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 Tips and Strategies to Grow Revenues.

Lead Rank 275

Lead Rank Lead Scoring Pipeline Top of Funnel 275

The ROI Guy

MAY 4, 2006

A Q&A with me on latest IT sales and marketing metrics, trends and best practices Is 2006 shaping up to be a good year for IT spending growth? But these growth figures are still a far cry from the pre-bubble burst years of 1999 through 2001, where double digit growth was the norm. Technology Sales & Marketing - Party Like its 1999?

Marketing 40

Marketing Vendor ROI Survey 40

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

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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. Consulting.

Lead Rank 247

Lead Rank Lead Scoring LandSlide Top of Funnel 247

Score More Sales

JULY 20, 2011

Good selling, Richard Sakanashi. . Next post: Social Selling and Brand Building Dogs and Winners From a Cross-Country Drive. 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.

Benefit 229

Benefit Lead Rank Lead Scoring Strategy 229

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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. Just like there is no crying in baseball, there is no magic in selling. Consulting.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

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AUGUST 11, 2011

If your business is at a plateau and needs a jump start, put these sales strategies into place and then roll up your sleeves and work to make them happen. DO others talk you up? Have a nurture marketing strategy in place – be able to follow up with prospects not ready to buy yet. Consulting. Lisa Jackson.

Lead Rank 258

Lead Rank Lead Scoring Top of Funnel Referrals 258

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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. But once you do that, you need to follow-up through voice messaging and connecting live. Consulting. Work on this!

Lead Rank 179

Lead Rank Lead Scoring B2B Tools 179

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OCTOBER 31, 2011

Peter – he told us he was a witch and a wizard – see our top reasons why someone could learn to sell being around him: 1. As for the GHOST I mentioned, that would be the Ghost CEO (Christopher Flett) who hails from Vancouver, BC and consults, coaches, and trains women entrepreneurs throughout North America to be great.

Lead Rank 221

Lead Rank Lead Scoring B2B Top of Funnel 221

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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. Think of it more as a quarterly tune-up, not an overhaul. Think of it more as a quarterly tune-up, not an overhaul. What are your power words and how do you message what you do to prospective customers?

Lead Rank 149

Lead Rank Lead Scoring B2B Lead Nurturing 149

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SEPTEMBER 22, 2011

Why You Didn’t Sell Anything This Week. It may seem harsh, but here is the list of what people who did not sell much (or anything) this week were saying to themselves, their co-workers, and possibly their bosses to justify lack of revenues. Follow her on Twitter and be sure to sign up for our quick-read newsletter. .

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

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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. 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.

Cold Calling 174

Cold Calling eBook Sales Tools Tools 174

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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

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JANUARY 5, 2012

Smart Selling Tools. 2012 is a year of new things, and so we are pleased to launch for sellers and sales leaders a weekly audio (and sometimes video) interview with people who have made, or are making an impact in B2B professional selling. Smart Selling Tools. Rumor has it that there will be a great contest coming up!

Top of Funnel 164

Top of Funnel B2B Tools Lead Rank 164

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NOVEMBER 14, 2011

Review of SNAP Selling Author and B2B Sales Trainer Jill Konrath Live. The organization she spoke at invited me to attend as I am a prospective member for them and also a friend of Jill’s. Last year she wrote the (also best selling) book, SNAP Selling: Speed Up Selling and Win More Business With Today’s Frazzled Customers.

B2B 158

B2B Lead Rank Lead Scoring Top of Funnel 158

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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? Note: most people dont follow up enough. 2) Really know who your prospective customer is – who are they, and what makes them tick? Consulting.

Lead Rank 152

Lead Rank Lead Scoring Outsourcing Services Top of Funnel 152

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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. Green is the author of Trust-based Selling , as well as co-author of the classic The Trusted Advisor and the upcoming Trusted Advisor Fieldbook.

B2B 237

B2B Influencer Lead Rank Lead Scoring 237

Sales Hacker Training

DECEMBER 8, 2020

The 6sense account engagement platform uncovers and analyzes buyer intent at scale, identifying prospects who are in market for your solution and providing salespeople like you with the insight to create highly relevant messaging, generate more opportunities, increase deal size, and get into opportunities before your confrontation.

Hiring 119

Hiring Top of Funnel Scale Banking 119

Score More Sales

AUGUST 24, 2011

NY Times Best Selling Author Seth Godin spoke a couple months ago on moving forward and taking action. We’ll do a follow up post about all of the projects we think are interesting, amazing, needed, or just plain cool. Good things happen when talented people call on the right target prospects. Consulting. Well put, Mike!

Lead Rank 237

Lead Rank Lead Scoring Revenue Top of Funnel 237

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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 Tips and Strategies to Grow Revenues. Consulting. by Lori Richardson on December 22, 2011.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

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MAY 28, 2011

We talk to entrepreneurs every day who want to turn their ideas, products, and services into dollars but struggle with selling. In fact, some people can’t even use the word “sales” because of the negative stuff it conjures up in their minds. Sales Tips and Strategies to Grow Revenues. Consulting.

Lead Rank 155

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 155

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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. Sales Tips and Strategies to Grow Revenues. Consulting. Build the Front of Your Sales Pipeline.

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

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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. Hmmmmm… So I love you , Lori, but I so detest Salesforce that I just threw up a little in my mouth. . Book Review of High Profit Selling by Mark Hunter.

Small Business 176

Small Business Small Business Lead Rank Lead Scoring 176

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FEBRUARY 8, 2012

CRM Is the Tool and Sales Follow Up Is Key. 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? These must be documented, and your CRM tool needs to be set up to support your process. Sales Tips and Strategies to Grow Revenues.

Lead Rank 148

Lead Rank Lead Scoring Follow-up CRM 148

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. Then, do a follow up with your co-workers and colleagues to share your biggest take-aways. Next post: Gain Ways to Enjoy Prospecting and Donate to Japan. Social Selling. Consulting.

Lead Rank 132

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 132

Score More Sales

MAY 27, 2010

Summertime… And the Selling Is Easy… Or Is It? From a selling standpoint, this can be one of the BEST times to catch up or even get ahead of your competition – since many of us mentally slow down. Book Review of High Profit Selling by Mark Hunter. Social Selling. Consulting. example: tid = 123.

Lead Rank 120

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 120

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DECEMBER 30, 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. Gerhard , Lisa , Larissa and all at Selling Power and the Sales 2.0 Consulting.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Marketing 159

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FEBRUARY 29, 2012

Without recommending one platform or another specifically, we urge you to have one place where all of your contacts are – prospects, clients, former clients, vendors, and strategic referrers. This is critically important since time is the one thing you can’t recover in selling. Sales Tips and Strategies to Grow Revenues. Consulting.

CRM 174

CRM Top of Funnel Lead Rank Lead Scoring 174

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. Book Review of High Profit Selling by Mark Hunter. Social Selling. © Score More Sales 2001 - 2012. Consulting. Categories.

Lead Rank 173

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 173

Score More Sales

DECEMBER 16, 2011

This allows customer facing employees in such areas as sales, customer support, and marketing to make quick yet informed decisions on everything from cross-selling and up-selling opportunities to target marketing strategies to competitive positioning tactics” – source: Destination CRM . Consulting.

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172

John Barrows

JUNE 20, 2018

If you enjoy this format, please let me know in the comments or by hitting me up on social. Whether it’s an actual phone call or Zoom meeting, at some point you will need to jump on the phone with your prospects. We ended up joining forces, but before that, I was a regional sales manager over at InsideSales.com in Provo, Utah.

Cold Calling 86

Cold Calling Call-back Google Data 86

Score More Sales

JANUARY 14, 2012

Assigned to a stylist named Roz, I happily showed up and quickly became a loyal customer. Read the award-winning blog and sign up for the twice-monthly newsletter with sales tips to grow B2B revenues. . Tagged as: selling. Previous post: B2B Sales Podcast With Michael Boylan on Prospecting and the Power to Get In.

Lead Rank 146

Lead Rank Lead Scoring Referrals Top of Funnel 146

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. Book Review of High Profit Selling by Mark Hunter. Social Selling. Sales Tips and Strategies to Grow Revenues.

Lead Rank 134

Lead Rank Lead Scoring Top of Funnel Decision Maker 134

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JANUARY 23, 2011

Differentiate Yourself Through Persistence & Follow Up. Too many people make grandiose claims – they talk but don’t do the actions to back it up. Stand out by doing these things: Be persistent when following up with a company that has expressed interest in working with you. Consulting. That doesn’t work.

Follow-up 168

Follow-up Lead Rank Lead Scoring Call-back 168

Hubspot Sales

AUGUST 14, 2018

Choosing something inherently means giving up something else -- something we might want tomorrow, or next week -- and that won’t be available to us if we don’t grab it today. This unconscious form of association is a large part of how the human brain trains our memories. But choice is difficult because it also represents sacrifice.

How To 97

How To Study Consumer Groups 97

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. Previous post: Differentiate Yourself Through Persistence & Follow Up. Book Review of High Profit Selling by Mark Hunter. Social Selling. © Score More Sales 2001 - 2012.

Lead Rank 178

Lead Rank Lead Scoring Revenue Guidelines 178

Score More Sales

JANUARY 9, 2011

You must know who your target market is – at least by demographic – even better if you have lists of potential prospective customers. Stay tuned for more details and meet the first five entrepreneurs to “step up” into this program! This is a phenomenal follow-up from your last-year’s challenge, Lori.

Revenue 172

Revenue Lead Rank Lead Scoring Ideal Customer Profile 172