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JUNE 12, 2013

You can download our handy Winning Teammates e-book, free download click here , on growing your network in a planned manner, using a methodology of knowing who your referrers are and staying on top of those relationships. Imagine that sales team I mentioned earlier. These people are the ones that you refer on an ongoing basis too.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

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SEPTEMBER 5, 2014

your network. Many people do no stop to realize that they can CHANGE their environment – and I am not just talking about your physical environment but rather 8 different aspects of your environment – the environment of YOU. The eight environments of you include: your physical space. your relationships. your spiritual self.

Energy 215

Energy Twitter Inside Sales Google 215

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NOVEMBER 26, 2013

alone) – it’s like the biggest networking party ever. You will see as you dive in more that there are serious advantages to using LinkedIn – such as InMail, advanced searches, and daily reminders about your ever-growing network. You will be in the company of 260 million or more colleagues (with 84 million in the U.S.

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226

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OCTOBER 26, 2012

Case in point: Sellers who send the generic LinkedIn connect request and send those magic 11 words: I’d like to add you to my professional network on LinkedIn. Are you working just to build a big network, or am I someone you are going to next try to promote something to? Do I know you? How do I know you? Did we meet in person?

LinkedIn 207

LinkedIn Social Media Promotion Networking 207

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DECEMBER 26, 2012

I started doing this because, as mentioned, I don’t network by seeing other people’s connections, and assumed that others were like me. Ever since I was aware of this feature, I set mine to “only me” instead of “all connections” It is a privacy feature. It wasn’t a big deal.

LinkedIn 232

LinkedIn Conference B2B Networking 232

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NOVEMBER 19, 2014

It is a new event here in the Boston area for sales reps to network, meet and mingle with others. I spoke this week to a group of sales professionals at the new monthly Sales Accelerators event at Hubspot in Cambridge, MA. Thanks to Pete Caputa for the invite, and Andrew Quinn for the great questions and comments.

Hubspot 206

Hubspot Twitter Inside Sales Objections 206

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SEPTEMBER 24, 2014

In 2014, she was named one of Network World’s 50 Most Fascinating People in the World of Technology. The person who inspired me most was Lisa Seacat Deluca who is an IBM’er, and not just any. She is IBM’s most prolific female inventor and a mobile software engineer. She has filed more than 370 patent applications. (To

Twitter 210

Twitter Engineering Compensation Inside Sales 210

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APRIL 19, 2013

In my case, I am feeling bad for people I don’t know, and my mind is working overtime with all sorts of stressful feelings due to media reporting and social networks. Know that you are not doing the company any good with eyes glazed and your mind elsewhere. When I turn them off, I can get work accomplished.

How To 237

How To Outbound Engineering B2B 237

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NOVEMBER 5, 2014

Sometimes I accept a connect request on LinkedIn with people I don’t know but others in my network do. www.tomfishburne.com used with permission.

LinkedIn 229

LinkedIn Ideal Customer Profile Twitter Inside Sales 229

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JUNE 23, 2014

Problem: I want a more streamlined system in my data network with better redundancies and less downtime. To do this, you must first understand real customer problems and real customer aspirations rather than generalized ones. I want to work with vendors who are responsive and don’t just make empty promises.

Buyer 203

Buyer B2B Ideal Customer Profile Vendor 203

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MAY 5, 2014

Networking. These are the men and women sellers who, consciously or unconsciously, have mastered the following skill areas: Analysis. Value Creation. Communication. Organization.

Negotiation 203

Negotiation Ideal Customer Profile B2B Conference 203

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MAY 5, 2014

Networking. These are the men and women sellers who, consciously or unconsciously, have mastered the following skill areas: Analysis. Value Creation. Communication. Organization.

Negotiation 175

Negotiation Ideal Customer Profile B2B Conference 175

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JUNE 24, 2013

Build a network of 5-12 strategic referral partners who fully understand the work that you have done, have heard customer success stories, and are in and around the types of companies where you do your best work.

Referrals 213

Referrals Outsourcing Services Inside Sales Lead Rank 213

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JULY 26, 2013

You can throw at them what most of your clients like, and arrogantly assume this will work for them, or you can talk with them and hear what is going on in their industry and from their own communication on social networks. The amazing thing about listening socially is that you may just stumble into a sales opportunity or two by doing this.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

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MARCH 25, 2014

2) Demonstrate your domain expertise on your Social Networks. Jill Rowley offers her advice: Becoming an Influencer in your industry takes time – it’s a journey, not an overnight success. . 1) Create your Personal Brand. 3) Listen to the conversations already happening (where you want to be an influencer).

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

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MAY 10, 2013

Build their network of trusted peers to grow their reach. I use it everyday, and have talked with thousands of sales professionals, encouraging them to do three things with LinkedIn: Clarify and build their own brand as a professional. Listen and engage with their market and industry to offer insight to their buyers.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

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JUNE 13, 2012

one-third called out their partner network.’ Of the 226 Midmarket CEOs interviewed for the CEO Study, 76%. cited strong customer relationships as a primary source of sustained. economic value for their organizations. 67% pointed to the. importance of human capital, while half cited product and service innovation, and.

Study 198

Study Lead Rank Lead Scoring Journal 198

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JULY 26, 2012

In the afternoon, there was a panel discussion on Social Selling called, Buyer 2.0 – Why Social Networks & Sales Intelligence Improve Sales Rep Effectiveness – that topic that B2B companies debate regularly. We need to know what they options are, and who we are competing with. Reps need a distinct strategy to win business.

Licensing 192

Licensing Video Face-to-face B2B 192

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AUGUST 20, 2012

Our mission is accomplished through an industry-specific focus on leadership and individual development, member forums and networking, best practice sharing, individual training, career development, sales accreditation, and annual conferences.”

Inside Sales 193

Inside Sales Travel Outside Sales Territories 193

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MAY 29, 2012

So, they helped develop a network of their “industry counterparts” – companies just like them who were located in other parts around America. The remodeling industry is riddled with companies who do poor work and who do not honor their word. The industry has a bad name with many people.

Industry 183

Industry Competition Lead Rank Lead Scoring 183

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JANUARY 24, 2013

Inside sellers are very interested in more LinkedIn tips on ways to build their networks and ultimately grow revenues, so we are working to do weekly posts on tips and ideas specific to LinkedIn. There is a default message I wish LinkedIn had never created which says, I’d like to add you to my professional network on LinkedIn.

LinkedIn 229

LinkedIn Skype Networking Promotion 229

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SEPTEMBER 17, 2012

The same idea works in networking – instead of being a spoke, you become the hub. Curation is when you pull together pieces and parts of the event you attended and create one single place people can go online to see more about it. I’ll give a few examples below, and ways that this grows business.

B2B 194

B2B Opportunity Banking Conference 194

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FEBRUARY 29, 2012

With the advent of social networking, we are able to connect with more people than ever before in all stages of our lives. This creates new possibilities of staying in touch with your network. The fact is that it is getting harder for a seller to keep track of contacts due to so many social channels plus traditional ones.

CRM 174

CRM Top of Funnel Lead Rank Lead Scoring 174

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MAY 17, 2011

Konrath’s thinking is that since around half of sales people are women, why not have more sales strategists, trainers, and conference speakers also be women – as successful role models and as a voice different than the “old guard” or the “old boys network”? I find it totally refreshing and amazing.

Lead Rank 135

Lead Rank Lead Scoring Revenue Conference 135

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SEPTEMBER 22, 2011

You were at networking events. You didn’t sell anything this week (month, quarter) because: You were too busy to make proactive sales calls. You were putting out fires. You were doing customer service all week. You were not productive. You were doing “research”. You were working on marketing materials. You were getting your pitch down.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

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JUNE 17, 2011

For services providers, live events , including but not limited to networking events are a great place to find strategic partners who can refer you business. Either way works – just understand that it takes many more prospects to get to the handful of sales opportunities where buyers are ready, willing, and motivated to buy now.

Lead Rank 269

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 269

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JANUARY 24, 2012

Connected: influencers have large social networks. For example, Keller and Berry propose five attributes of influencers: Activists: influencers get involved, with their communities, political movements, charities and so on. Impact: influencers are looked up to and are trusted by others.

Lead Rank 150

Lead Rank Lead Scoring Influencer Top of Funnel 150

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OCTOBER 24, 2013

Network Connections. Now is the time to forget the old resume purpose of LinkedIn. When you are gainfully employed, actually change-up your profile to attract buyers, not recruiters. There is a big distinction.

LinkedIn 216

LinkedIn Ideal Customer Profile Trade Show Survey 216

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APRIL 12, 2010

I do social networking, I used to use Ryze but the membership shifted to spam. I may contact you to be part of an article I’m writing for a major publication. link] Reg. I talk to people. Usually in instant messenger or Skype Voice. Now most of my time is spent marketing as a Pro VIP in Biznik.

Lead Rank 120

Lead Rank Lead Scoring Skype Conference 120

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DECEMBER 6, 2011

Postal Service must reduce its operating costs by $20 billion by 2015 in order to return to profitability,” said David Williams, vice president of network operations at the US Postal Service, in a prepared statement. Postal Service’s system has gotten. Excuse me, $20 Billion with a B?

Lead Rank 153

Lead Rank Lead Scoring Social Media Top of Funnel 153

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DECEMBER 13, 2011

The value in having business acquaintances and what we call “master alliance builders” in your network is H-U-G-E. Endorsements from others are so much stronger than your own endorsement — heck, you get paid to say good things about yourself. Others don’t.

Lead Rank 152

Lead Rank Lead Scoring Referrals Call-back 152

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JULY 12, 2012

The speed of information access and processing means that a business’s opportunity time frame to influence the process is decreasing, and they are increasingly less able to exert control over the other influences on the consumer, including the social network and Internet search engines.”

CRM 196

CRM Social Media Segment Engineering 196

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JANUARY 17, 2012

Even if your B2B company is not engaging on Twitter, a “real time” network, you need someone to search for and monitor specific words, terms, companies and phrases on a regular basis. Gain information about them and what they need – Search services and search tools can help you to learn more about what is going on inside an organization.

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

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JUNE 13, 2011

Summer is here now and networking on the golf course on Fridays would be a way to enjoy the nice weather and keep growing your sales funnel. Most salespeople I know suffers from the “weather syndrome” Eighter it’s too cold, or its too hot to go out there and make sales… Anonymous.

Lead Rank 220

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

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DECEMBER 15, 2010

Owner, I’m Thankful Network, Radio for Inspiration, Education & Collaboration. You are smart, though – I Googled you and found that you are listed in 8 or 10 social media sites – Biznik, Active Rain, Twitter, FB – congratulations for not leaving your visibility up to others – you are doing it yourself!

Hiring 149

Hiring Lead Rank Lead Scoring Revelation 149

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NOVEMBER 19, 2010

Lori, Those two articles are brilliant, and I cannot wait to share them with my networks. Because as you cultivate new clients, by the time they are ready to move on a project, your schedule is just settling down and you have room for them. Now I need to go check out your other two articles! link] tshombe. Merry C McNutt, CPA, MBA.

Lead Rank 122

Lead Rank Lead Scoring Top of Funnel Cost per Acquisition 122

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NOVEMBER 4, 2010

Thank you for always being a resource to your network. Ok Lori, it's just like you to share tips and tools that I have never heard of before…bummer this cool one is going away! You are a go to person in my world for those questions that I can't seem to resolve around Sales and Social Media.

Google 120

Google Lead Rank Lead Scoring Social Media 120