The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. of respondents), and peers (28.7%), especially early in the lifecycle.

ROI 40

ROI B2B Social Media Buying Cycle 40

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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

MAY 22, 2017

No one in your organization is jumping out of bed everyday totally juiced to help you “become the market leader,” or “become a billion-dollar organization,” or “grow by 30%.” What do my target customers ultimately want to accomplish to be a leader in their market?” I’ve worked with a lot of highly successful organizations since 2001.

Ideal Customer Profile 45

Ideal Customer Profile Customer Marketing Hiring 45

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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

Product Management University

MAY 11, 2018

The lint roller manufacturers have figured out that they can generate more revenue by marketing the same product to a whole new segment — pet owners — under a clever new name. Take that same concept into the B2B world and you have vertical market messaging for products and services that have value across many industries.

Hiring 40

Hiring Marketing Scale Maximizer 40

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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. Consulting.

Top of Funnel 284

Top of Funnel Lead Rank Lead Scoring Lead Nurturing 284

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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. Sales Resources. © Score More Sales 2001 - 2012. Consulting.

Facebook 120

Facebook Lead Rank Lead Scoring Nonprofit 120

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AUGUST 11, 2011

Some entrepreneurs and small business owners (and their salespeople) are talking about the stock market. Have a nurture marketing strategy in place – be able to follow up with prospects not ready to buy yet. We are not marketers, but we know that you need at least one well-done webpage. Sales Resources. Consulting.

Lead Rank 258

Lead Rank Lead Scoring Top of Funnel Referrals 258

Salesmate

AUGUST 26, 2021

This gave her a calling to reinvent herself and began training as a life coach because she could do it online (this was 2001, so “cutting edge technology!”) She went on to train as a hypnotist and that’s when she found her path. . Emily Johnson . Founder, StrongerU Senior Fitness. Today will be an exceptional day”. .

Motivation 98

Motivation Pivotal Face-to-face Nonprofit 98

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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. Sales Resources.

Top of Funnel 164

Top of Funnel B2B Tools Lead Rank 164

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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. Sales Resources. Consulting. Categories.

Lead Rank 186

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 186

Openview

SEPTEMBER 28, 2017

While sales processes, training, compensation plans, technology, marketing support, and product lines matter, sales reps who simply dislike – or hate – their jobs is one of the most understated and overlooked aspects impacting sales force performance today. The Compensation Plan is Below Market.

Compensation 68

Compensation Face-to-face Commission Journal 68

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JUNE 17, 2011

Create robust profiles in LinkedIn.com and other virtual sites where your market is – then update what you are working on, answer LinkedIn questions, connect to others, and join appropriate LinkedIn groups. (If If you work with human resources, try SHRM – for example). Sales Resources. Consulting. example: tid = 123.

Lead Rank 269

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 269

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SEPTEMBER 22, 2011

You were working on marketing materials. Lori Richardson speaks, writes, and trains sellers and sales teams on tactical ideas to grow revenues. Sales Resources. © Score More Sales 2001 - 2012. Sales Tips and Strategies to Grow Revenues. Consulting. Why You Didn’t Sell Anything This Week. Sales Questions? Categories.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

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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. What resources can help me enjoy the actual activity of prospecting for new business? Sales Resources.

Lead Rank 146

Lead Rank Lead Scoring Prospecting Webinar Metrics 146

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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. Sales Resources. © Score More Sales 2001 - 2012. Sales Tips and Strategies to Grow Revenues. Consulting. example: tid = 123.

Benefit 229

Benefit Lead Rank Lead Scoring Strategy 229

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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. Sales Resources. Sales Tips and Strategies to Grow Revenues.

Lead Rank 150

Lead Rank Lead Scoring Influencer Top of Funnel 150

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DECEMBER 6, 2011

Now that many people do not even set foot into your offices, it is time to improve your marketing strategy in line with the “new” postal service this spring. It won’t be the end of the world – so make sure your PR and marketing reflect the good points of what will be happening. Consulting. Improve your branding.

Lead Rank 153

Lead Rank Lead Scoring Social Media Top of Funnel 153

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NOVEMBER 1, 2011

I don’t agree with everything he says, but truly, he is a valuable presenter on topics around business building, marketing, and differentiation. Lori Richardson speaks, trains, and mentors inside sales professionals as well as all sorts of B2B sales teams and business leaders to grow revenues. Sales Resources. Consulting.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Inside Sales 182

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FEBRUARY 29, 2012

We will let you choose whether you invest in a full-blown system which has features to incorporate your full marketing strategy, including web lead capture – or you start by enhancing your email system with social information and notifications. Sales Tips and Strategies to Grow Revenues. Consulting. by Lori Richardson on February 29, 2012.

CRM 174

CRM Top of Funnel Lead Rank Lead Scoring 174

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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. Sales Resources.

Lead Rank 132

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 132

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OCTOBER 3, 2010

I am also going to share resources with my fellow bloggers at AllBusiness – a great site for small business owners. I’ve been teaching and training SMB’s (small-med sized) businesses for a couple of years on the very basics of social media marketing – not as an expert but as a peer. Sales Resources.

Lead Rank 120

Lead Rank Lead Scoring Social Media Top of Funnel 120

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JANUARY 3, 2012

The phrase “nurture marketing” came from this idea. If you are still doing any of these things, you need to stop these primitive marketing practices right away! Lori Richardson writes, speaks, trains, and mentors company leaders on tactical ways to grow revenues. Sales Resources. Consulting. Do You Have a Sales Funnel?

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

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FEBRUARY 14, 2012

Some companies integrate their marketing and social strategy into the sales plan. 5) Respond to the Market – Was your website last updated in 1999? Sales Resources. Sales Tips and Strategies to Grow Revenues. Consulting. Fall in Love With Sales Success Today. by Lori Richardson on February 14, 2012. example: tid = 123.

Lead Rank 152

Lead Rank Lead Scoring Outsourcing Services Top of Funnel 152

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JANUARY 31, 2011

You must know who your target market is – at least by demographic – even better if you have lists of potential prospective customers. How to participate: 100K resource page. Sales Resources. © Score More Sales 2001 - 2012. Sales Tips and Strategies to Grow Revenues. Consulting. example: tid = 123.

Lead Rank 178

Lead Rank Lead Scoring Revenue Guidelines 178

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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

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MARCH 10, 2011

He sat down at the table I was sitting at and proceeded to go through some of the vendor marketing materials (of the vendors at this conference exhibiting). Lori Richardson speaks, trains, and writes about improving sales for small-to-medium-sized businesses (and a few Fortune 500′s) around North America. link] Marketing Gal.

Conversion 181

Conversion Lead Rank Lead Scoring Vendor 181

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MAY 25, 2010

Check out the Nurture Marketing site for more planting metaphors. 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. Sales Resources. © Score More Sales 2001 - 2012.

Lead Rank 120

Lead Rank Lead Scoring Revenue Harvest 120

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MAY 17, 2011

How well do you know others who sell in your niche, your space, your target market? 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. Sales Resources. Consulting. Categories.

Lead Rank 135

Lead Rank Lead Scoring Revenue Conference 135

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MAY 28, 2011

We love sales – it is the culmination of combining great branding and marketing – clearly getting YOUR message of differentiation and value out to the world – and then asking companies and individuals who really would benefit – to work with you. [link] Steve. Sales Resources. Consulting. example: tid = 123.

Lead Rank 155

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 155

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FEBRUARY 16, 2012

For many years they were cost-prohibitive for small and mid-market companies. Whether you are with a Fortune 500 company or a mid-market business, you won’t suddenly have transactional virtual business replacing multiple, trust-building phone or in-person conversations. Sales Resources. Consulting. example: tid = 123.

Lead Rank 179

Lead Rank Lead Scoring B2B Tools 179

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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. Sales Resources. Consulting. example: tid = 123.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

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OCTOBER 27, 2011

Visit KLA Group for their e-mail marketing audio seminar or this post from YesWare or Wendy Weiss, Queen of Cold Calling’s article on the topic. Sales Resources. © Score More Sales 2001 - 2012. Sales Tips and Strategies to Grow Revenues. Consulting. by Lori Richardson on October 27, 2011. example: tid = 123.

Lead Rank 161

Lead Rank Lead Scoring Guarantee Top of Funnel 161

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JULY 18, 2011

Previous post: Marketers: Should Salespeople ONLY Focus on Closing Sales? 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. Sales Resources. © Score More Sales 2001 - 2012.

Lead Rank 173

Lead Rank Lead Scoring Top of Funnel Microsoft 173

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JANUARY 14, 2012

When she heard the house was going on the market, she tipped me off – and we grabbed it.” 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. Sales Resources. Consulting.

Lead Rank 146

Lead Rank Lead Scoring Referrals Top of Funnel 146

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JUNE 23, 2010

It can literally cost you a market niche or multi-thousands of dollars if you cut corners. 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. Sales Resources. Consulting.

Lead Rank 120

Lead Rank Lead Scoring Hiring Lead Nurturing 120

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DECEMBER 13, 2011

Community is where you are online, where your market niche is, or your geographic area – depending on the business that you are in. ALSO enter and track your alliance partners – these are the people who don’t do what you do, but they may do an add-on to what you do, or they serve the same market. Sales Resources.

Lead Rank 152

Lead Rank Lead Scoring Referrals Call-back 152