Score More Sales

AUGUST 6, 2012

Nearly 80% of companies polled in a new Big Data study find CRM ineffective at helping find external company information. Sales reps are searching as many as 15 different data sources for information on customers and prospects. CSO Insights surveyed 218 CEOs, CSOs, sales execs and managers during June 2012 in an online study.

Data 197

Data CRM Survey Study 197

The Sales Hunter

APRIL 14, 2012

The number one issue salespeople struggle with the most is sales prospecting. Sales prospecting is not easy — I’ll admit it. Prospecting and ultimately closing customers takes dedication. What is dedicated time do you block out each day or each week for prospecting? It takes dedication and a process.

Prospecting 200

Prospecting Call-back Follow-up Motivation 200

The Sales Hunter

JULY 25, 2012

Most salespeople – and I’ll put myself in this group – set aside time during the week to make prospecting calls, including following up on leads, etc. To use these small windows of time to your advantage, do what I refer to as “speed dating with your prospects.” Try this technique with your prospects.

Prospecting 197

Prospecting Sales Qualified Lead Follow-up Lead Rank 197

Alice Heiman

MAY 19, 2022

The number of quality interactions with prospects has declined. By using sales discovery to truly understand the prospect, you can build a relationship and partner with them to solve the challenges they’re facing. During our conversation, we talk about how important ‘discovery before discovery’ is to successful calls with prospects.

Face-to-face 136

Face-to-face Software Software LinkedIn 136

The Sales Hunter

APRIL 6, 2012

How is your sales prospecting plan working for you? Unfortunately, this exemplifies the expectations of too many sales prospecting plans. Below are a series of questions you can ask yourself regarding your sales prospecting plan to help you gauge how effective it is and what areas you may want to change.

Prospecting 190

Prospecting Cold Calling Referrals Intent 190

SBI

SEPTEMBER 25, 2012

Dreamforce 2012: A Spectacular Spectacle. I just returned from Dreamforce 2012. The vendors I spoke to said they had higher quality conversations with higher qualified prospects. It’s a not-to-be-missed event, even if you aren’t a salesforece CRM user. That’s good for everyone. It’s a cloud Lalapalooza.

SalesForce 114

SalesForce Hotels Vendor Networking 114

The Pipeline

FEBRUARY 22, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

NOVEMBER 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Successful Strategies for Prospecting – Roundtable. The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Your email address will not be shared. December 2011.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

MARCH 30, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Your email address will not be shared. December 2011.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

The Pipeline

MAY 4, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Your email address will not be shared.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

The Sales Hunter

APRIL 1, 2012

“What are the sales prospecting tools you use?” Here’s my list as to what I see are the top 9 sales prospecting tools and tips that you need to be successful. Networking is not prospecting. Schedule time each day/week to prospect. Sorry, but sales prospecting is the salesperson’s responsibility.

Tools 195

Tools Prospecting Cold Calling Software 195

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

The Sales Hunter

JUNE 29, 2012

Here are a few things you can do to make your sales and prospecting efforts count: 1. Reach out, call and email prospects, not only today, but also early next week, with the objective of setting up some meetings for next week. Review your CRM system to identify those contacts you’ve not been reaching out to.

Prospecting 179

Prospecting Call-back Motivation Follow-up 179

The Pipeline

JUNE 3, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. To respond to your email, the prospect has to read it first. Sign up for our Email Newsletter.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

Pipeliner

APRIL 3, 2018

from Austria in 2012 to establish Pipeliner CRM in America. A sales manager should understand that an inbound lead ranks higher than an outbound lead, simply because an inbound is a reach originated by a prospect. Pipeliner CRM is the most effective tool you can have for lead management. I arrived in the U.S.

Lead Management 58

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 58

The Pipeline

MAY 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. There are steps to follow that can make prospecting easy and effective. December 2011. November 2011.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

Your Sales Management Guru

DECEMBER 5, 2011

Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? Recently I have been writing/talking about an issue facing everyone-your salespeople, your management team and your customers/prospects= sales fatigue. Ken@AcumenMgmt.com. How to leverage the power of social media networks. •

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

Score More Sales

FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. Three Tech Traps to Avoid: Tool Overwhelm.

CRM 238

CRM Outbound Tools Study 238

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. March 2nd, 2012. Much easier to show value to a customer than to a prospect. March 2nd, 2012. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Score More Sales

MARCH 20, 2012

I am flattered to have been nominated for this recognition – and would like to learn of more women involved in CRM, prospecting, lead identification, and inside sales in general. originally appeared on Score More Sales on March 20, 2012. See the nominations so far , and help get the word out!

Lead Generation 185

Lead Generation Lead Rank Lead Scoring B2B 185

SugarCRM

DECEMBER 4, 2017

Outdated and cumbersome, legacy CRM systems typically provide you with simple storage of customer data, and a few relevant fields and tasks for sales to follow up on. Simply put, legacy CRM systems are not up to today’s business standards, and they don’t fit the needs of most people in the modern workforce.

CRM 50

CRM System Trade Show Analysis 50

The Pipeline

DECEMBER 7, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. Prospecting. December 2011.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Score More Sales

JUNE 12, 2013

Most people know how to identify prospective customers or clients and they track them in a CRM system with next actions set. There has never been a better time to find simple and even free tools to capture your prospective customers and all your connections). Mindful means that it is thought out, and planned for.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

SBI

DECEMBER 15, 2020

Showing discomfort can lead to our prospects ignoring our meeting requests. Prospects expect us to know a lot—likely more than anyone can be expected to know offhand. Sales teams are notoriously bad at capturing their conversations in CRM because data entry is not their strong suit and intel about the opportunity suffers as a result.

Conversion 127

Conversion Sales Cycle Energy Tools 127

The Pipeline

FEBRUARY 21, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. PROACTIVE PROSPECTING! Prospecting. Your email address will not be shared.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

The Pipeline

AUGUST 5, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. Prospecting. Your email address will not be shared. Sign up for our Email Newsletter. December 2011.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Score More Sales

MARCH 5, 2013

One is our automatic prospecting tool and the other is Job change alerts. Our prospecting tool, Prospector allows you to use Google to search for LinkedIn contacts, and to easily export them to a spreadsheet so that you can speed up sales campaigning. It provides job change alerts and news alerts on the companies and people in my CRM.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

Score More Sales

APRIL 29, 2013

There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. Have a CRM system that allows you to show any sales opportunities you have, and a way to record any action you’ve done toward that opportunity, plus a way to set a next action that is automated.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

Score More Sales

MAY 16, 2012

You have a robust, helpful CRM tool that gives you several helpful reports which you can review each week, and lists you can easily pull up on a just-in-time basis. You have a poor CRM tool, perhaps not cloud-based and it is difficult to use with poor reporting capabilities. The result?

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Velocify

JUNE 26, 2012

June 27, 2012 – I was reading a few articles on CRM in the past couple of days that got me thinking about how unique and flexible the technology world we live in truly is. We are industry experts and leaders in this space with more than 40 million prospects managed through our cloud-based solution. B2B vs. B2C CRM.

B2C 40

B2C CRM Leads360 Decision Maker 40

Selling Essentials RapidLearning Center

APRIL 19, 2022

True or false: Salespeople should emphatically NOT ask their prospects stupid questions. True or false: Salespeople SHOULD emphatically ask their prospects stupid questions. Here’s how a question like that might sound: Buyer: “So how can we integrate your solution into our CRM?”. ‘Stoopid’ vs. stupid.

Hiring 59

Hiring SalesForce CRM Software 59

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. prospecting. One Response to “18 Phone Sales Skills Tips You Can Use Right Now” Roundup #50 – Lead Management, Lead Generation & CRM tips says: December 19, 2011 at 9:29 am. [.] Archives Select Month March 2012. Client List.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

Score More Sales

APRIL 2, 2012

If you do not know how, take a class or read some of the great e-books and blog posts on how to make LinkedIn a prospecting tool WITHOUT a desperate attack on just anyone you may be connected to through a LinkedIn Group. Hope is not a strategy in 2012. This is a 1999 sales tactic and it needs to stop. Do better, people.

Inside Sales 186

Inside Sales Webinar Metrics Outbound LinkedIn 186

Score More Sales

MAY 20, 2013

” I set a next action in my CRM system (you use one, right?). Even if my prospective buyer does not answer, I am building trust because I did what I said I’d do. I have a very brief story about why you might be interested in hearing more, and why it seems that our companies can benefit from talking.”

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

The Pipeline

NOVEMBER 23, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Planning , Prospecting , Sales Leadership , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

JANUARY 11, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Planning , Proactive , Prospecting , Sales Cycle , Sales Process , Sales Strategy , Sales Success , Time Allocation , execution.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209