The ROI Guy

JULY 23, 2015

These findings directly contradict the findings of CEB and Forrester that b-to-b sales reps’ role and importance are declining due to a disintermediation by B2B marketing and digital resources. If you look at several B2B markets, several commodity sales careers were completely rocked by the explosion of on-line resources, apps and ecommerce.

Real Estate 72

Real Estate Sales Enablement B2B B2C 72

OnePageCRM

MARCH 8, 2017

When Nathan Barry (ConvertKit Founder) launched his first book, The App Design Handbook , he created 3 pricing tiers with additional resources bundled into the higher packages. Ways to pitch your price to a prospect (Behavioural economics). Founded in 2001, it took Mailchimp 8 years to grow to 85,000 users. Source: A Smart Bear.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Score More Sales

MAY 8, 2011

Gain Ways to Enjoy Prospecting and Donate to Japan. 5 Ways to Have Fun Successfully Prospecting for New Revenues. I guarantee you will get some value from it – if only to remind you of ways you can have more fun, energy, and focus when you prospect. What are the top 3 ways to have fun while prospecting for new business?

Lead Rank 146

Lead Rank Lead Scoring Prospecting Webinar Metrics 146

The ROI Guy

OCTOBER 11, 2010

We have seen this same issue occur in IT spending over the past decade, where IT spending lagged significantly behind revenue growth following the bursting of the technology bubble in 2001, and are wondering if the same will now be true of marketing budgets going forward?

Marketing 40

Marketing Lead Rank Lead Scoring Advertising 40

Score More Sales

JANUARY 12, 2012

B2B Sales Podcast With Michael Boylan on Prospecting and the Power to Get In. Subscribe to the sales blog as well as our twice monthly newsletter for tips and resources to grow sales. Sales Resources. © Score More Sales 2001 - 2012. Sales Tips and Strategies to Grow Revenues. Consulting. link] Christine Krason.

B2B 143

B2B Top of Funnel Decision Maker Lead Rank 143

The ROI Guy

DECEMBER 6, 2010

Now, in B2B, we have seen a similar dramatic shift towards prospects taking charge of the buying cycle, using on-line content marketing, resources and tools to drive research, comparisons and purchase decisions.

ROI 40

ROI B2B Social Media Buying Cycle 40

Hubspot Sales

JULY 15, 2020

If companies have learned anything from the financial crises of 2001 and 2008 , it’s that adapting to meet the changing needs and priorities of your customers is key. It’s only natural that the COVID-19 pandemic and subsequent economic impacts have led small business owners to be more cautious with how they invest their resources.

Pipeline 123

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 123

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. You can prospect and build business from your desk and never leave your office if you wanted to.

Lead Rank 269

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 269

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. Sales Resources. © Score More Sales 2001 - 2012. After all, Mike is known as “Mr. Inside Sales” – and he knows his stuff. Categories.

Cold Calling 174

Cold Calling eBook Sales Tools Tools 174

OnePageCRM

MARCH 8, 2017

When Nathan Barry (ConvertKit Founder) launched his first book, The App Design Handbook , he created 3 pricing tiers with additional resources bundled into the higher packages. Ways to pitch your price to a prospect (Behavioural economics). Founded in 2001, it took Mailchimp 8 years to grow to 85,000 users. Source: A Smart Bear.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Score More Sales

FEBRUARY 22, 2012

Work closely with marketing so that you are getting good educational content to where your prospective customers are before they contact you. We know it takes ongoing follow-up to not only reach your prospective customer but actually interact to add value – so where is your plan to do this? Sales Resources. Is it clear?

Top of Funnel 284

Top of Funnel Lead Rank Lead Scoring Lead Nurturing 284

Score More Sales

JANUARY 31, 2012

You’ve listened online and are following your prospective customer – the one you are about to close a big deal with- socially via every means possible. Through a very strategic conversation with your prospect, both they and you are in agreement, and things get moving forward. Sales Resources. Consulting. Categories.

Lead Rank 275

Lead Rank Lead Scoring Pipeline Top of Funnel 275

Score More Sales

AUGUST 11, 2011

Have a nurture marketing strategy in place – be able to follow up with prospects not ready to buy yet. Intentional connectors are people who enjoy connecting you to a potential prospective customer or connecting you to a strategic partner. Next up: links and resources for these ten ideas. Sales Resources. Lisa Jackson.

Lead Rank 258

Lead Rank Lead Scoring Top of Funnel Referrals 258

The ROI Guy

NOVEMBER 4, 2010

In today’s frugal environment, buyers don’t always have the resources to research issues or frameworks to understand what might ail them. Second, the survey results highlight that sales repss are being tagged as not understanding buyer needs, not having valuable resources to add value to the sales process, and not being prepared.

ROI 45

ROI Buyer Buying Cycle Social Media 45

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

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. Sales Resources. © Score More Sales 2001 - 2012. Talking or Writing Too Much in B2B Sales. Categories.

Lead Rank 135

Lead Rank Lead Scoring B2B Top of Funnel 135

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. Next post: B2B Sales Podcast With Michael Boylan on Prospecting and the Power to Get In. Sales Resources. © Score More Sales 2001 - 2012.

Top of Funnel 164

Top of Funnel B2B Tools Lead Rank 164

Score More Sales

JULY 20, 2011

Sales Resources. © Score More Sales 2001 - 2012. . __ You don’t know who your target market is – who is your niche? Talking or Writing Too Much in B2B Sales. Categories. 100 for 100K. Innovation & Inspiration. Sales Ideas & Skills. Sales Productivity. Sales Tips. Sales Tools. Social Selling. Uncategorized. Recognition.

Benefit 229

Benefit Lead Rank Lead Scoring Strategy 229

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? Sales Resources. © Score More Sales 2001 - 2012. Think of it more as a quarterly tune-up, not an overhaul. Categories.

Lead Rank 149

Lead Rank Lead Scoring B2B Lead Nurturing 149

Score More Sales

NOVEMBER 14, 2011

The organization she spoke at invited me to attend as I am a prospective member for them and also a friend of Jill’s. Her session started out very interactively – pulling the large room of people together working to understand the life of a crazy-busy prospect. She generously offers free resources at her website Jill Konrath.

B2B 158

B2B Lead Rank Lead Scoring Top of Funnel 158

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. Sales Resources.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

Score More Sales

SEPTEMBER 22, 2011

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? . Sales Resources. © Score More Sales 2001 - 2012. Talking or Writing Too Much in B2B Sales. Categories. 100 for 100K.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

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. Sales Resources. © Score More Sales 2001 - 2012. This is a top sales idea you can easily put into place for a very low financial investment. Categories.

Small Business 176

Small Business Small Business Lead Rank Lead Scoring 176

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. Sales Resources. © Score More Sales 2001 - 2012. Please help us spread the word! Categories. 100 for 100K.

Lead Rank 132

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 132

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. Work on this!

Lead Rank 179

Lead Rank Lead Scoring B2B Tools 179

Score More Sales

JANUARY 17, 2012

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. Give value and post resources – people will be attracted and engage with you this way.

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

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. Sales Resources. © Score More Sales 2001 - 2012. It is a contributing factor in growing margin in your deals. Talking or Writing Too Much in B2B Sales. Categories.

Lead Rank 131

Lead Rank Lead Scoring Lead Nurturing Margin 131

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. Sales Resources. © 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

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.]. Sales Resources.

Lead Rank 152

Lead Rank Lead Scoring Outsourcing Services Top of Funnel 152

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? This less talked about period is where your prospects live, breathe, and sometimes hide – and during that time many opportunities disappear due to lack of nurturing from you.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Pipeline 159

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. Sales Resources. © Score More Sales 2001 - 2012. Set a Clear “Next Action” To Grow Sales.

Lead Rank 134

Lead Rank Lead Scoring Top of Funnel Decision Maker 134

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. Sales Resources. © Score More Sales 2001 - 2012. Publishing is not the future, it is now. Just back from the Sales 2.0

Lead Rank 148

Lead Rank Lead Scoring Top of Funnel Social Media 148

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. Sales Resources. © Score More Sales 2001 - 2012. More to come.

Lead Rank 120

Lead Rank Lead Scoring Revenue Top of Funnel 120

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. Sales Resources. © Score More Sales 2001 - 2012. Consulting. Your S.U.I.T.E. Team Can Build Sales in Your Business. Categories.

Lead Rank 173

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 173

Score More Sales

OCTOBER 31, 2011

Score More Sales also does prospecting services for busy B2B companies. Sales Resources. © Score More Sales 2001 - 2012. That’s up to you. Lori Richardson writes, speaks, trains and mentors B2B inside sales professionals and business owners to grow revenues. Talking or Writing Too Much in B2B Sales. Categories.

Lead Rank 221

Lead Rank Lead Scoring B2B Top of Funnel 221

Score More Sales

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. You must be open-minded and ready to do what ever it takes to grow your business.

Lead Rank 178

Lead Rank Lead Scoring Revenue Guidelines 178

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

Lead Rank 120

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 120