Partners in Excellence

SEPTEMBER 11, 2020

Pardon me from diverting from my normal writing on sales, leadership and business to reflect for a moment on September 11, 2001. First, on the evening of September 10, 2001, I arrived home from a 3 week business trip to Africa. Some say the events of September 11, 2001 are the most unifying of our lifetimes.

Face-to-face 103

Face-to-face ACT Conference Report 103

Chorus.ai

FEBRUARY 7, 2020

Emilia D’Anzica says growing up around her family’s pizzeria in Kelowna, British Columbia, caused her to gravitate naturally toward a career in customer success. That put me right in front of customers — and I’ve been focused on them ever since.”. Right now, I’m working on customer success engagements with five clients,” she says.

Customer 118

Customer Automotive Exercises Call-back 118

Score More Sales

JULY 4, 2011

Marketers: Should Salespeople ONLY Focus on Closing Sales? “Salespeople should just focus on closing sales, and let the marketers do the rest through automation.” Sponsored in part by Lenovo and Infusionsoft, TJ is working to gather input on what you think about marketing automation. Consulting.

Closing 174

Closing Marketing Lead Rank Lead Scoring 174

Product Management University

MARCH 5, 2024

Most of them are not our customers. It’s Time to Expand the Definition Product Management Again If you want to improve your tactical sprint execution and consistently deliver strategic customer value that can be quantified, it might be time to expand your definition of product management and figure out how to put it into practice.

Lead Rank 40

Lead Rank Lead Scoring Exact Engineering 40

No More Cold Calling

SEPTEMBER 30, 2011

What a roller coaster—this up and down economy—2001, 2002, then the Recession of 2008-09. The same “8 Killer Steps” that I talked about in 2001, 2002, and again in 2008 and 2009 still apply! Broaden Your Perspective/Narrow Your Focus: Is your sales and marketing focus working? How do we sell in this volatile economy?

Referrals 240

Referrals Hiring Decision Maker Social Media 240

Score More Sales

DECEMBER 30, 2011

Watch These Sales & Marketing Thinkers in 2012 – Best of 2011. As we wind down the year and look to turning a new leaf, it is time to recognize those who are working to improve the world of B2B selling and marketing – thanking them for what they do and encouraging you to reach out to learn and grow in the coming year.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Marketing 159

Score More Sales

AUGUST 2, 2010

The Facebook Event for Marketers You Need to Know About. I’m happy to share information about an upcoming Facebook Marketing event that will be online with many fantastic speakers. 50% Savings on Web’s Biggest Facebook Marketing Event. © Score More Sales 2001 - 2012. Consulting. Fully online.

Facebook 120

Facebook Lead Rank Lead Scoring Nonprofit 120

Gong.io

JUNE 23, 2022

Both have marketing and sales teams, but Company B’s teams are both 10% better than Company A’s. Let’s geek out for a second, and write down a formula for how companies obtain new customers: New Customers = # Leads * Close Rate. Company A’s marketing team brings in 1,000 leads, and their sales team closes 20% of them.

Hiring 62

Hiring Scale Engineering Lead Rank 62

Score More Sales

FEBRUARY 22, 2012

Ardath Albee of Marketing Interactions has written a four-part series called, Capitalize on the Content Marketing Continuum where she talks about the BEF and the very fluid content marketing continuum. Work to gain clarity on creating a formal process once marketing has sent potential leads to sales. Is it clear?

Top of Funnel 284

Top of Funnel Lead Rank Lead Scoring Lead Nurturing 284

Score More Sales

AUGUST 28, 2014

No more 2001 stuff, please. We are about to go into 2015 and smart marketers and sellers are positioning for predominantly mobile viewing of their site, offers, and ways to connect. Can you reach out to your customers through your mobile devices on the road? The time is NOW to build for the future with your website.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

Janek Performance Group

SEPTEMBER 22, 2021

So why do so many sales reps continue to sell like they were in 2001? But the good old days of flipping open your Rolodex (or CRM) calling your best customer from a landline (or cell phone) and winning the business are gone, (if they ever existed). The fact is hard-sell tactics just annoy customers and create more resistance.

Hiring 118

Hiring Call-back Training Up-Sell 118

Pipeliner

OCTOBER 18, 2019

In fact, an analysis from McKinsey shows that “long-term firms added $7 billion more in market capitalization on average than other firms between 2001 and 2014.” They reviewed more than 600 companies across the period ranging from 2001 to 2015. As the economic cycle changes, so do customer needs. They must be agile.

Coaching 72

Coaching Salary Face-to-face Policies 72

Pipeliner

FEBRUARY 15, 2019

This problem has existed as long as there have been communal workplaces, and it was studied between 2001 and 2002 in an Aspen Institute survey conducted on a group of MBA students. Professional development in sales and marketing has a similarly checkered ethical history. But Job #1 for business developers is customer persuasion.

Lead Rank 69

Lead Rank Lead Scoring Government ACT 69

Janek Performance Group

SEPTEMBER 26, 2023

Why Salespeople Should Master Euphemisms Picture this: You’re engaged in a sales pitch , eagerly presenting your product or service to a potential customer. Euphemisms allow us to vividly describe situations on a human level that customers can relate to. It starts by genuinely getting to know your customer on a personal level.

Maximizer 62

Maximizer Face-to-face Consumer Sales 62

Hubspot Sales

JULY 15, 2020

Customer loyalty is more important than ever. Conventional wisdom dictates that the best way to grow a business is by attracting and converting as many new customers as possible. However, we’re finding B2B businesses are prioritizing their existing customers over attracting new ones. Image Source. Image Source.

Pipeline 123

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 123

Score More Sales

JUNE 21, 2011

Anyone interested in inbound marketing, especially for the B2B market, might want to take a look at: Content Rules by Ann Handley and CC Chapman. Get Content Get Customers by Joe Pulizzi and Newt Barrett. eMarketing Strategies for the Complex Sale by Ardath Albee. © Score More Sales 2001 - 2012.

Lead Rank 186

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 186

Braveheart Sales

APRIL 20, 2021

It was already tough to do this in some large cities due to security measures that were enacted in 2001, such as guards, visitor monitoring, etc. There is a sizeable segment of workers that will never go back to the office, so the days of drop-in prospecting will be more difficult than ever.

Decision Maker 52

Decision Maker Face-to-face Trade Show Hiring 52

Score More Sales

JUNE 17, 2011

Finding “more probable” prospective customers can be simple but not quite as easy. More probable” prospective customers are those companies and / or individuals MORE likely to do business with you – and do it sooner rather than later. Referrals are KING when it comes to finding prospective customers. example: tid = 123.

Lead Rank 269

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 269

Score More Sales

AUGUST 11, 2011

Some entrepreneurs and small business owners (and their salespeople) are talking about the stock market. Have a very clear brand promise / value proposition – how do you add value to your customers, and why should they work with you? Have a nurture marketing strategy in place – be able to follow up with prospects not ready to buy yet.

Lead Rank 258

Lead Rank Lead Scoring Top of Funnel Referrals 258

Nutshell

JUNE 22, 2020

That the best way to reach potential customers is via the supercomputer they carry around in their pockets. SMS sales, which is short for short message service sales, is an increasingly popular sales tactic that enables businesses to contact and sell to prospects and customers via text. Why should you text your prospects and customers?

B2B 123

B2B Closing Campaigns Follow-up 123

Score More Sales

JANUARY 5, 2012

Today I interview Nancy Nardin , CEO of Smart Selling Tools, a company that focuses on buyer resources for discovering and assessing the best marketing and sales software available. Be sure to get on the Smart Selling Tools weekly marketing and sales tools digest that goes out to more than 30,000. Smart Selling Tools.

Top of Funnel 164

Top of Funnel B2B Tools Lead Rank 164

Revegy

AUGUST 27, 2020

However, after every recession, the Harvard Business Review, McKinsey, Bain, and other management consultants publish research showing that leading companies leverage economic volatility to move faster, innovate more, and take market share from competitors. “By Your customers need you to leap into action now more than ever before.

Outsourcing Services 52

Outsourcing Services Lead Rank Lead Scoring Webinar Metrics 52

Score More Sales

SEPTEMBER 22, 2011

You were doing customer service all week. You were working on marketing materials. Lori Richardson. --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements. © Score More Sales 2001 - 2012.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

Score More Sales

JULY 18, 2011

Put a simple plan in place to build customers, prospective customers, and referral partners’ revenues at the same time – and you’ll create a victorious cycle that grows sales. Customers to solve other customers’ issues like Microsoft mastered, and companies like Salesforce.com and Hubspot are perfecting?

Lead Rank 173

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 173

Score More Sales

JANUARY 24, 2012

Wikipedia talks about identifying influencers: Market research techniques can be used to identify influencers, using pre-defined criteria to determine the extent and type of influence. Trendsetters: influencers tend to be early adopters (or leavers) in markets. © Score More Sales 2001 - 2012. link] Maria Elena.

Lead Rank 150

Lead Rank Lead Scoring Influencer Top of Funnel 150

The Sales Hunter

JANUARY 30, 2012

Guest post Monday brings us Jeff Beals , an award-winning author who helps professionals do more business and have a greater impact on the world through effective sales, marketing and personal branding techniques. What’s your area of self marketing expertise? So, what’s your area of self marketing expertise?

Motivation 155

Motivation Real Estate Hiring Construction 155

Score More Sales

FEBRUARY 16, 2012

Years ago when I started in B2B sales, there was one way to keep track of customers and prospective customers – writing on lined, yellow note pads and putting these precious notes into manila file folders. For many years they were cost-prohibitive for small and mid-market companies. by Lori Richardson on February 16, 2012.

Lead Rank 179

Lead Rank Lead Scoring B2B Tools 179

Score More Sales

JULY 20, 2011

. __ You just lost a client and need to make up for missing revenue. __ You don’t know what your value proposition is – how to differentiate yourself/ business. __ You don’t know who your target market is – who is your niche? © Score More Sales 2001 - 2012. Find Out More → tid = a single testimonial ID which can be displayed.

Benefit 229

Benefit Lead Rank Lead Scoring Strategy 229

Score More Sales

MAY 8, 2011

Please read my friend and colleague Jonathan Farrington’s heartfelt blog post on why he organized the most ambitious online sales conference in history- bringing together 35 of the biggest names in sales and marketing. © Score More Sales 2001 - 2012. Previous post: Help Japan and Help Your Sales Grow at the Same Time.

Lead Rank 146

Lead Rank Lead Scoring Prospecting Webinar Metrics 146

Score More Sales

MAY 25, 2010

Check out the Nurture Marketing site for more planting metaphors. Previous post: What I Learned From Oprah About Customer Service. Lori Richardson. --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements.

Lead Rank 120

Lead Rank Lead Scoring Revenue Harvest 120

Score More Sales

DECEMBER 6, 2011

And you thought YOU had sales, customer service, and operations issues? Don’t treat your customers like they are an interruption. You, as customer are sort of a bother, and sometimes a big bother. Excuse me, $20 Billion with a B? They truly have lots of things to do. What else should the P.O. do, or is it too late?

Lead Rank 153

Lead Rank Lead Scoring Social Media Top of Funnel 153

Score More Sales

MAY 2, 2011

Welcome to the 2011 Sales and Marketing Success Conference – in the comfort of your own office or home. Lori Richardson. --> Score More Sales can help your organization increase revenues and profits through a custom blend of tactical consulting , focused training , and interactive speaking engagements. It’s true.

Lead Rank 132

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 132

Score More Sales

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? Just by focusing on this one aspect of selling - the actions of following up with prospective customers - when done properly - WILL grow revenues.].

Lead Rank 152

Lead Rank Lead Scoring Outsourcing Services Top of Funnel 152

Score More Sales

NOVEMBER 22, 2011

Finally, yours truly has been nominated – originally set to be a judge, instead the Score More Sales blog has been nominated as a Top Sales and Marketing Blog. © Score More Sales 2001 - 2012. It’s a treasure-trove of sales knowledge! Previous post: Review of SNAP Selling Author and B2B Sales Trainer Jill Konrath Live.

Lead Rank 185

Lead Rank Lead Scoring Resources Webinar Metrics 185

Score More Sales

DECEMBER 22, 2011

Others have them because of a specific challenge they are facing: Our Company Has Lost Market Share – A competitor (or competitors) is/are swallowing up our clients (in this scenario competitors are known and it is a fairly clear situation). Sales people and marketers are human. Is everyone on the same page? example: tid = 123.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

Score More Sales

OCTOBER 20, 2011

The second I clicked through to one of the newly-launched Social Media Mags it hit me like a brick: publishing will never be the same again, and selling /marketing /brand building will be changing even more. Look at sites that will create content for you and with you – no longer do you need your marketing department to do it all.

Lead Rank 148

Lead Rank Lead Scoring Top of Funnel Social Media 148

Score More Sales

JANUARY 3, 2012

For many years, the “sales explanation industry” has worked with and discussed a Funnel or a Pipeline model to explain how you need many more leads to eventually turn into prospects, and then ultimately a smaller subset who become actual customers. The phrase “nurture marketing” came from this idea.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182