Score More Sales

JUNE 23, 2017

It IS almost Q3 and many people are behind in hitting their quotas. Over the years we have written about how distracted sellers get – and sales leaders do as well. We come up with ideas to help counter the slower pace of the first two months of Q3.

Revenue 149

Revenue Quota B2B Sales 149

Score More Sales

OCTOBER 1, 2012

10) Do a Monday revenues & activity goals list – review on Friday. We are awarding prizes for anyone who comes up with at least 10 more ideas. 1) Listen harder – really hear what the prospect is telling you. 2) Work to craft a story around your business or product or services. 3) “tell, don’t sell” (see #2).

Outsourcing Services 225

Outsourcing Services Revenue Inbound Hiring 225

Score More Sales

OCTOBER 2, 2017

Sales is an admirable role in your organization because nothing happens until someone sells something. You can have the most incredibly designed product or service – and if you don’t sell enough of them, ultimately your business is doomed.

Revenue 155

Revenue Sales Leads Marketing Qualified Lead 155

Score More Sales

JULY 15, 2016

I spoke with Ken Allred , CEO of Primary Intelligence , about Win Loss programs and how they help Sales teams win more deals. Below is an excerpt from our discussion.

Analysis 120

Analysis Revenue Sales B2B 120

Score More Sales

OCTOBER 2, 2012

There is nothing like sharing some good ideas to get others thinking and sharing too. In sales this is critical for your success – you cannot get stagnant. Based on great input, here are 25 MORE ideas to add to the 50 Ideas posted yesterday. Let’s keep them going!

Ideal Customer Profile 195

Ideal Customer Profile Revenue Buyer Persona ACT 195

Score More Sales

SEPTEMBER 30, 2016

The #SalesSummit at Dreamforce #DF16 Tuesday Sept 4th 1:30PM at the Marriott Marquis Yerba Buena Salon 9 Pre-register here.

Buyer 120

Buyer Revenue Sales B2B 120

Score More Sales

FEBRUARY 13, 2023

At the same time, I must admit that I was one of those caught a bit off-guard hearing about new AI tools, use cases, and potential within the future of work, and in our case, revenue generation.

Coaching 157

Coaching Training Revenue Tools 157

Score More Sales

OCTOBER 23, 2018

We are into Q4 already for those working in a sales organization with a calendar year (Jan-Dec). If you’re not using a calendar year your year is probably just ending or will end shortly after the calendar year. You can participate in this too.

Revenue 38

Revenue Sales 38

Score More Sales

OCTOBER 19, 2017

Your sales reps – be they inside sellers, field sales, or otherwise are critically important to the success of your planned revenue growth for a very simple reason: A significant portion of the buying journey is done without sales involved and that won’t change.

Company 198

Company Field Sales Revenue Sales 198

Score More Sales

OCTOBER 29, 2019

Last week, an amazing group of sales leaders gathered to hone their craft and find an idea or two to grow revenues. This was an annual event put on by Women Sales Pros , and sponsored by Drift , Allego , and VanillaSoft. Coaching was on everyone’s mind as we had a group discussion about what is most important.

VanillaSoft 134

VanillaSoft Coaching Sales Coaching Groups 134

Score More Sales

AUGUST 29, 2017

The world of sales is made up of distractions, sound bytes, lists of important things to accomplish, and “noise” - you need to focus on activities that lead to revenue before you do anything else. Use time wisely and focus - a bit of advice given to me by a wise sales manager many years ago.

Revenue 195

Revenue Sales Management Leads Marketing Qualified Lead 195

Score More Sales

OCTOBER 5, 2016

Those on my handpicked panel are all successful sales executives and in two different sessions, we shared ideas that work to grow revenues by harnessing inclusion to build a greater sales team than you currently have.

Conference 215

Conference ROI Revenue Sales 215

Score More Sales

AUGUST 8, 2016

Paying attention to growing sales and revenues is a challenge for many sales reps and leaders. It takes amazing, ongoing focus on the activities that lead to new revenues in order to grow business and ultimately succeed as a professional seller. Here are three ideas you can implement.

Revenue 120

Revenue Sales Leads Marketing Qualified Lead 120

Score More Sales

SEPTEMBER 29, 2014

In a world of distractions, sound bytes, lists of important things to accomplish, and “noise” — you need to focus on activities that lead to revenue before you do anything else. Be “revenue-focused” – in other words, start your day with the tasks closest to revenue. Lost time is never found again.

Lead Rank 227

Lead Rank Lead Scoring Sales Qualified Lead Territories 227

Score More Sales

MAY 12, 2014

That means LESS of the activity you might be doing that does nothing to lead you toward revenue. Think about fewer steps to take to grow revenue. Revenue comes from activities that lead to sales – not activity that gets you away from sales opportunities. Work the basics and grow revenues.

Lead Rank 208

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 208

Score More Sales

AUGUST 16, 2019

There is no try.” Yoda in The Empire Strikes Back.

Cold Calling 243

Cold Calling Hiring Distribution Inside Sales 243

Score More Sales

JANUARY 4, 2013

For those of us who have been in the sales profession for any length of time, you know that your sales leader or head of the company has revenue goals for you to hit. Sometimes they are realistic and helpful, other times they are poor guesses done by people who don’t know how to set good revenue goals.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

Score More Sales

JUNE 12, 2012

Are you with us in growing as much or more revenues as you have in your forecast? See if this might work for you: S ales focus – every day, have a sales / revenue focus. P lan weekly – On Monday, declare your revenue and sales activity goals. Do you HAVE a good summer plan? Here is an acronym, S.P.I.C.E.

Pipeline 229

Pipeline Lead Rank Lead Scoring Referrals 229

Score More Sales

OCTOBER 25, 2016

At the CEB Sales and Marketing Summit many dimensions and directions of growing revenues were discussed, as was roadblocks to seller success.

Revenue 120

Revenue Sales Marketing B2B 120

Score More Sales

APRIL 13, 2016

Do you have all the sales tools you need to grow better and sustainable revenues? You are not alone. But what tools to add? It is very confusing in the tech tools space where there are thousands of options to choose from. Just because someone tells you to use a tool, it doesn’t mean it will improve your sales capabilities.

Sales Tools 135

Sales Tools Tools Revenue Sales 135

Score More Sales

AUGUST 17, 2012

There are many names for a title that is responsible for bringing in revenues to the company. No matter the title, if you were hired to bring in sales and grow revenues in the company this post is for you. Dear Salesperson, You might call yourself something else, like Account Executive, or BizDev, or Client Representative.

Hiring 195

Hiring Webinar Metrics Call-back Lead Rank 195

Score More Sales

NOVEMBER 6, 2014

The data scientists at Roundpegg can prove how better culture fits make better revenues for your organization. There are also some great questions you can go through in the form of a Revenue Investment 360 to determine factors leading to success or failure in any sales role. Assessment Tool: Roundpegg.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

Score More Sales

JUNE 28, 2013

See if this might work for you: S ales focus – every day, have a sales / revenue focus. P lan weekly – On Monday, declare your revenue and sales activity goals. Carry things forward, and drop activities that are not leading you to more revenues. Think about how your pipeline is building out, and where it is light.

B2B 196

B2B Lead Rank Lead Scoring Referrals 196

Score More Sales

SEPTEMBER 15, 2013

In working with hundreds of sales reps in recent months, I find the biggest productivity and revenue gains come from veteran reps who have forgotten some important basics – they go back to them – and close deals. Your “game plan” is the actual plan you use to grow sales and hit your revenue numbers. This stuff really works!

Sports 221

Sports Lead Rank Lead Scoring Outbound 221

Score More Sales

NOVEMBER 20, 2013

They went so far as to say that many of us “other sales experts” don’t know what we are talking about when it comes to understanding business improvement and revenue increases. They think I am psychic, until I share with them my secret weapon that helps us grow revenues so that they can too.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

NOVEMBER 27, 2012

It is always great to speak with current and former Chief Revenue Officers (CROs) and Chief Sales Officers for their perspectives and insight. As I point out in the book, having a CEO that is revenue focused is incredibly helping to achieving sales goals. The best way to do that is to have an open dialog between the sales team and CEO.

Lead Rank 213

Lead Rank Lead Scoring Promotion Outbound 213

Score More Sales

DECEMBER 16, 2013

When I say I help people sell and grow revenues, no one is referring me because it is vague and unclear who I do my best work with. If you do, and they express having trouble growing revenues, you’ll think of me. These are the components of a well-crafted value proposition or statement about who you and your company are.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Score More Sales

NOVEMBER 1, 2012

Craft a “60 Day Focus Plan” This plan helps you or your team stay on point with what needs to be done, namely revenue generation. It doesn’t have to only be a revenue goal, it could be something like developing an exhaustive list of prospects for a new service, for example.

Outbound 216

Outbound Influencer Revenue Lead Management 216

Score More Sales

AUGUST 14, 2014

It is great to be recognized and it is wonderful to be on these lists of fantastic reads to help you grow YOUR sales team and revenues. That wasn’t all – the same day, we were recognized as one of the Top 52 Blogs on Sales Efficiency over at Docurated. Post YOUR favorite places to find great sales ideas and content.

B2B 216

B2B Twitter Inside Sales Google 216

Score More Sales

APRIL 12, 2012

This is one of my favorite interviews and is about specific ideas around a simple way to grow revenues. Not surprisingly, our conversation about building strategic partnerships is still current information (except that I’m based in Boston now). Click here to view the embedded video.

Video 193

Video Lead Rank Lead Scoring Outbound 193

Score More Sales

JUNE 29, 2012

They kept everyone on task and focused toward revenue-producing activities. With less focus on poorly organized meetings, redundant reporting, and repetitious work, they kept all eyes on the prize – those activities that lead to revenues. Where to Start if You are Behind in Revenues for the Balance of the Year?

Pipeline 183

Pipeline Hiring Lead Rank Lead Scoring 183

Score More Sales

MAY 27, 2014

Instead of talking about specific tactics within email messaging or voice mail strategies, Konrath’s third book (my favorite so far) speaks to the mindset of anyone in business who is responsible for growing revenues. Times changed, buyers changed, and many sellers have NOT changed. hours a day.

Compensation 216

Compensation Positioning Pipeline Engineering 216

Score More Sales

JULY 31, 2012

Last week we talked about how a focus on improving your speaking can grow your sales revenues – the same, if not more holds true with being an effective listener. If you can make one simple shift – like waiting until someone finishes talking before you speak, you can directly effect more revenue coming your way.

Scale 210

Scale Retail Social Media Intent 210

Score More Sales

SEPTEMBER 5, 2013

Things to think about that affect your company’s visibility and potential revenues: Daily ideas jotted down in a singular place kept in the cloud – Google doc or Evernote. What do you do in your business to get your rhythms of revenue going? Marketing Rhythm and Publishing.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

Score More Sales

APRIL 27, 2012

A client has a patented technology that helps electric utilities increase revenues in a revenue-flat period when some utilities ratings are actually being downgraded. At most, the two could partner for great benefit.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

A client has a patented technology that helps electric utilities increase revenues in a revenue-flat period when some utilities ratings are actually being downgraded. At most, the two could partner for great benefit.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

JULY 23, 2013

Training with reinforcement, such as follow-up coaching, yields more revenue to your company in the form of better trained sellers, more client retention, and longer employee tenure. Studies vary with increases in success with coaching to be up to an 88% increase in revenues. Quota Attainment is Declining.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178