cross-functional meetings to discuss what you need and how it will work. New insights into their customers, giving the company competitive advantages. •

CRM 235

CRM Guidelines Data Compensation 235

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SEPTEMBER 23, 2013

It is inexpensive, and has so many different meetings in most any part of North America with varied times to meet. Join Toastmasters – it is one if the best organizations int he world – and it is worldwide – teaching communication skills and leadership. Just by being more aware of them, you will reduce them.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Outbound 230

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APRIL 30, 2014

First she thanked him for a great talk and then she told him she had been unsuccessful in reaching him so she wanted to meet him in person. They set a time to meet and ultimately his company became a client. After he finished his talk, she approached him.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

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FEBRUARY 20, 2013

The salesperson knows that he is supposed to meet with all the buying influencers. He isn’t assertive enough with a prospect to ask for and get meetings with the appropriate decision makers. CS: Sure…here’s one that I have seen more than once. He goes along to get along.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

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SEPTEMBER 5, 2013

Ideas for building your rhythm and cadence in the sales team: Regular weekly sales meetings – keep them short for the whole team, and depending on how many reps you have, set up weekly or bi-monthly time with each. If you feel very disorganized it is probably hurting your sales. Work on solving the organization issues.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

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DECEMBER 10, 2012

Here are ten quick ideas — any one of them, when applied, could help you get an additional meeting, demo, or customer. After that, add in the artistic element – the fact that you are calling human beings and leaving voice messages for real people, not a name on a list. Know this backwards and forwards.

Vendor 265

Vendor Outbound Call-back Lead Rank 265

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FEBRUARY 9, 2015

The number 1 issue for sellers as I meet with them one-on-one is usually a tie between “can’t reach my buyer” and “I need to better manage my time.” Avoid unnecessary meetings – just because you’re invited doesn’t mean you need to go. I learned some extremely important lessons from his sessions, books, and posts.

Webinar Metrics 120

Webinar Metrics Ideal Customer Profile Intent Twitter 120

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APRIL 19, 2012

Luck is what happens when preparation meets opportunity. I hope to meet you some day! I’ve seen this short film about a dozen times already. To me, young Caine Monroy from East L.A. is the epitome of what I was always taught in sales about luck. – Seneca. PS – I love your Army goalies! They are awesome.

Film 194

Film Lead Rank Lead Scoring Outbound 194

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APRIL 19, 2012

Luck is what happens when preparation meets opportunity. I hope to meet you some day! I’ve seen this short film about a dozen times already. To me, young Caine Monroy from East L.A. is the epitome of what I was always taught in sales about luck. – Seneca. PS – I love your Army goalies! They are awesome.

Film 194

Film Lead Rank Lead Scoring Outbound 194

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APRIL 27, 2014

I knew My rule of thumb is that if you get at least a page or two of ideas for your business and meet a handful of interesting folks, an event like this is of great value. It would be surprising to meet any attendee who thought there was little to gain by being here.

Revenue 232

Revenue Outsourcing Services PipelineDeals Scale 232

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FEBRUARY 11, 2013

You know the type of call: “Hello, Lori, I was looking for the person who makes decisions on annual sales off-sites and other company-wide meetings” True call. We are pretty flexible with where we meet annually, monthly, and weekly. Uh, I have a sales team of 2, ok?

Inside Sales 216

Inside Sales Health Care Decision Maker Insurance 216

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SEPTEMBER 8, 2014

A multi-faceted prospecting strategy allows you to meet your buyer where they are. Not everyone likes using the phone – especially many in IT. Others don’t respond to email but they will pick up a phone occasionally or will listen to your voice mail message.

Prospecting 217

Prospecting Strategy InsideSales Twitter 217

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FEBRUARY 28, 2014

I was at one of my clients’ offices this week, Granite LLC , coaching sales team members and meeting with sales leaders – and heard about the massive undertaking that will be happening on Monday. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too.

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

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NOVEMBER 6, 2014

I’ve followed OMG’s Dave Kurlan for a number of years and finally got to meet him at INBOUND 2014 in Boston this year. They help manage the entire life-cycle of employees for you. Assessment Tool: Objective Management Group Sales Candidate Assessment.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

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SEPTEMBER 5, 2012

There are other mentors around me – people who don’t even know they are my mentors, such as Guy Kawasaki (whom I hope to meet this week) Tony Robbins, and former sales managers and CEOs I reported to over the years. Women in B2B, especially technology, as I am, need strong women role models.

How To 284

How To B2B Intent Inside Sales 284

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JULY 26, 2012

Todd also talked about the hours and hours wasted through unproductive meetings – think about the meetings you attend and count up any unproductive time. Video is a game changer – email and phone calls cannot impact a conversation to the same degree as video can – yet many companies are not embracing it as they could be.

Licensing 192

Licensing Video Face-to-face B2B 192