Nutshell

JULY 22, 2020

The flywheel model was first introduced in 2001, but it’s recently experienced a rebirth in the business world and inspired professionals everywhere to re-evaluate the classic sales and marketing funnel. Conversion: The prospect makes a purchase and becomes a customer. The marketing flywheel builds on this concept.

Top of Funnel 119

Top of Funnel Lead Rank Marketing Churn 119

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.

Lead Rank 269

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 269

Score More Sales

FEBRUARY 22, 2012

If you are even less formal and have combined marketing and sales, create a clear roadmap to sales closure for each and every customer scenario. Work closely with marketing so that you are getting good educational content to where your prospective customers are before they contact you. © Score More Sales 2001 - 2012.

Top of Funnel 284

Top of Funnel Lead Rank Lead Scoring Lead Nurturing 284

Janek Performance Group

SEPTEMBER 26, 2023

When faced with a confused prospect, an upset client, or a delicate situation that requires diplomatic maneuvering, the art of wordplay becomes an invaluable skill for sales professionals. The tension dissipates, and a smile graces your prospect’s face. ” is a popular buying question from prospects.

Maximizer 62

Maximizer Face-to-face Consumer Sales 62

Score More Sales

FEBRUARY 16, 2012

Just a quick post to share a tip posted today over at Jill Konrath’s Fresh Sales Strategies Blog encouraging sellers to be more succinct , and to communicate in the way that your prospective customer wants. © Score More Sales 2001 - 2012. Previous post: People Skills Grow B2B Sales While Tools Make It Easier.

Lead Rank 135

Lead Rank Lead Scoring B2B Top of Funnel 135

Score More Sales

SEPTEMBER 19, 2011

MONDAY MORNING CHECKLIST – create a list, through a sort of your prospect data, to see who you need to talk with this week. Since you have prospect details in some sort of a web-based system, with next actions set, it should not be an issue to pull up a list of items to do, which will lead you to more revenues. link] Ryan Lallier.

Lead Rank 247

Lead Rank Lead Scoring LandSlide Top of Funnel 247

Increase Sales

SEPTEMBER 7, 2011

These responses were compared against 2001 data. This ranking was a decrease of 24 points since 2001.Sales Sales Training Coaching Tip: How would your customers and prospects rank you over the course of 10 years? Sales Training Coaching Tip: The majority of behaviors are unconscious.

Government 132

Government Coaching Training Facebook 132

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

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. Share the value that you bring to your prospective customer, not how great you and your company are.

Lead Rank 179

Lead Rank Lead Scoring B2B Tools 179

Braveheart Sales

APRIL 20, 2021

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. 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.

Decision Maker 52

Decision Maker Face-to-face Trade Show Hiring 52

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. Aside from the ambiguous demand, “put customers at the center of everything you do,” practitioners use absolutism to bludgeon values dilemmas.

Lead Rank 69

Lead Rank Lead Scoring Government ACT 69

Nutshell

JUNE 22, 2020

Cold calling is great—if your prospects actually pick up the phone. That the best way to reach potential customers is via the supercomputer they carry around in their pockets. Why should you text your prospects and customers? When you send a text to your prospects and customers, it gets delivered immediately.

B2B 123

B2B Closing Campaigns Follow-up 123

Score More Sales

SEPTEMBER 26, 2011

I’m pretty much a skeptic when I hear about tools, books, and resources to help anyone who is doing cold calling or who are calling a list of prospective customers. © Score More Sales 2001 - 2012. Sales e-book on Creating Scripts. After all, Mike is known as “Mr. Inside Sales” – and he knows his stuff.

Cold Calling 174

Cold Calling eBook Sales Tools Tools 174

Anthony Cole Training

APRIL 1, 2013

When that happened, the simplicity of entering basic data to manage a lead or new prospect became more of a data management "maze" project - the simple, fast and effective way for the sales team to keep opportunities from falling throught the cracks became complex, unmanageable and ineffective.

Lead Rank 189

Lead Rank Lead Scoring Insurance Insurance 189

Score More Sales

FEBRUARY 25, 2012

They have a slanted point of view, based on what they sell, who they talk to and what their prospects tell them. What are your power words and how do you message what you do to prospective customers? © Score More Sales 2001 - 2012. Think of it more as a quarterly tune-up, not an overhaul. example: tid = 123.

Lead Rank 149

Lead Rank Lead Scoring B2B Lead Nurturing 149

Score More Sales

OCTOBER 5, 2011

Find a Container – you need something to keep track of your customers, your past customers, your prospective customers, your vendors, and your strategic partners. © Score More Sales 2001 - 2012. This is a top sales idea you can easily put into place for a very low financial investment. example: tid = 123.

Small Business 176

Small Business Small Business Lead Rank Lead Scoring 176

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

JULY 20, 2011

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. . __ You don’t know who your target market is – who is your niche? example: tid = 123.

Benefit 229

Benefit Lead Rank Lead Scoring Strategy 229

Score More Sales

AUGUST 11, 2011

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. © Score More Sales 2001 - 2012. Can other people articulate this? DO others talk you up?

Lead Rank 258

Lead Rank Lead Scoring Top of Funnel Referrals 258

Score More Sales

SEPTEMBER 22, 2011

You were doing customer service all week. My only suggestion is that maybe – just maybe, there are one or two obvious prospects you could be talking to NOW – before your database is completed – to get the sales process going? . © Score More Sales 2001 - 2012. You were putting out fires. example: tid = 123.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

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. You MUST have tools that can: help you find and /or attract prospects.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

Score More Sales

JANUARY 5, 2012

Next post: B2B Sales Podcast With Michael Boylan on Prospecting and the Power to Get In. 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.

Top of Funnel 164

Top of Funnel B2B Tools Lead Rank 164

Score More Sales

MAY 2, 2011

This is a monumental project going on at Top Sales World – I’m thrilled to be speaking on Day 4 about having fun prospecting. Next post: Gain Ways to Enjoy Prospecting and Donate to Japan. © Score More Sales 2001 - 2012. It’s not often that you can help yourself AND someone else at the same time.

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

MAY 28, 2011

Unless you are an amazing writer and content creator to draw tens of thousands of potential prospective customers to your website, you will need to know how to reach out and grow your business. © Score More Sales 2001 - 2012. A trip to Spain, Caribbean cruise, or a piece of property for that vacation home.

Lead Rank 155

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 155

Score More Sales

MARCH 21, 2011

Guest post today by Peter Notschke , who runs our outbound prospecting services at Score More Sales. If you expect the prospect in front of you to do business with you then you must give them the opportunity. We believe that you are not doing your customer or your company a favor by not defining the next action in the sales process.

Lead Rank 134

Lead Rank Lead Scoring Top of Funnel Decision Maker 134

Score More Sales

MAY 21, 2013

Recently I posted about how leaving well-crafted voice mail messages for a prospective customer can be a way to build trust with someone who does not know you yet. Somehow we think that customers just want us to give them the right answer fast. And to me, the most interesting example of trust in business was in sales.

B2B 237

B2B Influencer Lead Rank Lead Scoring 237

Score More Sales

MARCH 6, 2012

Another example of the value of this book is when Mark lists out his 12×12 strategy for prospecting – it is a valuable takeaway from reading the book. © Score More Sales 2001 - 2012. It is a contributing factor in growing margin in your deals. Don’t wait – check it out and let us know what you think.

Lead Rank 131

Lead Rank Lead Scoring Lead Nurturing Margin 131

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. It was 2001, and I had just left a position in college administration for a brand-new career in commercial real estate. Related posts: Sales Prospecting: Office Phone or Cell Phone? customer service. prospecting. customer service.

Motivation 155

Motivation Real Estate Hiring Construction 155

Score More Sales

DECEMBER 22, 2011

Automated reports for territory management, sales rep management, forecasting, and on customer interactions (these are just for starters). Tracking communication between us and our prospective customer as well as communication within the silos of our company. © Score More Sales 2001 - 2012. example: tid = 123.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

Score More Sales

OCTOBER 20, 2011

It is all about being a good visible publisher with great content – to defy the noise all around and to find your next prospective clients as you build your business or grow your mighty cause. © Score More Sales 2001 - 2012. Publishing is not the future, it is now. Just back from the Sales 2.0 example: tid = 123.

Lead Rank 148

Lead Rank Lead Scoring Top of Funnel Social Media 148

Score More Sales

JANUARY 17, 2012

Even with the best of intentions and promise of a new customer, things slow down. If you are working with a lot of prospective companies you’ll forget what you set as a next action and in general, who needs what next to move the sales opportunity forward. Databases of prospective contacts help with your outbound efforts.

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

Score More Sales

MAY 27, 2010

Especially in areas where there are more defined seasons – like New England – I noticed when I lived there that suddenly the focus on weekend getaways, weddings to attend, and trips to plan gained momentum as the customers and prospects took a back seat. © Score More Sales 2001 - 2012. example: tid = 123.

Lead Rank 120

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 120

Score More Sales

JANUARY 25, 2012

How are they moved forward to closure, and what happens during that “dark phase’ when your once-wonderful prospective customers are not returning your calls or e-mails? For example, you sell a software solution but you know a prospect of yours is dealing with a big compensation issue. © Score More Sales 2001 - 2012.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Pipeline 159

Score More Sales

SEPTEMBER 28, 2010

Jill has a masterful new book, SNAP Selling, which guides you on getting through to crazy busy prospects in 2010 and beyond. KLA Group provides lead generation, prospecting, new business development, training, and consulting for companies in high tech. © Score More Sales 2001 - 2012. More to come. example: tid = 123.

Lead Rank 120

Lead Rank Lead Scoring Revenue Top of Funnel 120

Score More Sales

FEBRUARY 8, 2012

What is in it for a busy sales rep or sales leader who would prefer to spend any administrative time instead being in front of an extra prospect or two? By setting next actions with clients and prospects, you will always have a future with that company. What activities are going on that will lead to new revenues? example: tid = 123.

Lead Rank 148

Lead Rank Lead Scoring Follow-up CRM 148

Score More Sales

JANUARY 14, 2012

Assigned to a stylist named Roz, I happily showed up and quickly became a loyal customer. Sometimes it’s a match made in heaven (I’ve connected people who have gone on to be great business partners and I’ve connected consultants to their biggest new customer. © Score More Sales 2001 - 2012.

Lead Rank 146

Lead Rank Lead Scoring Referrals Top of Funnel 146