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JANUARY 21, 2013

I joined Toastmasters , attended Dale Carnegie’s human relations program, and I read dozens and dozens of books about communication. I’m convinced that this is how I grew so much as a sales professional when I was in my 20′s with little life experience and a big huge quota.

Video 227

Video Outbound Intent Buyer 227

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SEPTEMBER 27, 2013

But how does this relate to midmarket sales teams? My expectations were met. 2 businesses accomplished this in my sample. That means that the other 80% ranged from horrific to unmemorable. The bottom line is that they have work to do – from small things to massive changes.

Retention 254

Retention Company Customer Lead Rank 254

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JULY 7, 2014

read the related post “The Power of Trusts in B2B Selling” here ). Your buyers deserve nothing but the best from you – this differentiates you as a professional rather than a “sales guy” or “sales gal”. It lobs you into the realm of becoming a trusted adviser or partner. Download the “Strategic Prospecting Plan” here.

Prospecting 222

Prospecting Education Territories B2B 222

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NOVEMBER 26, 2014

Finance has more data, and it is extremely difficult to bring disparate data together into insight. Watson is changing that. Mobilepaks. While on this quest for better efficiencies and value for business building, I met up with Chanin Ballance, CEO of MobilePaks – a relatively new player in the sales enablement space.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

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MAY 15, 2014

JB: Hubspot continues to be great at helping marketers improve through the provision of sharp content, much of it not related to their core product set. LR: In the mid-market space, what companies are leading the way – not giant brands, but larger SMBs and smaller mid-sized companies?

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

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AUGUST 12, 2013

Telling a quick story can help pique a buyer’s interest IF it relates to your potential buyer’s world. You have not found a way to be interesting, intriguing, or add value to your caller’s day. Perhaps you have some mechanical issue around how you are speaking and that’s solvable too.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

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OCTOBER 20, 2014

Using a vivid story helps you paint a picture that your buyers can see and relate to. 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.

Ideal Customer Profile 209

Ideal Customer Profile Lead Rank Lead Scoring Sales Methodology 209

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AUGUST 17, 2012

Create enough sales-related activity so that you can leave the office today feeling like you DID work on activities that will lead to more revenues. If your buyer says they will wait until September to buy, find out what is behind that answer and set a next action with them so that you will be on their mind when it is time to buy.

Hiring 195

Hiring Webinar Metrics Call-back Lead Rank 195

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JULY 27, 2012

Here’s what I love the most – you’ll be granted access into a private LinkedIn group where all of us instructors are – and you can ask questions relating to any of the sessions. Click to see more description of any course you’re curious about. That is an invaluable chance to double or triple your learning.

B2B 176

B2B Course LinkedIn Up-Sell 176

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FEBRUARY 20, 2013

Empathy is an emotional intelligence skill that helps you read and relate to others. CS: The first thing managers need to do is model the behavior. And in many cases, that means putting away their technology. If a manager is always looking at his smart phone, she is not present and misses many non-verbal cues in communication.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

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SEPTEMBER 25, 2013

Of all the things that Travis talked about, what really clicked for me in relation to the sales profession I’m involved in are these two points: Take personal pride in what you do. What was most important was his core message to this audience of high school students (and a few of us adults).

Lead Rank 207

Lead Rank Lead Scoring Outbound Follow-up 207

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JUNE 3, 2013

Read the related post “30 Ways to Reach Prospects” How is that working for you? Setting expectations is helpful in other aspects of selling and we’ll be covering that in a future post. Are you calling deep and wide into prospective customer accounts or are you sticking with your one contact in the company?

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

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MAY 28, 2013

The event theme was Your Customer in Context , and all the keynotes as well as many of the sessions I attended reinforced the idea of relating to the customer on their terms, where they are, when they want your interaction. Since many of us are visual learners, I find that this was a great addition to help us adults learn new things.

Company 208

Company Film Study Lead Rank 208

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SEPTEMBER 30, 2013

As a seller, the thanks you show for the following two situations can be directly related to the all-around success you will gain in the profession. I submit that there is more power in this idea than in most any other aspect of selling, and have written about its power before. Appreciation for a Great Conversation with a Prospect.

Inside Sales 236

Inside Sales Decision Maker Lead Rank Lead Scoring 236

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JUNE 28, 2013

Now that warmer days, visits to and with relatives, plus more social events start happening, it’s clear that Summer in North America is upon us. Last year I wrote about it because annually, it seems, I have long conversations with coaching clients as well as sales leaders on how to stay inspired through the nicer months of the year.

B2B 196

B2B Lead Rank Lead Scoring Referrals 196

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MAY 14, 2012

If you can’t answer why an important prospective customer is doing or saying something, go back and find out the answers. Be conversational and sound inquisitive rather than like they are at an inquisition. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012?

Energy 230

Energy Lead Rank Lead Scoring Licensing 230

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JANUARY 31, 2013

Ways to relate better to customers and potential customers. What are triple wins (where everyone wins). Tips for more power words and clarity in my calls. How can I make a full impression on the phone? How to maximize my calling hours. How to ask for a next action. Ways to grow business every week. How to prospect.

Sales Coaching 169

Sales Coaching Coaching Ideal Customer Profile Energy 169

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APRIL 27, 2014

Second message: Produce value – talk about something not product related – don’t sell. His tips included having “5 x 5″ sales messaging campaigns – send 5 different messages using 5 pre-planned templates over 5 touches to offer more insight and value to potential buyers than typical sales messaging.

Revenue 232

Revenue Outsourcing Services PipelineDeals Scale 232

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APRIL 2, 2012

If your inside sales team is doing any of these things, work on alternatives – none of these have an “upside” to them – they are time wasters for sellers and they are the worst public relations you can offer potential (make that formerly potential) prospects.

Inside Sales 186

Inside Sales Webinar Metrics Outbound LinkedIn 186

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APRIL 27, 2014

Second message: Produce value – talk about something not product related – don’t sell. His tips included having “5 x 5″ sales messaging campaigns – send 5 different messages using 5 pre-planned templates over 5 touches to offer more insight and value to potential buyers than typical sales messaging.

Revenue 120

Revenue Outsourcing Services PipelineDeals Scale 120

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NOVEMBER 29, 2012

I always felt like I related more to his struggles than his life – he was a very religious man, long time married, from Texas so he had that lovely twang in his voice. It was the next group of influencers, the Zig Ziglars of the world who initially helped me build confidence as a professional.

Apparel 276

Apparel Twitter Social Media Motivation 276

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AUGUST 5, 2013

In the position I mentioned earlier I ended up calling investor relations people who are much easier to reach. It is a bit easier today with more and better tools to help determine when to reach out, and with newer strategies like using InMail – LinkedIn’s version of email which receives a better response than traditional email.

Inside Sales 220

Inside Sales Outbound Inbound Lead Rank 220

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APRIL 18, 2014

I can relate to Dan’s stories – and I loved to read them because the people profiled, like me, would not settle for what we were dealt early on. He will tell you stories about many of these people – how they were much like you or I and what they did that caused them to catapult into the next realm of success.

Inside Sales 229

Inside Sales Conversion Retail Lead Rank 229

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APRIL 23, 2013

Most of the smartest folk on sales leadership were there, even though there were a number of other sales-related conferences going on that week. I wrote about my experiences on Day 1 which you can read here.

Inside Sales 209

Inside Sales Revenue Webinar Metrics Hiring 209

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DECEMBER 22, 2011

places a huge order every January, but by using a CRM system you can pull reports that show things you many have never noticed, such as weather-related trends or news-related trends. Trendspotting – Its easy to know that XYZ Co. Are you aware of ALL trends in your business?

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

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JULY 16, 2012

While this is not for everyone, I invested my own money to attend the basic Dale Carnegie course on human relations and effective communication. I think what was different for me was that I saw this as a long term career, and now was the time to learn.

Sage 191

Sage Groups B2B Energy 191

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APRIL 12, 2010

I also end up making a few good business related connections as well. I also end up making a few good business related connections as well. Andy SEO Analyst Vancouver. link] Andy Kuiper – SEO Vancouver. I go to a few seminars/conferences every year. Andy SEO Analyst Vancouver.

Lead Rank 120

Lead Rank Lead Scoring Skype Conference 120

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JANUARY 31, 2012

Geoffrey James has a great post on how to close business , based on a conversation with sales guru Linda Richardson (no relation… but high admiration). Check with the customer to see if you are really focused in the same place they are. When the buying cycle is coming to an end, and it makes sense to them, your buyer will say yes.

Lead Rank 275

Lead Rank Lead Scoring Pipeline Top of Funnel 275

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MARCH 6, 2012

Instead of scouring the web, now you can find a wide range of topics all relating to growing profit in your sales business in one place – from within High Profit Selling. He has talked with thousands and thousands of sales leaders and sales people over the past 14 years on how to maximize profits and grow revenues.

Lead Rank 131

Lead Rank Lead Scoring Lead Nurturing Margin 131

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JULY 18, 2011

Either relate it to your most recent interaction, or just general characteristics they have which should cause others to know and work with them, too. Through social media or your email newsletter, e-zine, or in front of a room full of folks, you let others know how great THEY are, and specifically share about them.

Lead Rank 173

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 173

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JANUARY 4, 2011

My friend Kristiina Hiukka was inspired to launch a Women of Fifty project based on a conversation we had about turning 50. I have been a relatively unknown sales strategist and fundraising auctioneer but am one or two degrees away from some very heavy hitters. One can only hope! I love learning!

Small Business 157

Small Business Small Business Lead Rank Lead Scoring 157

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FEBRUARY 14, 2012

For those who think that follow up to prospective customers is a chore, I would ask if you think it is a chore to go online to your bank account and watch your money grow? It’s all relative, isn’t it? Note: most people dont follow up enough.

Lead Rank 152

Lead Rank Lead Scoring Outsourcing Services Top of Funnel 152

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OCTOBER 24, 2013

This is a stunning finding – 95% of sellers use their business title, like “Account Manager” instead of something that might relate more to your buyer – like, “Helping mid-market IT teams better manage assets” (or whatever it is that you do for buyers. A good headshot CAN better connect you to your buyer. Profile Heading.

LinkedIn 216

LinkedIn Ideal Customer Profile Trade Show Survey 216

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MARCH 10, 2011

I can relate so much to Jeff’s brochure sorting exercise. Lori Richardson speaks, trains, and writes about improving sales for small-to-medium-sized businesses (and a few Fortune 500′s) around North America. Visit Score More Sales for more ideas, tips, and resources to help grow revenues now. link] Patty K.

Conversion 181

Conversion Lead Rank Lead Scoring Vendor 181

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AUGUST 5, 2011

” Using our non-scientific approach (just relating OUR experiences from 7 days on the road) we found some real dogs and some real standouts that deserve our recognition today. The Dogs (You want to know who let us down, right?).

Social Selling 160

Social Selling Hotels Lead Rank Lead Scoring 160

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JUNE 13, 2011

In many parts of North America this past Winter was, well… pretty bad. Throw in kids being off for a couple months (yours or someone’s close to you), a couple of weddings to attend, and oh, those relatives trekking to your part of the world this year. You have a distracted, fractured bunch of time.

Lead Rank 220

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

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JULY 25, 2010

Some people want instant information, others don’t want to hear from you over the weekend if it is business-related. Anyone under 30 is typically texting (almost exclusively) and many over 45 either rarely text (just to their kids, usually) or occasionally do. Meet them where they are – as long as it is effective for both of you.

Lead Rank 120

Lead Rank Lead Scoring Nonprofit Top of Funnel 120