Score More Sales

JANUARY 21, 2013

When you are an inside sales rep, you are communicating by voice and perhaps video only. The good news is that video is much more widely used today and you can capture MUCH of that through seeing someone “live” through a webcam. If you are not making video calls for initial meetings, you really should be looking into that.

Video 227

Video Outbound Intent Buyer 227

Score More Sales

DECEMBER 11, 2014

I predict we’ll see the use of more video tools for messaging and video integrated into websites like never before. We will improve messaging and be buyer-focused. There are many great predictions in the book 2015 Sales Industry Predictions – 20 Top Sales Experts Weigh In.

B2B 241

B2B Twitter Inside Sales LinkedIn 241

Score More Sales

JULY 17, 2013

Boston: Event founder and host, Gerhard Gschwandtner , Founder & CEO, Selling Power kicked the day off with his aha realization that a logical next step in business is in developing “video sales enablement”. Video for sales training and coaching is a given. I support the idea of video making huge strides this year.

Hiring 192

Hiring B2B Video Lead Rank 192

Score More Sales

JULY 26, 2012

VIDEO BELOW]. Dave Fitzgerald from Brainshark presented on the “Perfect Storm” of mobile, social, and video with which their convergence is creating epic change in business. Click here to view the embedded video. You can see a video of Kevin speaking here (from a previous event). Being at Sales 2.0

Licensing 192

Licensing Video Face-to-face B2B 192

Score More Sales

MAY 10, 2013

Click here to view the embedded video. LinkedIn sent out a great email to its members which included the video you see here. I also recommend people visit LinkedIn Training and Support Resources for videos and webinars specific to sellers. They say time flies when you are having fun – especially in sales.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

Score More Sales

AUGUST 21, 2014

3) Video and Audio – Simple ways to further engage mobile prospective buyers is through audio – such as podcasts, or short video clips about who you serve and what your offerings are. Think of yourself as a consumer – is that true for you? Why do you expect something different from your future buyers?

B2B 231

B2B Google Ideal Customer Profile Compensation 231

Score More Sales

JUNE 18, 2014

My long time colleague Keith Rosen has some great tips in the video here that I encourage you to watch. Click here to view the embedded video. It’s a few short minutes and discusses how humor, for example, can be one way to win over an assistant and get that executive appointment locked down.

Gatekeeper 234

Gatekeeper Ideal Customer Profile Twitter Inside Sales 234

Score More Sales

NOVEMBER 1, 2013

If you are selling remotely – by phone, email and even video chat – you need to demonstrate to your potential buyer that your solution will fit their needs and that you have helped others solve their business issues as well. You’ve stuck it out – built trust, and each contact reinforced your message and value.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Score More Sales

NOVEMBER 26, 2014

Click here to view the embedded video. & This platform uses video, audio, and predictive analytics to discover patterns your sales reps are saying in demos and in answering questions and in sharing value propositions. & IBM Watson Analytics. This is quite revolutionary and it will change how we learn at work.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

Score More Sales

AUGUST 26, 2013

I think you’ll like what Kyle says in the video. Transcript of the Video. I’m always looking for that one tip or strategy that can help you right away – now, today. What I love about SalesLoft is that they are solely focused on helping those of us on the front line of sales prospecting.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

Score More Sales

APRIL 2, 2014

Check out How to Start a Successful Blog Today over at the Minimalists site – it is current and they offer some great step-by-step ideas, even video to help one begin. Content (other content, such as video, audio and webinars). We don’t know these guys, but like how they laid out the steps.

Trade Show 232

Trade Show Ideal Customer Profile Twitter Webinar Metrics 232

Score More Sales

FEBRUARY 20, 2013

Click here to view the embedded video. Gerhard Gschwandtner has a great interview with Colleen on Ei in this video. It seems that everyone understands the symptoms, but few can address solutions.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Score More Sales

MAY 28, 2013

A new addition to the event this year was a video short contest that the summit audience voted on via Twitter. You can see the two other videos, Painting , and also The Proposal. . It is easy to take one’s self too seriously at an IBM event – I love the way Jay got the audience engaged and smiling. Big Data Integrated.

Company 208

Company Film Study Lead Rank 208

Score More Sales

APRIL 19, 2012

Quite often I asked them if they had seen the viral video, Caine’s Arcade yet. Click here to view the embedded video. This week I was around hundreds of sales professionals from all walks of life. Nearly all of them said they hadn’t. I’ve seen this short film about a dozen times already.

Film 194

Film Lead Rank Lead Scoring Outbound 194

Score More Sales

APRIL 19, 2012

Quite often I asked them if they had seen the viral video, Caine’s Arcade yet. Click here to view the embedded video. This week I was around hundreds of sales professionals from all walks of life. Nearly all of them said they hadn’t. I’ve seen this short film about a dozen times already.

Film 194

Film Lead Rank Lead Scoring Outbound 194

Score More Sales

DECEMBER 29, 2014

I talk about making a 1% improvement every day on a video I made with Brighttalk recently. (2 Sooner than later you’ll close more business. 2 minutes). If you like it, please rate it – and thanks in advance.

Lead Rank 215

Lead Rank Lead Scoring Sales Qualified Lead Energy 215

Score More Sales

MARCH 20, 2012

See Sales Expert Jill Konrath’s video message about it. There is a search going on for the Top 20 Women to Watch in Sales Lead Management. Are you a man who knows of a woman colleague, client, or partner who should be nominated? This is time-sensitive. You must make your nomination or nominate yourself right away.

Lead Generation 185

Lead Generation Lead Rank Lead Scoring B2B 185

Score More Sales

MARCH 4, 2014

Watch the video here from the Boston office where the company is based here. Granite as a company raised over $2.1 million dollars for cancer research yesterday due to all of the people who decided to participate. ” They did.

Telecommunications 226

Telecommunications Lead Rank Lead Scoring Ideal Customer Profile 226

Score More Sales

SEPTEMBER 8, 2014

You can watch the video here. Many times in the past I have written about having a “multi-faceted” approach to looking for prospective buyers of your products and services. In fact it was the topic I chose as part of the Sales Acceleration Summit sponsored by Inside Sales earlier this year.

Prospecting 217

Prospecting Strategy InsideSales Twitter 217

Score More Sales

SEPTEMBER 5, 2012

Jill Konrath is THE top name in B2B sales thought leadership today due to a 2nd best-seller, SNAP Selling – and her talented writing and videos regularly produced to a worldwide audience. They may both smile when they see this, because we do not have “formal” mentor-mentee relationships.

How To 284

How To B2B Intent Inside Sales 284

Score More Sales

AUGUST 21, 2013

I’m hopeful he allows HubSpot to post the video somewhere, and if not, I’ll be sharing more examples post-conference. They minute you get a map it becomes color by numbers. It is not that these are such new topics, he just has a way of sharing examples that ring so true. The room loved Seth.

Marketing 195

Marketing Hubspot Conference Lead Rank 195

Score More Sales

APRIL 4, 2014

What other movies, video, or TV episodes are good for sales professionals to see? Good sellers are humble and talk up others. Good sellers don’t show off their knowledge. Good sellers gain insight from more than just one person. Good sellers solve prospecting puzzles. What helped you learn about the finer points of communication?

Inside Sales 212

Inside Sales Conversion Twitter Google 212

Score More Sales

JANUARY 4, 2013

You won’t be successful until you have many many conversations by phone, by email, and by video conference. It’s called call reluctance, and many sales professionals have it, believe it or not. So choose your activity goals wisely. Let us know what you came up with – privately by email or post as a comment.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

Score More Sales

AUGUST 20, 2012

Because of Dale, I always thought it was cool to have a career where you did not need to travel anywhere – and have amazing relationships with customers- at the time it was all done by phone and fax - way before video conferencing. In office webinars / video conferencing. Outside Sales. Inside Sales. Carries a quota.

Inside Sales 193

Inside Sales Travel Outside Sales Territories 193

Score More Sales

DECEMBER 21, 2012

Jeff Ernst, Principal Analyst at Forrester Research narrates the overview click here to view the video. We often talk here at Score More Sales about acquiring new customers, and probably don’t do enough talking about retaining and growing the good existing business we have. This study was done by interviewing nearly 400 U.S.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Score More Sales

SEPTEMBER 15, 2014

You could create 20 video blog posts. A good activity for any sales team is to make sure you have a list of the top 20 questions your buyers ask you about on a regular basis. Then, write out the answers. That is your first piece of content if you have not done other pieces already. You could create 20 written blog posts.

Hubspot 186

Hubspot Inbound Ideal Customer Profile Buyer 186

Score More Sales

APRIL 5, 2014

Watch his hour-long video Success Principles for a big attitude adjustment boost. . – Jack Canfield. Jack Canfield wrote a great book called The Success Principles. I highly recommend it because attitude is so important in your sales career. It really fits for sales professionals and those running a sales team.

Inside Sales 212

Inside Sales Positioning Territories Insurance 212

Score More Sales

JANUARY 8, 2013

Click here to view the embedded video. Jen Mueller, sideline reporter for the Seattle Seahawks had a quick conversation with Seahawks star quarterback Russell Wilson recently and shared a lesson for us all in sales about the power of the words we choose to use.

Travel 258

Travel Outbound Influencer Buyer 258

Score More Sales

OCTOBER 24, 2014

Click here to view the embedded video. There is no question I have a bit of a love affair with IBM’s Watson – the smartest computer on the planet. Last month, IBM announced IBM ® Watson™ Analytics , a natural language-based cognitive service that can provide instant access to powerful predictive and visual analytic tools for businesses.

Analytics 221

Analytics Analysis Compensation Data 221

Score More Sales

AUGUST 29, 2012

I didn’t post any video but it can be found on YouTube from a number of sources at this event. Users will now have more tools in a convenient location to do everything they need to draw more prospective customers their way. 2, Cyndi Lauper can sing the blues. and the next year).

Inbound 184

Inbound Hubspot Marketing eBook 184

Score More Sales

SEPTEMBER 15, 2013

Thanks to my friend, Jen Mueller , NFL sideline reporter and creator of Talk Sporty to Me for opening and closing my live presentation – you can see what she said in each of the videos at the top and bottom of this post. Know nothing about sports but want to?

Sports 221

Sports Lead Rank Lead Scoring Outbound 221

Score More Sales

JUNE 17, 2013

Content can be: Industry reports on trends and new developments. customer success stories. ROI Calculators. implementation guides. analyst reports. training materials. webinar recordings. blog posts. slide decks. Are you creating value for your buyers, or are you just re-hashing the same old messaging?

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

Score More Sales

APRIL 26, 2013

Click here to view the embedded video. What is new in CRM in 2013? What has not changed much? Recently I had the opportunity to participate in a panel where we discussed some of these things. Moderator and CRM / Social Industry leader Paul Gillin asked fantastic questions including: What are best practices for broader adoption of CRM?

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

Score More Sales

NOVEMBER 21, 2013

Consider using video in your call, as it will be the next best thing to being there in person. (A good tip is to schedule while face to face – one less thing to do later.). If you MISSED meeting up with people you planned to meet with, NOW is the time to send them a calendar invite or email to meet virtually.

Follow-up 194

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

Score More Sales

APRIL 21, 2014

I love the use of video – especially when both parties can see each other. A potential buyer may not call me back, but they are learning more about the value I can offer them and why they might want to have a quick conversation. It is the ultimate, “next best thing to being there.”

Skype 243

Skype InsideSales Call-back Google 243

Score More Sales

NOVEMBER 20, 2013

Click here to view the embedded video. 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.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

JULY 15, 2013

I can’t get in front of a prospective customer or current customer any more than that unless I’m there on video or in person. When I went in to see him – he pulled my business card – from next to the small note card I sent him right off of his desk. He grabbed my new card and put that on his desk.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194