SBI Growth

JANUARY 16, 2013

The Social Seller is replacing the traditional prospector. Successful Reps now spend their four hours taping into social networks to win business. Because Buyers spend more time online, gathered around their social networks. Today's Buyer finds influence in Twitter and LinkedIn, not their email or voicemail.

Eloqua 331

Eloqua Networking LinkedIn Influencer 331

Hubspot Sales

NOVEMBER 14, 2023

This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) and more about how we'll sell them. Pascal Weinberger, CEO of Bardeen.ai , believes AI is helping sales teams work smarter, not harder.

Hubspot 91

Hubspot Lead Rank Data Social Media 91

Hubspot Sales

MAY 23, 2023

Thanks to AI, the days of generic emails and LinkedIn messages are over. AI can bring personalization to a whole new level by analyzing information about your prospects from a variety of data sources, including past email exchanges, social media posts, news articles, press releases, and more. Let's dive in. Let's dive in.

Data 103

Data Lead Rank Lead Scoring Hubspot 103

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. Keep Track of Your Buyers.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

SBI Growth

OCTOBER 31, 2013

Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). A field Sales Rep should be spending around 64% of those available hours selling. What if you spent an hour or two more per week selling? Without getting too deep into the weeds, below are 5 steps to sell smarter. How do you achieve that?

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

BuzzBoard

FEBRUARY 27, 2024

Understanding the Process of Prospecting for SMB Leads The process of prospecting for SMB leads can be a complex task, particularly for salespeople at digital marketing agencies who specialize in selling to small businesses. Personalization and understanding your prospect’s needs are vital for effectively selling to small businesses.

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

Score More Sales

MARCH 25, 2014

Many who work for companies – especially mid-sized ones selling to other businesses – get stuck in doing the same old things year after year to build sales. Last week, a list on Forbes contained my name as one of the top 30 social selling influencers in the world. Ken truly is a leader in inside selling strategies.

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

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NOVEMBER 20, 2013

There has been a lot of talk about the value of social business lately from a lot of sources. One sales expert I know recently went on a rant about how social selling has not affected KPIs in any of the companies they have talked with. One thing I know is that selling has been changing over time. Check out Signals here ).

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Sales Hacker

JANUARY 28, 2021

With the shift to remote work and more new products hitting the market every day, it’s no surprise that social selling has risen in popularity. Social selling is a way for sales professionals to use social media platforms to connect with prospects and start building relationships.

Ideal Customer Profile 119

Ideal Customer Profile LinkedIn Lead Rank Lead Scoring 119

Alice Heiman

JANUARY 17, 2023

Highlights of this Episode: [01:19] All of the time that is spent trying to fix the problems in CRM, we fix so that sellers can sell, managers can coach, and everybody else has absolute transparency into what’s happening. [02:23] 13:51] So imagine now you have to hire salespeople who sell to people who sell. [15:53]

Hiring 131

Hiring Sports Scale CRM 131

Vengreso

SEPTEMBER 1, 2020

Have you ever seen people’s names on LinkedIn ® but are not sure what would be the correct pronunciation? And that’s one of the reasons I love the new LinkedIn name pronunciation feature. In the video below, I explain how to use this feature in your LinkedIn Profile and some use cases. I know it has happened to me.

LinkedIn 133

LinkedIn Prospecting Ideal Customer Profile How To 133

Score More Sales

JULY 31, 2014

We have written about social sales relationship building and social sales research. Let’s stop and think for a minute about the most simple form of integrating social into your selling with listening. It sounds so simple, yet good social listening is an art and science. Create some social listening goals.

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

Score More Sales

JULY 30, 2014

For some of us it is easy to be social in sales, for others it is an effort, and for a third group, a confusing idea. 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.

How To 230

How To Ideal Customer Profile LinkedIn Twitter 230

Score More Sales

FEBRUARY 21, 2014

Gone are the days where it took 30 minutes to set up your office work area with all of the things you’d need to help you sell. We talked at length about how two trends have changed the way sellers sell and buyers buy – that is that we are a social, mobile, b2b world now. Need to look someone up? Keeping it Simple.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

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NOVEMBER 28, 2014

Social is a state of mind, not a platform. Social is a way of doing business, not a trend to jump on the bandwagon with. Social is how we did business years ago. My grandmother was a larger-than-life social figure in the geographic community she lived in. Don’t sell them! She was my role model.

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

Allego

JUNE 21, 2022

In episode 48, Nimble Founder & CEO Jon Ferrara talks about how he went from selling PCs to launching a $100 million company, what it takes to be a successful entrepreneur, and how his life changed after a brain tumor. Start talking about how you can help people become better, smarter, faster at scale.”. From This Episode.

GoldMine 62

GoldMine Customer Scale Lead Rank 62

No More Cold Calling

MAY 20, 2014

Whether your customers are individuals or enterprises, and whether they buy online or offline, you’re still selling to human beings. So no matter what or how you sell, there’s a direct correlation between your personal connections and your sales success. Your business might be complicated, but your customer isn’t. Comment Here.

B2C 237

B2C B2B Enterprise Enterprise 237

Score More Sales

OCTOBER 24, 2013

You think you are ready for social selling but then you realize there are some basics you have not fixed yet. Our friends at Sales for Life created a must-see infographic to help those who are working at improving their social footprint - hopefully everyone in B2B sales – with a visual checklist for the basics.

LinkedIn 216

LinkedIn Ideal Customer Profile Trade Show Survey 216

Crunchbase

JULY 21, 2020

In order to sell smarter in a world of smarter buyers, you must begin by rethinking who your ideal customer profile (ICP) is, and why? COVID-19 has shined a very bright light on the single biggest reason most salespeople are failing. . Those days are over. Opening Is The New Closing. ” – Michael Taylor.

Ideal Customer Profile 104

Ideal Customer Profile Fashion Face-to-face How To 104

Score More Sales

JUNE 20, 2014

Being able to plan and anticipate what is ahead in your selling week is massive when you can put that into play. That’s a great thing for those who want to create their own destiny – selling can be the greatest opportunity in the world for that. Those in sales positions have a job that involves SELLING and closing business.

Lead Rank 237

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 237

Score More Sales

OCTOBER 13, 2014

Don’t sell them – pique their interest because you have ideas on how you can help them in their work or in their life. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+.

Vendor 204

Vendor Influencer Segment Twitter 204

Adaptive Business Services

SEPTEMBER 2, 2020

I’ve grown smarter and we now have smarter tools. When you go to your news feed on any social network, are the updates that you see dominated by people you know and who provide you with value (measured in different ways) or by folks who you do not know and who have no potential of bringing you new business? Times have changed.

Benefit 87

Benefit Ideal Customer Profile Buyer Persona LinkedIn 87

Score More Sales

OCTOBER 15, 2014

A mid-sized, mid-market company has some great advantages over a giant, slow-to-change organization when it comes to shifting to a more social approach to learn about your buyers and reach those buyers. After all, buyers are online and are reaching out for social proof about the services and products they seek for their businesses.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

criteria for success

SEPTEMBER 6, 2021

Ron is the President and CEO of Saatva , the Smarter Luxury Sleep brand, which is the largest privately-held luxury mattress company selling direct to consumers. Featured on this episode: Ron Rudzin on LinkedIn. Elizabeth Frederick on LinkedIn. Discussion with Ron Rudzin. Seeing the transformation in retail. CFSPlayBook.

Retail 52

Retail Social Media Twitter eBook 52

Score More Sales

AUGUST 14, 2012

When it comes to integrating online and social activities into their marketing and sales strategies it seems like there are two camps – those that “get it” and those who will wait till there is more “proof” that social selling actually works. More about memes here courtesy of Bryan Kramer on the Smarter Commerce blog.

Social Media 233

Social Media B2B Strategy Media 233

Pointclear

OCTOBER 29, 2013

Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects. SalesLoft lets you know, which makes you a smarter salesperson and opens you up to more deals. They’re on social media so that you don’t always have to be. Stay Tuned.

Ideal Customer Profile 202

Ideal Customer Profile Social Media Twitter Cold Calling 202

Score More Sales

NOVEMBER 26, 2014

IBM Verse – A new way to look at prioritizing and executing on what you have to do utilizing mobile, cloud, social and analytics technologies together. They also have a Guided Selling tool which is much like a Sales Playbook and can live in your CRM – offering you insight about a topic just as you need it. Mobilepaks.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

No More Cold Calling

MARCH 1, 2018

There actually was a time before the internet, before social media, before apps, and before sales technology tools. It’s much harder to chart your own course—for how you generate sales leads, how you prospect, how you use technology, and how you sell. In other words, technology is getting smarter, but it’s still fallible.

Lead Generation 249

Lead Generation Data Leads Marketing Qualified Lead 249

John Barrows

FEBRUARY 3, 2020

John Barrows: So obviously with your business, you’re heavily involved in community and there is always a balance of finding ROI for being in these things but also not taking it too far and ruining the group because you’re selling. This week we’re pleased to welcome Matt Green to the podcast. Follow the podcast: Subscribe on iTunes.

Prospecting 143

Prospecting Social Media ROI Lead Rank 143

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. Create Your World Online, Starting with a Great LinkedIn Profile. Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Score More Sales

JUNE 30, 2014

For a perfectly cooked main dish of deals that hit quota, keep things simple to understand and easy for sellers to sell. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts. Do you have a well thought out process?

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Sales Evangelist

MAY 12, 2023

In this electrifying interview, your host Donald Kelly speaks with Amanda Holmes, CEO of Chet Holmes International, about how her finger-on-the-pulse approach connects with the foundational elements of her father’s work ( The Ultimate Sales Machine ) to bring us into the future of selling. What is a Dream 100? Bigger isn’t always better.

Social Media 40

Social Media Face-to-face Survey LinkedIn 40

Anthony Iannarino

JUNE 17, 2020

For a short time, the inbound side of the argument believed that there would be no more cold outreach in the future, that sales organizations would generate all the leads they needed by passively waiting for their dream clients to stumble across them on the social platforms and fill out a form for a piece of content. Inbound or Outbound?

B2B 117

B2B Prospecting Trade Show Inbound 117

Sales Hacker

JANUARY 21, 2021

LinkedIn has been around for less than two decades, but it’s already changed the way we sell. Social media has created new channels for sales reps to conduct research on prospective customers, connect with leads, and build relationships. LEARN MORE: Is social selling killing your LinkedIn strategy ?

LinkedIn 97

LinkedIn Demand Generation Targets Ideal Customer Profile How To 97

Sales Hacker

DECEMBER 30, 2020

70% of businesses claim that social referrals convert faster than any other type of lead. 70% of businesses claim that social referrals convert faster than any other type of lead. Meanwhile, 64% of sales leaders who doubled down on remote selling reported meeting and/or exceeding their revenue targets in 2020. Short on time?

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Score More Sales

AUGUST 21, 2014

This conversation is directed at B2B companies who are not selling services online. For now, let’s just talk about those of you selling simple or complex products and services typically by phone, email and in person. It is a missed opportunity and it is causing you to leave money on the table. How does your company’s site stack up?

B2B 231

B2B Google Ideal Customer Profile Compensation 231

Score More Sales

FEBRUARY 11, 2014

LinkedIn was new in 2003 and I put my profile on LinkedIn in October. That’s how I met best-selling sales author and speaker Jill Konrath – by blogging about her first book, and then reaching out to let her know that I did. Read these 3 other posts: Are You Embracing Social Business. I corrected that misstep.

Ideal Customer Profile 245

Ideal Customer Profile How To B2B LinkedIn 245